The company is a high-growth B2B SaaS company that has reached 7-8 digit ARR primarily through Founder-led sales. They have closed market leaders solely on the strength of a best-in-class product.
The Bottleneck: The Founder is currently the only person closing enterprise deals. This is a scalability failure.
The Opportunity: The leads are there. The strategy is there. The product delivers 99% quality in industry-leading turn around times. What is missing is the Closer.
We are looking for a Head of Enterprise Sales to enter the cockpit and relieve the Founder of closing duties.
THE ROLE: THIS IS NOT A DASHBOARD JOB
Do not apply if you are looking to build a strategy from an ivory tower. This is a Player-Coach role.
- 50% Player: You will carry a personal bag. You will fly to the meetings. You will navigate the 6-month procurement maze. You will get the signature.
- 50% Coach: You will partner with our existing CEO and Head of Enterprise Lead Generation to refine the pipeline and build the Enterprise Playbook for future hires.
You are effectively the CRO-in-Waiting. You earn the title by putting points on the board first.
THE SCORECARD (How You Win)
We do not care about activity metrics or nice chats. We care about three things:
- Revenue Ownership. You will own the revenue number. Success is defined by closing at least 50% of the new ARR without the Founder present in the final negotiation.
- Zero Hope Forecasting You will instill rigorous deal hygiene. Every deal in the pipeline must have a verified Next Step and a confirmed decision-maker. If you tell us a deal closes in Q3, it closes in Q3.
- Operationalize the Close You will take the Founder's intuition and turn it into a repeatable sales asset (scripts, objection handling, procurement battle cards) that creates the standard for the sales team you will eventually hire.
THE RESOURCES (Your Arsenal)
You are not starting from scratch. You are walking into a loaded machine:
- The Product: Hands down best tech in the market. If you get us past the gatekeeper, the product wins.
- The Lead Gen: You will be paired with a brilliant Lead Strategist who is an expert at market segmentation and pipeline generation. He will fill your calendar; you just need to knock them down.
- The Founder: He is your ace in the hole, not your crutch. Use him for the final handshake, not the opening pitch.
THE MUST HAVES (Non-Negotiables)
- You are a Hunter-Closer: You have personally closed $1M+ ACV deals. Not managed a team who did it, not supported the account. You signed the paper.
- You Speak Procurement: You know how to navigate legal redlines, InfoSec questionnaires, and CFO rejections. You view a No from legal as the start of the negotiation, not the end.
- You are Technologically Fluent: You can demo a complex product without a Sales Engineer holding your hand.
- Radical Candor: You are willing to tell the Founder, Your pricing model is losing us deals, and back it up with data.
DO NOT APPLY IF:
- You haven't carried a quota in the last 3 years.
- You need a Sales Ops team to generate a contract for you.
- You think a good meeting is a win (only signed contracts are wins).
THE UPSIDE
- Founder Money: We pay for performance. The OTE is uncapped because we want you to make more money than the Founder if you bring in the revenue.
- Autonomy: We do not micromanage high performers. If you hit the number, you run the show.
- Impact: You are not a cog in a machine. You are the engine that takes a company from Startup to Market Leader.
