Head of Sales (Player-Coach)

Key Responsibilities

• Carry and close your own enterprise pipeline end-to-end: prospecting, discovery, demos, deal structure, and close
• Partner with the CRO on GTM strategy, sales process design, pricing, and competitive positioning
• Hire, onboard, and develop a team of elite Account Executives who sell consultatively and close with conviction
• Jump into your reps’ deals—diagnose what’s stuck, sharpen the narrative, and help close alongside them
• Build and continuously refine sales playbooks, qualification frameworks, onboarding programs, and coaching rhythms
• Approve quotes, structure creative deals, and navigate complex multi-stakeholder buying processes across the team’s pipeline
• Own pipeline reporting, forecasting accuracy, and CRM discipline for the full sales organization, including all conference pipeline
• Collaborate with Marketing, Product, and Client Success to tighten positioning, improve feedback loops, and accelerate revenue
• Engage existing clients to deepen relationships and unlock expansion opportunities
• Represent GovSignals at industry events, conferences, and in senior prospect conversations

Required Qualifications

• Proven track record of building and scaling a sales team from early stage through meaningful revenue milestones—you’ve designed the system, not just run inside one
• Strong personal selling record: history of closing six- and seven-figure enterprise SaaS deals as an individual contributor
• Experience as a founder, early sales hire, or sales leader at a high-growth startup where ambiguity was the norm and you thrived anyway
• Deep expertise in consultative, value-based selling—you diagnose before you prescribe
• Ability to operate as a strategic partner to leadership on pricing, positioning, and GTM design
• Strong hiring instincts: you know how to find, assess, and close elite sales talent
• Exceptional executive presence and C-suite engagement skills
• Proficiency in CRM systems and a belief in rigorous pipeline discipline
• Government contracting familiarity preferred but not required

Compensation & Benefits

• Base Salary: $150K–$250K
• Commission + Bonus: $75K–$150K expected
• Total Target Compensation: $225K–$400K+ OTE
• Equity: Meaningful stake in a well-funded, fast-growing startup
• Benefits: 100% employer-paid medical, vision, and dental (Bronze coverage)