Head of Sales
Executive sales leader responsible for end-to-end revenue performance, enterprise acquisition, account expansion, channel strategy, and a roughly 100-person commercial organization. Requires 10+ years of senior sales leadership experience, complex high-ACV enterprise selling, forecasting rigor, and large-scale talent development.
About the job
Responsibilities
- Own the company revenue number and multi-year growth trajectory, driving growth through new-logo acquisition and account expansion.
- Lead 10 pod leaders across vertical business channels.
- Build, develop, and retain leadership talent across an approximately 100-person commercial organization.
- Align Sales, Account Management, and Channel/Alliances around a unified go-to-market plan, quota design, and coverage model.
- Partner with executive peers on commercial strategy, including pricing, packaging, and market-entry plans.
- Collaborate with Revenue Operations on pipeline management, forecasting, territory and quota design, and performance insights.
- Establish a consistent methodology for complex, high-ACV enterprise deals, including multi-threading, value engineering, and executive engagement.
- Scale partner and channel strategies, including system integrators, strategic alliances, and embedded or agentic AI partners.
- Embed AI and automation into sales productivity, pipeline inspection, forecasting, and renewal or expansion motions.
- Monitor revenue KPIs, including pipeline coverage, win rates, sales cycle, expansion rates, churn, and ACV.
- Drive QBRs, forecast calls, deal reviews, and board-level revenue reporting.
- Represent the company with strategic customers, partners, and at industry events.
Requirements
- 10+ years in senior, diversified sales leadership roles, including leading leaders at enterprise scale.
- Experience as a CRO, EVP/SVP of Sales, or equivalent strongly preferred.
- Success running a 100+ person commercial organization across multiple verticals or segments.
- Deep experience with high-ACV enterprise sales, typically $500K–$1M+ deals, multi-year contracts, and multi-stakeholder decisions.
- Experience leading multiple channels, product lines, and revenue streams.
- Proven forecasting discipline and operational rigor.
- Experience selecting, developing, and scaling sales leadership teams.
- Track record of accelerating new-logo acquisition and existing-account expansion, ideally in B2B SaaS, fintech, risk, fraud, or identity.
- Fluency in AI tools and data-driven go-to-market execution.
- Strong experience with Salesforce and modern commercial technology stacks.
- Track record of growing revenue through products, marketing, branding, and partnerships.
- General management and P&L ownership experience.
- Inspirational, hands-on leadership style with strong accountability and strategic and tactical operating ability.
Preferred Qualifications
- MBA or equivalent advanced degree preferred, but not required with commensurate experience and results.
- Experience with AI/ML or agentic copilots for sales productivity, forecasting, territory planning, and account strategy.
Skills
Enterprise Sales, Sales Leadership, Revenue Operations, Forecasting, Salesforce, Go-to-Market Strategy, Channel Partnerships, Account Expansion, Pipeline Management, Quota Design, Sales Methodology, Artificial Intelligence, Sales Enablement, P&L Management, B2B SaaS
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