Vice President of Sales Operations

Opportunity Overview

Our client is a real estate investment company focused on acquiring, renovating, and reselling single-family homes throughout San Diego County. As a trusted homebuyer in the area, they have built a strong reputation through transparency, quality renovations, and a community-first mindset. They are now ready to scale their direct-to-seller division to diversify revenue streams and establish a scalable acquisition model.

They hire self-motivated professionals who are looking to take their careers to the next level. The individual for this role will serve as the operational architect and team builder for this new division, owning lead management, acquisitions, dispositions, hiring, and P&L accountability. A successful individual will bring proven experience building direct-to-seller operations from the ground up, with the ability to close deals while simultaneously constructing team infrastructure and scalable systems.

Our client offers a place to perform and excel at work without layers of corporate bureaucracy. They are a stable and reliable business with a long-term vision and numerous growth opportunities. The business consists of top-producing, friendly, and positive people who live by their core values of grit, ownership, radical candor, excellence, and improving every day. They believe that their company, customers, and community can all excel and grow together. You will immediately feel this once you join the team.

Essential Position Functions

As their Vice President of Sales & Operations, you will enhance and scale the direct-to-seller operation and sales for the company. Your primary responsibility is to establish a predictable acquisition engine that covers monthly overhead through consistent deal flow, while constructing repeatable processes for future market expansion. Working directly with the CEO, you will own the complete P&L for this division and justify all marketing spend through closed deal attribution.

Position Responsibilities

• Own complete lead management infrastructure including response protocols, follow-up systems, and CRM optimization.
• Manage entire acquisitions process from lead to contract, maintaining 25% appointment-to-contract conversion rate.
• Build and oversee dispositions operation, establishing buyer network and assignment fee optimization.
• Maintain P&L accountability for direct-to-seller division with monthly financial reporting.
• Recruit, hire, and develop acquisitions team as lead volume scales.
• Conduct call audits and individualized coaching sessions to drive performance improvement.
• Create training frameworks, talk tracks, and certification programs for team scaling.
• Build performance management systems tied to conversion metrics and deal quality.
• Oversee monthly marketing budget allocation across direct mail, PPC, paid social channels, and others.
• Justify marketing spend through closed deal ROI, not vanity metrics.
• Optimize cost per acquisition and lead quality across all channels.
• Scale budget based on proven capacity to convert increased lead volume.
• Document all processes for replicability across future markets.
• Build scalable frameworks for lead management, acquisitions, and dispositions.
• Create standard operating procedures to support team growth.
• Design metrics dashboards for real-time performance visibility.
• Deliver monthly contracts covering overhead within defined timeline.
• Achieve average assignment fees meeting/exceeding monthly expense requirements.
• Forecast pipeline and revenue with data-driven accuracy.
• Collaborate with CEO on go-to-market strategy refinement based on field learnings.

Position Qualifications

• 10+ years in sales and/or operations roles with proven track record in direct-to-seller or wholesale real estate.
• 5+ years in leadership position building teams while simultaneously closing deals.
• Demonstrated P&L ownership and marketing ROI optimization experience.
• Proven ability to build operations from scratch in growth-stage environments.
• Strong systems thinking with ability to construct scalable infrastructure while executing tactically.
• Proficiency with CRM platforms, lead management systems, and performance analytics tools.
• Excellent coaching and team development capabilities.
• Self-motivated, resourceful, and comfortable with ambiguity in startup-within-company environment.
• Must live in or relocate to San Diego County with hybrid work environment requiring minimum once-weekly office presence for team coaching.
• Experience with direct mail, PPC, and paid social lead generation is preferred.