Sales & Business Development Manager
**Sales \& Business Development Manager – UpFrog**
**About UpFrog**
UpFrog is a social media marketing company that generates direct leads for home services contractors, primarily residential HVAC service and replacement companies. We run the campaigns that put qualified homeowners in front of our contractor partners, and we measure our success by the booked jobs and revenue we create for them.
We are growing, and we need a leader to turn our marketing results into a repeatable, scalable sales engine.
**Role Overview**
The Sales \& Business Development Manager owns UpFrog's revenue pipeline, from first contact with a prospective contractor to a signed, onboarded customer. You will lead and coach the sales team, set the process for working leads, and personally close key accounts.
This is a hands\-on leadership role. You will spend time on the phones and in meetings with contractors, not just managing reports. The right person understands how HVAC and home services owners think, what they worry about, and how they judge whether marketing is worth the money.
**Reports to:** CEO
**Location:** Full Remote
**Type:** Full\-time
**Key Responsibilities**
**Sales team leadership**
* Recruit, hire, train, and coach sales representatives, setting clear daily and weekly activity targets.
* Run regular pipeline reviews, one\-on\-ones, and call coaching sessions.
* Hold the team accountable for speed to lead, follow\-up discipline, and close rates.
**Lead conversion**
* Own the process for turning inbound and generated leads into signed customers, from first call through contract.
* Build scripts, objection handling, and follow\-up sequences tailored to HVAC and home services owners.
* Personally lead demos and close larger or strategic contractor accounts.
* Ensure every lead is contacted quickly and worked until it is closed or disqualified.
**Business development**
* Identify and pursue new contractor prospects through outbound outreach, referrals, trade associations, and industry events.
* Build relationships with HVAC distributors, manufacturer dealer programs, and other partners who can refer business.
* Expand revenue within existing accounts by introducing added services or markets.
**Process, CRM, and reporting**
* Maintain clean, complete pipeline data in the CRM and hold the team to the same standard.
* Report weekly on pipeline, conversion rates, revenue, and forecast to leadership.
* Work with the marketing and fulfillment teams so that what sales promises matches what UpFrog delivers.
* Hand new customers off smoothly to onboarding and account management.
**Qualifications**
**Required**
* 5\+ years in B2B sales, with at least 2 years managing or leading a sales team.
* A proven record of hitting or exceeding revenue quotas, with numbers to show it.
* Experience selling marketing, advertising, lead generation, or other services to small and mid\-sized business owners.
* Strong phone and in\-person closing skills, and comfort with fast lead follow\-up.
* Working knowledge of a CRM (HubSpot, Salesforce, GoHighLevel, or similar) and pipeline reporting.
* Clear, confident communication with owner\-operators who expect straight answers.
**Preferred**
* Experience in or selling to the HVAC, plumbing, or broader home services industry.
* Familiarity with how contractors measure marketing results: cost per lead, booking rate, cost per acquisition, and average ticket.
* Understanding of social media advertising (Meta, Instagram, TikTok, or similar) and lead generation funnels.
* Experience building a sales process or team from an early stage.
Job Type: Full\-time
Pay: $100,000\.00 \- $250,000\.00 per year
Benefits:
* Flexible schedule
* Paid time off
Application Question(s):
* Why UpFrog — specifically?
* What do you believe matters more: volume or deal quality? Why?
* What’s something you believe about sales that most reps get wrong?
Work Location: Remote