Some people might say Lauren Vartanian works in sales. Her take? She’s focused on changing lives. As a strategic sales manager at Houzz, Lauren ensures her team of sales professionals has what they need to learn and grow – and that pros understand how our software can help them run their businesses efficiently and profitably from day one. 

How would you describe what you do in one or two sentences?
I’m a sales coach focused on developing and supporting my reps who engage with pros about Houzz Pro. I provide feedback and help drive sales conversion and performance. 

What did you want to be when you grew up?
I haven’t thought about that in forever! In high school and through college, I wanted to be a high school counselor. I studied social work, counseling and psychology, and I use a lot of the psychology side in selling. It helps me read the room, and connect with my reps and the pros we talk to. For example, I can shift my approach depending on the type of pro I’m working with or what I know motivates my reps to perform. 

How did you learn about Houzz?
My sister worked at Houzz in San Diego as a manager for four or five years. She mentioned Houzz was opening an office in Arizona, where I was living. I applied and was part of the first class in Arizona, which was really fun to be part of. [Note: Houzz is now remote-first.]

What’s the best part about working here?
The culture! You’re surrounded by people who are funny, witty and talented. And even though sales is competitive, we do a really good job of lifting each other up and telling each other when they’re doing a good job. A lot of people – when they’re at the top – turn around, reach back and pull others up with them. I don’t think you see that at a lot of companies. 

I’m also really close with all the managers, and they definitely make everything so much better! Everybody’s willing to share things that work. I think it’s rare to share ideas and processes, since we’re all going head-to-head for things like Best of Quarter and President’s Club. I love that about this company.

What do you enjoy most about your role?
Watching my team members grow. I’ve been here almost nine years, and so many reps have shared that now they’re able to buy cars and homes, and go on nice trips. When they come back and say “You’ve changed my life,” it always makes me emotional, because it’s why we’re here. I’m so grateful to be able to help these reps achieve their goals and make the money they didn’t think they could make.

What makes someone successful in a sales role here?
You have to have grit and be patient with the software sales process, because pros really want to go with the right software and may need extra time to make the decision. And grit is important, because if you have a bad day, you need to brush it off and come into the next day ready to crush it. The quicker you can bounce back from harder days, the better it is. 

It’s also helpful to get creative with how you’re pitching and speaking to pros, be open to learning, and get feedback and new ideas on how to sell. The reps who do the best are always seeking coaching, even when they’re at the very top. That’s really important.

Can you share a story about a pro who saw a measurable impact on their business using our software?
Recently, a pro shared how much he appreciated the patience my rep had with him during the sales process. We worked with him over a longer period of time, showing him all the ins and outs of the software. He wasn’t super comfortable with technology, yet he kept coming back for more demos. And now, the software has changed his business. He’s bringing in more revenue, he’s getting more referrals and he remembered us by name six months later.

It was such a nice experience, because he was so grateful for Houzz Pro and what it had done for him. He truly appreciated how we helped him throughout the process.

What’s the one software feature you love talking about the most?
Estimates and Takeoffs! Pros are so excited about how much time these can save them. I love telling pros that estimates don’t have to take forever to get out, that they can do them quickly, even from their car. It’s fun to hear their reaction to that! They’ve shared that they now have time at home with their family. They don’t have to work till 10 p.m. every night, as well as on the weekends. 

What’s surprised you most about working here?
It sounds super cliche: A lot of times, it feels more like a hobby than a job. I enjoy being here, because I’m working with my friends – people who are supportive and funny. You also have a lot of control over how much money you make when you’re in sales. The harder you work, the more you learn, the better you get, the more you make.

Every single day is different: new challenges, new wins. There’s always a step higher that you can go, and there’s always something to reach for, which I really like. 

What advice would you give to someone thinking about joining Houzz?
Do it.

Even if you don’t have sales experience, try! I didn’t have any, and I was nervous to get started. The training is the best at any company I’ve ever been a part of; no one gets left behind. 

It’s also a very fulfilling job, because the software can literally change somebody’s life – like how they’re doing business and how much revenue they’re bringing in. Be prepared to work really hard, because it’s still sales!

What makes you most excited about the future of Houzz?
Focusing on software – and becoming one of the heaviest hitters in the industry – has been so exciting. Right now, we’re in extreme growth mode. I love being part of that and am really excited to see even bigger things ahead! 

If you’re interested in joining our team, we’re hiring! Check out available opportunities at houzz.com/jobs.