Head of Sales

About Us

Comfort Temp Heating & Air has been delivering trusted HVAC and plumbing solutions across Florida since 1985. Built on family values and guided by our core values - Do what you say. Do what it takes. Walk with purpose. Do the right thing. - we serve residential and commercial customers across multiple Florida markets. Our mission is simple: provide comfort, peace of mind, and dependable service our customers can count on.

Position Summary

The Head of Sales is a high-accountability sales leadership role responsible for driving sales performance, process consistency, pipeline discipline, coaching, and market growth across current and future Florida markets. Reporting to the VP of Service, this role helps translate company growth objectives into practical sales execution across the business.

This is a working leadership role. The Head of Sales is expected to lead from the front, coach and develop sales talent, improve forecast reliability, strengthen ServiceTitan discipline, and partner closely with operations so sold work is realistic, profitable, and executable.

What Success Looks Like

• Consistent revenue growth across current and future Florida markets

• Strong gross margin performance and pricing discipline

• Healthy pipeline coverage with improved forecast accuracy

• A repeatable sales process used consistently across the organization

• Stronger accountability, coaching, and performance management across the sales team

• Reduced ramp-up time for new sales hires

• Strong operational alignment between what is sold and what can be delivered

• Growth in repeat business, customer retention, and key account relationships

Key Responsibilities

Sales Leadership and Strategy

• Lead the company's sales strategy across current and future Florida markets.

• Partner with the VP of Service to align sales goals with company growth objectives and operational realities.

• Build and execute market-based sales plans that support revenue, profitability, and long-term expansion.

• Establish clear expectations for performance, activity, accountability, and execution across the sales function.

• Drive a culture of urgency, ownership, professionalism, and follow-through.

Revenue Growth and Market Expansion

• Identify and pursue opportunities to grow market share across HVAC and plumbing service lines.

• Strengthen existing customer relationships while expanding new business opportunities.

• Support major pursuits, key accounts, and strategic opportunities that can accelerate company growth.

• Represent the company in the marketplace with professionalism and credibility.

• Help expand Comfort Temp's visibility and reputation across all served regions in Florida.

Pipeline, Forecasting, and Performance Management

• Lead weekly pipeline and forecast reviews with a strong focus on deal quality, next steps, close probability, and timing.

• Develop and maintain a sales scorecard with leading and lagging indicators.

• Monitor sales performance by individual, market, and segment.

• Use data to identify gaps, coaching needs, bottlenecks, and opportunities for improvement.

• Hold the sales team accountable for activity standards, follow-up discipline, ServiceTitan usage, and performance outcomes.

Coaching, Team Development, and Accountability

• Recruit, hire, onboard, and develop sales talent as the business grows.

• Coach through ride-alongs, sales call review, proposal review, deal strategy, and follow-up discipline.

• Build a stronger, more consistent sales culture rooted in accountability and results.

• Create clear development expectations and address underperformance directly and constructively.

• Help build a bench of future sales leaders within the organization.

Sales Process and Operational Alignment

• Standardize sales expectations, customer communication, proposal approach, and turnover quality.

• Partner closely with operations, service, installation, dispatch, and leadership to ensure sold work is realistic and executable.

• Improve sales-to-operations handoff so scope, pricing, assumptions, timelines, and customer expectations are clear.

• Protect margin by reinforcing scope discipline, approval structure, and process consistency.

• Reduce preventable sales fallout caused by weak qualification, overselling, poor documentation, or unrealistic commitments.

Systems and Reporting

• Enforce CRM and reporting discipline across the sales organization with strong working knowledge of ServiceTitan.

• Ensure pipeline stages, activities, notes, and reporting are current and reliable.

• Provide leadership with clear reporting on sales performance, forecasts, revenue trends, margin trends, conversion rates, and market activity.

• Use reporting to support planning, staffing, and strategic decision-making.

Key Performance Indicators

• Revenue growth

• Gross margin dollars and margin percentage

• Pipeline coverage and pipeline health

• Forecast accuracy

• Close rates and conversion trends

• Average sale value

• Recurring revenue and repeat customer growth

• Sales activity and follow-up discipline

• Ramp-up time for new sales hires

• Team productivity and accountability

Requirements

• 7 years of progressive sales experience in HVAC, plumbing, mechanical contracting, home services, or a closely related industry

• 3 years of sales leadership experience with responsibility for team performance and results

• Proven success driving revenue growth, pipeline development, and margin discipline

• Demonstrated ability to recruit, coach, develop, and hold a sales team accountable

• Strong business acumen with experience in forecasting, KPI management, pricing discipline, and sales process execution

• Strong communication, negotiation, leadership, and executive presence

• Working knowledge of ServiceTitan required

• Valid driver's license and ability to travel regularly across Florida markets

Preferred Qualifications

• Experience leading sales across multiple markets or branches

• Experience in both service-driven and relationship-based sales environments

• Experience building structure, cadence, and accountability in a growing organization

• Strong understanding of the operational realities tied to HVAC and plumbing sales

Physical Requirements

• Prolonged periods of sitting, driving, and working on a computer

• Ability to travel frequently between company markets

• Ability to attend field visits, meetings, and ride-alongs as needed

• Occasionally lift up to 15 pounds

Why This Role Matters

This role is critical to Comfort Temp's continued growth. The Head of Sales will not simply manage a team - they will help build the structure, discipline, leadership, and market momentum needed to scale sales performance across the company. This person will play a key role in how Comfort Temp grows, how consistently it sells, and how effectively sales aligns with execution.