Sales and revenue leadership search.
INC'D recruits Chief Revenue Officers, VPs of Sales and commercial leaders for PE-backed essential services platforms.
Growth has to survive contact with the branch.
Revenue leadership in essential services can mean homeowner conversion, commercial contracts, cross-selling across an installed base, national accounts or building a sales discipline inside founder-led branches. These are not interchangeable motions.
We look for leaders who can show how the commercial system works: segmentation, pricing, channel, sales management, call conversion, account retention and the handoff from promise to field delivery.
Roles we recruit.
What we assess.
- Revenue model and customer segment previously led.
- Repeatable sales process, forecasting and management cadence.
- Pricing, cross-sell and account-retention experience.
- Ability to integrate acquired sales teams and books of business.
- Partnership with operations so growth does not outrun delivery.
- Evidence linking commercial action to profitable revenue, not activity alone.
Where sales and revenue searches go wrong.
One leader for two sales motions
Residential and commercial selling are different disciplines. Under one leader, one side usually gets starved.
Growth that operations cannot deliver
Revenue leaders who sell beyond field capacity create cancellations, complaints and lost margin.
Activity mistaken for revenue
Leads and bookings matter less than profitable, repeatable revenue such as agreements and contracts.
The wrong channel experience
Door-to-door, digital, builder, insurance referral and national accounts each need specific experience. One does not substitute for another.
How the role changes by vertical.
- Roofing
- Chief Revenue Officer. Starts every year with little contracted revenue and runs several demand channels at once. The hard part is building repeatable systems, not just winning the next storm.
- Restoration
- VP of Business Development. Manages relationships with the insurers and administrators that route work, plus commercial clients such as property managers. Watches where insurers are writing and withdrawing cover, because that decides where to build capacity.
- Cleaning
- Commercial Director. Grows commercial contracts or residential subscriptions. They are different disciplines with different talent pools, so we match the leader to the revenue model.
- Garage Doors
- VP of Builder Channel Sales. Manages relationships with national and regional homebuilders on long, contract-priced agreements. A small talent pool, often drawn from window, door or building products companies.
- Fiber & Broadband
- Chief Revenue Officer. Grows revenue through faster tiers, added services and business broadband, often building a commercial team from almost nothing.
- Junk Removal
- VP of Commercial Sales. Wins recurring contracts with property managers, retailers, builders and municipalities, a longer and more formal sales process than residential work.
- Lawn Care & Outdoor Services
- VP of Commercial Sales. Leads sales to corporate campuses, homeowners associations, municipalities, hospitals and property managers: long sales cycles, durable relationships and strong retention.
- Pest Control
- Chief Revenue Officer. Runs residential and commercial channels side by side, including door-to-door sales, without one starving the other.
How INC'D runs the search.
We define the revenue engine before starting the search: residential, commercial, national accounts, in-home sales, inside sales, cross-sell or channel growth. Candidates must show the profitable revenue they personally built and how the sales process connected with operations. A typical shortlist contains three to five qualified commercial leaders within two to four weeks of engagement.
How our executive search works →
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