We’re seeking a Head of Sales to lead, optimize, and scale our sales function. This is a player-coach role overseeing a team of Sales Representatives while actively contributing to revenue generation. This is a hands-on leadership role at an early scaling stage, not a multi-layer management position. It’s not just about hitting numbers it’s about building repeatable systems and creating a scalable sales motion aligned with our product-led growth strategy.

Tasks

Sales Leadership & Team Management

• Lead, coach, and develop a team of Sales Representatives to exceed individual and team targets
• Conduct regular 1:1s focused on skill development and performance improvement
• Establish clear accountability mechanisms and performance standards
• Build a culture of continuous improvement, collaboration, and customer-centricity
• Recruit and onboard additional sales talent as we scale (quality over speed)

Process Optimization & Revenue Operations

• Audit and refine the end-to-end sales process from lead qualification to close
• Define clear stage criteria, conversion benchmarks, and sales velocity metrics
• Implement best practices for opportunity management and forecasting accuracy
• Partner with Marketing and Customer Success teams to eliminate handoff friction and revenue leakage
• Leverage HubSpot (must-have) and analytics tools to drive data-informed decisions
• Use ChartMogul as a nice-to-have for revenue insights
• Apply working knowledge of outbound support tools (e.g. Apollo, Outreach, SalesLoft, or similar) to enable and scale outbound motions

Sales Strategy & Execution

• Develop and execute sales playbooks for core segments (affiliate marketers, e-commerce brands)
• Build and launch an initial outbound motion: review ICP for outbound targets, create multi-touch cadences, define outbound metrics and pipeline contribution goals
• Create competitive positioning strategies against established players (e.g. Triple Whale, Voluum, Hyros)
• Build objection-handling frameworks for pricing and ROI-driven conversations
• Optimize the balance between self-serve and sales-assisted motions, with a strong focus on performance-driven buyers

Cross-Functional Collaboration

• Work closely with the CRO on revenue strategy, capacity planning, and growth initiatives
• Collaborate with Marketing on lead quality and conversion optimization
• Partner with Product on feature prioritization based on sales feedback and competitive insights
• Align with Customer Success on handoffs and onboarding experience

Revenue Performance

• Own sales forecasting and pipeline development
• Drive improvements in key metrics such as win rate, sales cycle length, and average deal size
• Personally close strategic and complex opportunities
• Contribute 20% of team revenue through direct selling

Requirements

Must-Have

• 5+ years of experience in B2B SaaS sales, including 2+ years leading sales teams
• Proven track record of scaling sales in product-led or inbound-driven environments
• Experience operating hybrid self-serve / sales-assisted models
• Deep understanding of sales methodologies and when to apply them
• Strong process orientation - ability to diagnose and fix broken sales systems
• Strong proficiency with CRM platforms (HubSpot required)
• Experience selling technical products to analytical buyers (marketers, data analysts, technical decision-makers)
• Demonstrated coaching ability - developing reps from good to great
• Data-driven decision-making mindset with focus on metrics such as conversion rates, velocity, CAC:LTV, and pipeline quality

Highly Desirable

• Experience in MarTech, AdTech, or analytics platforms
• Familiarity with performance marketing or affiliate marketing ecosystems
• Background selling tracking, attribution or analytics solutions
• Experience competing in mid-market SaaS against better-funded players
• Comfort navigating technical evaluation processes (technical discovery, proofs of concept)
• Revenue Operations or Sales Ops experience

Personal Attributes

• Proactive rather than reactive - you spot problems before they escalate
• Process-obsessed - you believe systems drive results, not just effort
• Analytically rigorous - you validate hypotheses with data
• Direct communicator - clear, honest feedback without corporate jargon
• Resilient and comfortable with ambiguity and the pace of a growth-stage startup
• Comfortable operating without perfect data or fully defined processes

Benefits

• Base compensation + team bonus + personal bonus
• Stock option program
• Fully remote setup with flexible working hours
• 21 paid vacation days plus 10 personal paid holidays
• Paid sick leave and maternity/paternity leave
• A collaborative team culture built on ownership, clarity, and trust
• Opportunities for professional growth, experimentation, and real impact
• Team offsites and conference trips

If you enjoy building systems, not just chasing short-term numbers, we’d love to hear from you!