# Head of Sales, East

**Company:** [6sense](https://hotfix.jobs/companies/6sense)
**Location:** Remote
**Role:** Sales Development
**Salary:** $180k – $235k/yr
**Experience:** 10+ years
**Skills:** B2B SaaS Sales, Go-to-Market Strategy, Pipeline Management, Forecasting, Sales Leadership, team development, executive selling, cross-functional alignment, Revenue Operations, territory design
**Posted:** 2026-07-14

> Lead multi-layered sales teams (Directors, Managers, AEs) across Strategic, Enterprise, and Commercial segments in a region. Own revenue targets, GTM strategy, pipeline, forecasting, and cross-functional alignment while building leadership benches and scaling high-performance sales organizations.

## Job Description

## Regional Ownership & Strategy
- Own full revenue accountability across Strategic, Enterprise, and Commercial segments within your region
- Execute a segment-specific, regionally aligned GTM strategy
- Optimize coverage, segmentation, and resource allocation to maximize growth across varied deal sizes and sales cycles
- Drive predictable pipeline generation, forecast accuracy, and revenue attainment
- Identify whitespace and expansion opportunities across all customer tiers

## Leadership & Team Development
- Lead a multi-layered organization of Directors, Managers, and Account Executives
- Build a strong leadership bench—developing leaders of leaders in your region
- Attract, hire, and retain top-tier talent across segments
- Establish a high-performance culture grounded in accountability, coaching, and continuous development

## Deal Strategy & Execution
- Act as executive sponsor on key Strategic and Enterprise deals
- Drive disciplined deal inspection and pipeline management across all segments
- Balance long-cycle, high-value deals with high-velocity Commercial execution

## Customer & Executive Engagement
- Build relationships with senior stakeholders across CMO, CRO, and RevOps functions
- Position 6sense as a trusted partner across customer segments, from Commercial to Strategic accounts

## Cross-Functional Leadership
- Partner with Marketing, Customer Success, Solutions Consulting, and RevOps to align on pipeline, conversion, and expansion
- Influence territory design, capacity planning, and segment strategy
- Provide field insight to inform product and GTM decisions

## Operational Excellence
- Drive consistent forecasting, pipeline hygiene, and data-driven decision making
- Establish scalable, repeatable sales motions tailored to each segment
- Monitor key metrics and proactively adjust strategy to achieve targets

## Minimum Qualifications
- 10+ years of B2B SaaS sales experience with progressive leadership responsibility, including second-line leadership (leaders of leaders)
- Proven track record of owning and exceeding multi-million ARR targets at a regional or segment level
- Demonstrated success leading multi-layered sales organizations across Strategic, Enterprise, and Commercial segments
- Experience building and scaling high-performing sales teams and leadership benches (Directors, Managers, and AEs)
- Strong experience selling complex, high-value solutions into C-level stakeholders and engaging in executive-level deal strategy
- Demonstrated ability to operate as a regional business owner, with accountability for forecast accuracy, pipeline health, and revenue outcomes
- Experience driving cross-functional alignment with Marketing, Customer Success, Solutions Consulting, and RevOps
- Deep expertise in managing both high-velocity and complex sales motions simultaneously
- Consistent track record of hiring, developing, and retaining top sales talent and leaders

## Preferred Qualifications
- Experience scaling GTM teams in a high-growth or startup environment
- Familiarity with marketing technology, data platforms, or revenue AI ecosystems
- Experience influencing territory design, quota setting, and compensation planning
- Deep understanding of multi-stakeholder, enterprise-level sales cycles
- Strong executive communication and leadership presence

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