Director of Sales & Operations

We are looking for a highly motivated, organized, and experienced **Director of Sales & Operations**.

This is a hands-on position responsible for managing our **seller and buyer leads from initial contact through the preparation of the business for sale**.

You will personally contact leads, book appointments, conduct discovery calls, gather information, manage follow-up, and use our AI systems to prepare business valuations and Confidential Information Memorandums (CIMs).

This is NOT an entry-level position. We need someone who is comfortable talking to business owners, understands sales, follows up aggressively, stays organized, and can use technology and AI to get things done quickly.

## Core Responsibilities

### Seller Leads

* Contact every new seller lead promptly.
* Call, text, and follow up consistently until contact is made.
* Schedule seller appointments.
* Conduct initial discovery and qualification calls.
* Ask detailed questions about the seller and the business.
* Gather revenue, profit, expenses, owner involvement, employees, assets, leases, customer information, growth opportunities, reason for selling, timeline, and other important information.
* Request and collect financial statements and required documentation.
* Keep sellers moving through the process.
* Make sure no seller lead falls through the cracks.

### Buyer Leads

* Contact every buyer lead.
* Schedule buyer appointments.
* Qualify buyers based on experience, financial ability, available cash, financing, industry preferences, location, timeline, and acquisition criteria.
* Determine what type of business the buyer is looking to purchase.
* Make sure NDAs and required documents are completed before confidential information is released.
* Match qualified buyers with appropriate listings.
* Maintain consistent follow-up with active buyers.
* Track buyers who may be a fit for future listings.

### Business Valuations

You will use our established systems and AI tools to help prepare business valuations.

Responsibilities include:

* Review seller financial information.
* Identify potential add-backs.
* Calculate and review SDE and EBITDA when appropriate.
* Research industry multiples.
* Use our AI systems to assist with valuation analysis.
* Identify missing or questionable financial information.
* Prepare the valuation for internal review.
* Make sure the final valuation is logical, complete, and professional.

**AI will do much of the heavy lifting, but you are responsible for the quality and accuracy of the information being entered and reviewed.**

### CIM Preparation

You will use our AI systems to prepare Confidential Information Memorandums for businesses being marketed for sale.

This includes:

* Gathering information from the seller.
* Reviewing financial information.
* Preparing the company overview.
* Documenting products and services.
* Identifying competitive advantages.
* Outlining staffing and owner responsibilities.
* Identifying growth opportunities.
* Organizing financial information.
* Reviewing the AI-generated CIM.
* Correcting errors and improving the final document.
* Following up with sellers when information is missing.

You are responsible for making sure every CIM is accurate, professional, and ready to be presented to qualified buyers.

## Operations Responsibilities

This position also helps manage the day-to-day operations surrounding our sales pipeline.

You will:

* Maintain and update the CRM daily.
* Track every buyer and seller lead.
* Make sure every lead has a status and next action.
* Track appointments and follow-ups.
* Make sure required documents are collected.
* Keep files and deal information organized.
* Identify stalled leads and deals.
* Coordinate with brokers, administrative staff, and management.
* Make sure deadlines and next steps are completed.
* Help improve systems, processes, and AI workflows.
* Identify problems before they become bigger problems.
* Keep management updated on the sales pipeline and operational issues.

## REQUIRED EXPERIENCE

**This is NOT an entry-level position.**

Applicants MUST have previous sales experience.

You should have experience:

* Calling and communicating with leads.
* Qualifying prospects.
* Booking appointments.
* Conducting sales or discovery calls.
* Following up with prospects.
* Managing a sales pipeline.
* Working with a CRM or similar system.
* Handling multiple prospects at different stages of the sales process.

Experience in **business brokerage, real estate, B2B sales, financial services, M&A, business acquisitions, or other high-ticket sales** is a major plus.

**If you do not have previous sales experience, please do not apply.**

## Technology Requirements

* **Must have an iPhone.**
* Must be comfortable calling and texting leads from an iPhone.
* Must be comfortable learning and using AI.
* Must be comfortable working inside a CRM.
* Must be able to learn new technology quickly.
* Must be comfortable working in a highly technology-driven company.

## Who We Are Looking For

We want someone who:

* Is extremely organized.
* Is confident on the phone.
* Is comfortable talking to business owners.
* Is persistent without being pushy.
* Follows up consistently.
* Takes ownership instead of waiting to be told what to do.
* Can manage multiple priorities at once.
* Pays attention to details.
* Is comfortable with numbers and financial information.
* Learns technology quickly.
* Understands that speed matters in sales.
* Can work independently.
* Is solution-oriented.
* Takes responsibility for results.

## How Success Will Be Measured

Performance will be measured by:

* Speed to lead.
* Percentage of leads contacted.
* Seller appointments booked.
* Buyer appointments booked.
* Appointment show rate.
* Seller conversion rate.
* Buyer qualification rate.
* Follow-up completion.
* Number of valuations completed.
* Number of CIMs completed.
* Turnaround time.
* CRM accuracy.
* Number of qualified opportunities moved forward.
* Overall organization of the buyer and seller pipeline.

## The Bottom Line

Your job is to make sure **nothing falls through the cracks.**

Every seller lead gets contacted.

Every buyer lead gets contacted.

Every qualified prospect gets an appointment.

Every appointment gets followed up with.

Every qualified seller gets moved toward a valuation and CIM.

Every qualified buyer gets matched with the right opportunities.

You will use AI to work faster, but you are ultimately responsible for making sure the work gets done correctly.

**If you are a strong salesperson who is highly organized, loves follow-up, is comfortable with technology and AI, and knows how to take ownership of a sales and operations pipeline, we want to hear from you.**