Head of Sales

4 days ago

Arlington, Virginia, United States Dandelion Energy Full time $125,000 - $175,000 per year


About Dandelion Energy:
Dandelion Energy is transforming how homes are heated and cooled—starting from (below) the ground up. As the nation's leading residential geothermal company, we design, install, and maintain all-in-one heating and cooling systems that are cleaner, quieter, and up to 4x more efficient than traditional HVAC, with a focus on large, scaled deployments to large homebuilders. We're an ambitious (and growing) team on a mission to revolutionize home heating.

Backed by Google Ventures (GV) and other top tech investors, our end-to-end geothermal solution is breaking the status quo of residential heating and cooling technology, and we're scaling rapidly to meet demand. Whether we're serving national homebuilders or individual homeowners, our mission is the same: to make geothermal the default choice for heating and cooling in the U.S.

About the job:
We're entering an exciting phase of national expansion, deepening partnerships with the country's leading home builders, developers, and institutional property owners. As we scale across new markets, we're seeking a
Head of Sales
to lead our national enterprise and builder sales organization from the ground up.

This is a hands-on leadership role for a proven enterprise sales executive who thrives in complex, multi-stakeholder environments (e.g., national homebuilders, construction firms, institutional investors). You'll shape Dandelion's national sales strategy, build a world-class team, and take personal ownership of key accounts — all while helping accelerate our mission to make geothermal heating and cooling accessible to every home.

Responsibilities:
Strategic Sales Leadership

  • Build and lead a national enterprise sales organization, including all aspects of sales strategy, execution, and team development.
  • Develop and execute an accounts-based strategy focused on the top 50 national homebuilders, mapping key stakeholders and crafting entry points across organizations.
  • Collaborate cross-functionally with the executive team, sales engineering, marketing, and finance to align growth plans with execution capabilities.

Team Building & Enablement

  • Scale and mentor the enterprise sales team.
  • Design and implement sales compensation plans, KPI frameworks, and territory models tailored to builder sales and regional expansion.
  • Build out sales enablement and revenue operations capabilities to support training, forecasting, and reporting.

Process & Pipeline Discipline

  • Establish and enforce a structured sales process including playbooks, sales stages, qualification criteria, and CRM accountability.
  • Implement a rigorous weekly, monthly, and quarterly cadence to drive forecast accuracy, coaching, and accountability.
  • Own and manage the end-to-end enterprise sales pipeline, ensuring proper segmentation and high-velocity deal progression.

Customer & Deal Ownership

  • Personally lead strategic account conversations, engaging at the C-suite level with large builders and institutional partners.
  • Act as a player-coach: closing key deals while developing and supporting the broader team's efforts.
  • Drive net-new revenue by opening new accounts and deepening existing builder relationships.

You will thrive in this role if you have:

  • Proven experience selling into home builders, construction, HVAC, or adjacent industries.
  • Experience building national enterprise sales organizations from scratch.
  • Deep familiarity with enterprise sales processes and long (6–12 month) deal cycles.
  • Comfort engaging with C-level executives and managing complex, multi-stakeholder accounts.
  • Experience as part of an executive team, contributing to org-wide strategy.
  • Strength in team development, territory planning, and performance management.


Must
-haves:

  • Demonstrated success leading national enterprise sales teams.
  • Track record of exceeding annual bookings targets.
  • Proficiency with CRM systems, forecasting, and KPI dashboards.
  • Experience designing compensation plans and playbooks.
  • Strong communication, collaboration, and leadership skills.
  • Highly organized and process-driven with a builder mindset.

Bonus points for:

  • Experience in channel sales, sales engineering collaboration, or segmentation strategy.
  • Exposure to clean-tech, geothermal, or energy-efficiency industries.
  • Proven ability to scale sales enablement and revenue operations.

You'll love working at Dandelion because:
Since spinning out of Google X in 2017, Dandelion Energy has been transforming home heating and cooling through cutting-edge geothermal technology. We design and install the most efficient residential heat pump in the U.S., serving both individual homeowners and some of the nation's largest homebuilders.

Our team has elevated the profile of geothermal heat pumps nationally, delivered thousands of high-quality installations across the country, and successfully championed electrification-friendly policy at local and federal levels.

We're a multidisciplinary, mission-driven team of experts—spanning hardware engineering, HVAC, drilling, solar finance, behavioral economics, and startup operations—united by a shared mission: to make clean, affordable heating and cooling the default for every home. The work is complex, meaningful, and built to scale.

We foster a collaborative, fast-paced, and inclusive work culture where cross-functional teamwork, curiosity, and continuous learning are core to how we operate. Our nationwide team is united by a shared passion for sustainability and a commitment to scaling clean, affordable energy solutions that make a real difference.

We're driving a wholesale shift in how homes are heated and cooled—join us.

Benefits & Perks:

  • Medical (including mental health), dental, vision, and pet insurance
  • 401(k) plan
  • Commuter benefits
  • Generous paid sick leave, vacation, and parental leave
  • Learning & development support, including on-the-job training and virtual courses

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