Clear seats, clear authority, compensation tied to recurring revenue.
The operating partner role is designed for a capable field-sales leader who can recruit, train, manage, travel, and create the revenue system. Leadership economics should reward recurring growth while still funding support, installation, reserves, and enterprise value.
Community agreements, network expansion, vendor/circuit relationships, capital strategy.
Sales org, recruiting, compensation architecture, SOPs, RevOps, multi-market execution.
AZ / FL / future states
CRM, dashboards, payouts
Installs, QC, support
4–6 reps per pod
Resident education, retention
MRR protection
Build authority
Owns the revenue engine: recruiting, pod structure, rep comp, manager cadence, launch rhythm, market prioritization, KPI dashboard, and cross-market execution.
KPIsTake-rate, CAC, activation velocity, sales retention, churn, MRR growth.
Market control
Owns local teams and territory: schedules, daily field activity, training reinforcement, manager overrides, event launches, and community-specific accountability.
KPIsDaily closes, installs, rep productivity, lead follow-up, local churn.
System visibility
Maintains CRM truth, install handoffs, commission ledger, billing reconciliation, churn reports, and monthly partner dashboard.
KPIsData accuracy, payout timeliness, pipeline hygiene, unresolved ticket count.
Suggested Revenue Allocation Framework
Adjustable percentages. Final structure can be changed per SPV/JV, market, or partner arrangement.
| Position / Bucket | Purpose | Suggested Range |
|---|---|---|
| Sales Rep Commissions | Direct activation incentive and residual-style motivation | 6–14% of revenue |
| Sales Leadership / Overrides | Pod managers, regional managers, training leaders | 3–8% |
| Operating Partner | Revenue system ownership and multi-market growth | 8–18% |
| Infrastructure / Founder Leadership | Network, capital, expansion, vendor/circuit strategy | 8–18% |
| Install / Support / RevOps | Quality, activation, billing, retention | 6–12% |
| Infrastructure Reserve | Spare gear, repairs, expansion readiness | 4–10% |
| Company EBITDA / Reinvestment | Profit, taxes, growth, enterprise value | Remaining balance |