Head of Sales

The Head of Sales is responsible for building, leading, and scaling the Atticus revenue engine.

This role oversees the SDR Team and Account Executive Team, ensuring a predictable, high-

quality pipeline and a strong consultative selling motion. The Head of Sales collaborates closely

with the Go-To-Market (GTM) automation team to align on lead enrichment, targeting,

messaging insights, and pipeline optimizationwithout managing GTM directly. The role also

drives continuous sales training and upskilling across the entire sales organization.

Key Responsibilities

1. Sales Leadership & Strategy

• Build and execute a scalable sales strategy aligned with Atticus growth targets.
• Define and optimize sales processes for SDRs and AEs.
• Own forecasting, reporting, and revenue target attainment.
• Maintain healthy pipeline metrics and performance dashboards.

2. Lead the SDR Team

• Manage SDR performance and outreach activities.
• Develop sequences, scripts, and messaging frameworks.
• Coach SDRs on ICP targeting and lead qualification.
• Enhance lead-to-SQL conversion rates.

3. Lead the AE Team

• Train AEs in consultative selling and structured discovery.
• Oversee discovery, costing, proposals, and closing.
• Improve win rates through follow-up discipline, negotiation, and value articulation.
• Support high-value deals and solution design.

4. GTM Coordination & Lead Enrichment Insights

• Collaborate closely with the GTM automation team for alignment on prospect data, targeting, industry lists, enrichment, and sequencing insights.
• Provide real-time feedback to GTM on lead quality, persona accuracy, campaign effectiveness, and messaging gaps.
• Ensure GTM outputs (leads, enriched data, automation workflows) integrate smoothly into SDR workflows.
• Use sales insights to inform GTM strategy on new verticals, personas, and outreach angles.

5. Sales Training & Development

• Build and implement a structured, continuous sales training program for SDRs and AEs.
• Conduct training on consultative selling, discovery frameworks, negotiation, objection handling, and value articulation.
• Run weekly coaching sessions, call reviews, roleplays, and skill assessments.
• Develop certification paths and skill matrices for SDR and AE progression.
• Ensure sales teams are trained on new tools, processes, and market updates.
• Partner with Marketing and Leadership to refine messaging, positioning, and competitive insights.

6. Cross-Functional Collaboration

• Align with Recruitment on capacity and skill availability.
• Coordinate with Client Success for onboarding.
• Work with Marketing on campaigns, content, and audience targeting.
• Provide market and talent-demand intelligence to leadership.

7. Sales Analytics & Continuous Improvement

• Implement and refine sales dashboards using HubSpot.
• Improve pricing, proposals, and ICP targeting.
• Introduce coaching, training programs, and playbooks.
• Monitor industry and competitor trends to strengthen positioning and messaging.

8. People Leadership

• Hire, train, and develop SDRs and AEs.
• Set KPIs, targets, and performance expectations.
• Build a culture of accountability, excellence, and continuous learning.
• Demonstrate Atticus Momentum 1000 mindset.

Key Requirements

Experience

• 7+ years of B2B sales experience, with at least 3 years leading SDRs and AEs.
• Strong background in consultative selling.
• Experience collaborating with GTM or demand-generation teams.
• Experience in outsourcing/offshoring or ERP/SaaS preferred.
• Proven track record of hitting revenue targets.

Skills

• Strong command of MEDDICC, SPIN, Challenger, or similar methodologies.
• Expertise in HubSpot pipeline management.
• Ability to collaborate with GTM/automation teams on lead enrichment and targeting.
• Strong communication, facilitation, and coaching skills.
• Ability to develop structured training programs and sales enablement assets.

Leadership Attributes

• Strategic thinking with strong execution.
• High integrity, urgency, and ownership.
• Comfortable in rapidly scaling environments.
• Collaborative and aligned with Atticus culture.

KPIs & Success Metrics

• Revenue targets
• SQL Opportunity conversion
• Win rate
• SDR productivity and SQL volume
• Lead quality & targeting accuracy (via GTM coordination)
• Training effectiveness: skill improvement, call quality scores, certification completion
• Sales cycle time
• Quality of handoff to Recruitment & CS
• Team performance and retention