Head of AMER Startups

Responsibilities

• Develop the long-term vision and operating model for Startup (Grower), building specialized sub-teams with distinct charters.
• Drive multi-product expansion across a large portfolio of accounts at varying stages of growth, from pre-PMF through rapid scale.
• Build and operationalize structured expansion cadences, ensuring every high-potential account has a product-attach strategy.
• Design coverage models balancing high-touch investment in the highest-growth accounts with signal-driven, AI-augmented coverage at scale.
• Partner with product specialist teams, including billing, treasury, and platform products, to build co-sell motions that compound revenue across the platform.
• Create systems that detect breakout accounts accelerating within the portfolio and ensure they receive appropriate coverage.
• Make hiring decisions, refine ideal candidate profiles by sub-team, and build a team development engine that grows account executives from early-career through senior levels.
• Design compensation and incentive structures that reward expansion and product depth.
• Own forecasting and pipeline operating rhythms for a segment with unique leading and lagging indicators.
• Work cross-functionally across Product, Engineering, Marketing, and Operations to shape the startup experience and influence roadmap priorities based on customer feedback.

Requirements

• 10+ years of experience leading high-growth sales organizations, including 3+ years as a second-line manager and experience building specialized sub-teams with distinct operating models.
• Proven success driving multi-product platform growth through value-based selling, structured expansion funnels, cross-sell motions, and customer lifecycle design.
• Strong systems thinking and quantitative skills for modeling portfolio economics, coverage ratios, and signal-driven investment decisions.
• Ability to hire and develop high-performance account executives across various seniority levels while managing long-horizon economics and compounding returns.
• Demonstrated success partnering cross-functionally with product, specialist overlay, and customer success teams in a complex platform environment.

Preferred Qualifications

• Experience serving startups as customers and understanding the needs of high-growth companies.
• Prior experience at a high-growth technology or infrastructure company.
• Familiarity with payments, fintech, or financial infrastructure.
• Experience designing compensation plans for expansion-focused teams.
• Track record of building or leveraging AI and automation to scale coverage beyond linear headcount growth.

Compensation and Benefits

• No compensation or benefits information was provided.