Head of Sales

Who We Are At The Land Geek, we re all about helping people ditch the rat race and build real freedom through land investing. We re passionate about teaching others how to create passive income using a simple, repeatable system that s been tested and proven by thousands of land investors. No tenants, no toilets, no termites-just raw, undeveloped land and a whole lot of opportunity. Whether someone s looking for a side hustle or a complete lifestyle overhaul, we re here to show them what s possible and cheer them on every step of the way. Our Values: F - Focus & Flow • Focus on what moves the needle. Remove noise. Build momentum instead of reacting to distractions. • Work should feel intentional, structured, and directed toward meaningful outcomes. R - Real Work & Relationships • The work matters, and so do the people doing it. • We interact with respect, reliability, and direct communication. • Trust is built through consistent behavior, not personality. E - Excellence Always • Excellence is disciplined craftsmanship. It isn t perfectionism, but it is rigor. • Your work must be complete, thoughtful, and confidence-building. E - Evolve Constantly • Adopt the Kaizen mindset: continuous improvement through small, daily upgrades. • We refine systems, raise standards, and learn faster than the challenges we face. Mission The Head of Sales is responsible for building a predictable, scalable, and high-integrity sales function that consistently converts qualified leads into successful customers. This role owns: Sales performance (close rate, show rate, booked revenue) • Sales systems and process design • Team coaching and accountability • CRM integrity and pipeline visibility • Cross-functional alignment with Marketing, Product, and Coaching This is a player-coach role: part strategist, part operator, part coach. Responsibilities Sales Performance & Pipeline Ownership • Own and improve core sales KPIs: • Booked Revenue • Call numbers and show-up rate • Call closes • Total pipeline value • Diagnose performance gaps across the funnel (lead quality, show rate, call quality, follow-up) • Identify and resolve bottlenecks impacting conversion and revenue • Establish forecasting discipline and pipeline visibility Sales Process & Systems • Audit and redesign the full sales process: • Lead intake qualification setter closer follow-up close • Improve segmentation between setters and closers to maximize efficiency and conversion • Standardize sales workflows, scripts, and best practices • Build repeatable systems for: • Lead routing and prioritization • Follow-up cadence and pipeline management • Call review and performance feedback • Own and optimize CRM (HubSpot): • Ensure accurate pipeline tracking and reporting • Improve adoption and usage across the team • Clean and maintain data integrity • Evaluate and implement sales enablement tools (call recording, analytics, etc.) Team Leadership & Coaching • Lead, coach, and develop a team of sales contractors (setters and closers) • Establish clear performance expectations and accountability systems • Implement regular call reviews and feedback loops • Improve consistency across reps (reduce performance variance) • Support reps who are strong operators but lack formal sales training • Make recommendations on hiring, role design, and performance management Call Quality & Conversion Improvement • Define what great looks like on a sales call • Improve: • Discovery quality • Objection handling • Offer alignment and positioning • Ensure ethical, high-integrity sales practices aligned with customer outcomes • Personally close deals (~10% capacity) to stay close to the process and model excellence Marketing, Events & Product Alignment • Partner with Marketing to improve: • Lead quality • Application quality and scoring • Messaging alignment • Create clear handoffs between Marketing Sales Coaching • Collaborate on funnel optimization (top middle bottom) • Support event strategy: • Improve conversion from event attendees to customers • Align upsell pathways and follow-up • Translate frontline sales insights into recommendations for Product and Coaching Data, Reporting & Continuous Improvement • Build and maintain clear dashboards and reporting for leadership visibility • Identify trends and performance drivers using data • Run structured experiments to improve: • Show rates • Close rates • Upsell rates • Maintain a culture of iteration and accountability within the sales team Competencies Sales Leadership • Proven ability to improve close rates and team performance • Experience managing setters/closers or multi-stage sales funnels • Strong coaching instincts, especially with non-traditional sales backgrounds Systems Thinking & Operational Rigor • Ability to diagnose complex funnel issues (not just blame reps) • Experience building a...