# Head of Sales (Player-Coach)

**Company:** [Govsignals](https://hotfix.jobs/companies/govsignals)
**Location:** Washington, DC, New York, NY
**Role:** Engineering Management
**Salary:** $225k – $400k/yr
**Skills:** CRM, SaaS Sales, Consultative Selling, Pipeline Management, Go-to-Market Strategy, Sales Playbooks, Forecasting, Hiring, C-Suite Engagement, Enterprise Deal Closing
**Posted:** 2026-03-31

> Leads sales team by building processes, hiring reps, and carrying 60% personal enterprise SaaS pipeline while closing deals hands-on. Partners on GTM strategy with proven track record in high-growth startups.

## Job Description

## 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)

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