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About the Role

Green Street is seeking an experienced Sales Leader to build and manage a high-performance B2B sales team focused on Commercial Real Estate (CRE) and Infrastructure research, data, and news products. This role is key to transforming our go-to-market strategy into an outbound-first approach, emphasizing creation, conversion, and a culture of accountability. You will lead Account Executives selling core subscription products, setting standards for outbound excellence, coaching for behavioral change, and fostering a culture of urgency and accountability. This position requires a blend of strategic thinking and hands-on execution, partnering with various departments to drive full-funnel conversion.

Responsibilities

Recruit, develop, and retain a high-performing team of AEs, setting clear performance expectations and driving accountability against pipeline and revenue targets.
Coach the team through structured operating rhythms, including weekly 1:1s, deal reviews, call reviews, and skills sessions to improve discovery, value proposition, negotiation, and closing.
Build a culture of urgency, ownership, and outbound excellence, modeling an entrepreneurial mindset and reinforcing behaviors that yield repeatable results.
Own team pipeline health, ensuring AEs execute structured outbound cadences and partnering with RevOps, Marketing, and SDR leadership to maximize inbound conversion.
Drive a higher-velocity sales motion by raising activity standards, shortening sales cycles, and increasing conversion rates.
Champion AI-powered, signal-based selling, leading team adoption of AI-assisted prospecting, intent/signal data, and Gong.
Coach AEs to prioritize accounts by ICP fit and real-time buying signals, translating product value into clear prospect outcomes.
Develop discovery and value proposition skills, coaching AEs to uncover prospect business goals and pain points and articulate how Green Street’s products improve outcomes.
Establish and maintain forecast accuracy, providing real-time visibility into pipeline, deal progression, and revenue risk.
Hold the team to a high standard of CRM hygiene and pipeline management discipline.
Partner across the GTM organization (RevOps, Marketing, SDR, Product, Account Management, Customer Success) to align on ICP, share market insights, and deliver a seamless customer experience.
Own upsells and cross-sells, requiring a strong partnership with Account Management.
Deliver regular analysis of team performance, pipeline trends, win/loss patterns, and coaching priorities to inform go-to-market strategy.

Requirements

7+ years of B2B sales experience in subscription, SaaS, fintech, information services, or data/analytics.
At least 3 years in sales management with a proven track record of leading teams to and beyond quota.
Understanding of recurring-revenue economics, multi-year contracting, renewal/expansion dynamics, and coaching sellers for land-and-expand strategies.
Experience in an outbound-led, high-velocity environment, comfortable coaching both self-sourced pipeline generation and inbound opportunity conversion.
Proven ability to raise activity standards without sacrificing quality.
Strong coach and culture-builder with commercial acumen to engage on financial concepts related to client decision-making in institutional investment, asset management, and capital markets.
Commercial Real Estate or Infrastructure familiarity is a plus but not required; demonstrated ability to learn and coach within specialized domains is more important.
Bachelor’s degree preferred or equivalent professional experience and proven leadership performance.
Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future.

Skills

Sales Management
B2B Sales
Subscription Sales
SaaS Sales
Fintech Sales
Information Services Sales
Data/Analytics Sales
Outbound Sales
Pipeline Management
Forecasting
Coaching
Team Leadership
CRM (Salesforce)
Gong
PowerBI
Sales Engagement Platforms
AI-assisted Prospecting
Intent/Signal Data
Recurring Revenue Economics
Land-and-Expand Strategy
Discovery Skills
Value Proposition Development
Negotiation
Closing Skills
Cross-functional Collaboration

Location

Newport Beach
New York

Work Type

Hybrid

Experience Level

7+ years of B2B sales experience
3+ years of sales management experience

Education Level

Bachelor's degree preferred or equivalent professional experience

Salary/Compensations

USD $150,000.00 - USD $200,000.00 /Yr.

Benefits

Performance bonus
Benefits (subject to eligibility requirements)

About the Company

Green Street is a forward-thinking real assets company transforming the commercial real estate market with predictive analytics, data-driven insights, and actionable intelligence.
With over 40 years of expertise, Green Street empowers investors, lenders, banks, and industry stakeholders across the U.S., Canada, Europe and Asia to make optimized investment and strategic decisions.
A diverse and inclusive work environment where top talent can thrive, think freely and offer different perspectives makes our insights even stronger.
We’re building a company culture where differences are celebrated and valued.

Equal Opportunity

Green Street is an Equal Opportunity Employer.
Green Street does not discriminate on the basis of race, sex, color, religion, age, national origin, marital status, disability, veteran status, genetic information, sexual orientation, gender identity or any other reason prohibited by law in provision of employment opportunities and benefits.