Head of New Business (North America)

📋 Description

• • Are you a visionary sales leader with a passion for driving growth and making a tangible impact? Goodstack, a rapidly expanding Series A social impact startup backed by the esteemed investors behind industry giants like Stripe and Airbnb, is seeking an exceptional Head of New Business for North America. This is a unique opportunity to join a mission-driven organization at the forefront of revolutionizing how the world engages in corporate social responsibility, philanthropy, and community impact. We are building the technology that empowers global enterprises to give, volunteer, and fund with confidence, seamlessly integrating positive change into their core operations.
• • As the Head of New Business (North America), you will be instrumental in owning and scaling our enterprise new logo acquisition and cross-sell revenue streams across the region. Your primary accountability will be to cultivate a predictable, high-quality sales pipeline and expertly convert it into closed revenue through disciplined and strategic sales execution. This role demands a leader who can not only set the vision but also roll up their sleeves and guide their team to success.
• • You will be responsible for leading and developing a high-performing team of Account Executives and Sales Development Representatives (SDRs). This includes setting clear, measurable expectations around lead qualification, deal strategy development, accurate forecasting, and closing discipline. Your ability to coach, mentor, and inspire your team will be critical to fostering a culture of excellence and continuous improvement.
• • Collaboration is key to our success. You will work in close partnership with the Head of Customer Success to ensure seamless alignment between Sales and Customer Success teams. This partnership is vital for developing cohesive account strategies, identifying expansion readiness, and ensuring optimal customer outcomes. While your team will focus on net-new sales and the cross-selling of new products, Customer Success will manage renewals and upsells. Your success will be intrinsically linked to the effectiveness of this integrated revenue system.
• • Your core mission will encompass owning net-new and cross-sell revenue targets for enterprise clients in North America. This involves a dual focus on winning new logos and strategically selling new Goodstack products into our existing customer base, driving significant revenue growth.
• • You will establish and refine the New Business operating model, defining critical elements such as qualification standards, sales stages, deal review cadences, and closing protocols. This structured approach will ensure consistency and efficiency across all sales activities.
• • A significant part of your role will be to drive pipeline quality, ensuring that all opportunities are rigorously qualified, conversion-focused, and clearly aligned with demonstrable customer value. This data-driven approach will maximize sales effectiveness.
• • You will champion a culture of "raising the bar" within the sales organization, fostering an environment rooted in meticulous preparation, unwavering accountability, and a commitment to ongoing professional development. This will empower your team to consistently perform at their best.
• • Internally, you will serve as the key representative for the New Business function, actively participating in Go-To-Market (GTM) planning, strategic prioritization discussions, and executive-level meetings. Your insights will be crucial in shaping the company's growth trajectory.
• • Success in this role after 12-18 months will be measured by the predictable and consistent growth of net-new enterprise revenue. You will have established a disciplined, well-timed, and highly converting cross-sell motion into existing customer accounts. The sales pipeline will be characterized by strong qualification, realistic close plans, and high conversion rates. Furthermore, Sales and Customer Success will operate as a unified, high-functioning revenue system, with expansion opportunities handed off from CS converting at a high rate. Your sales team will operate with a palpable sense of consistency, confidence, and control, and you will have successfully built a pipeline of high-performing sellers who execute repeatably and effectively.
• • This role is ideal for a "builder and coach" who thrives on developing talent and elevating team standards. You will be commercially rigorous, with a deep commitment to qualification, deal quality, and forecast accuracy. A collaborative spirit, believing that Sales and Customer Success must function as a single, integrated system, is essential. You should remain calm under pressure, bringing clarity and direction to complex deals and escalations. A data-informed approach, using metrics to drive behavior rather than just reporting outcomes, is crucial. You must be decisive, making clear calls and removing ambiguity for your team, and ultimately, outcome-driven, measuring success through revenue, predictability, and the quality of customer relationships.
• • We are looking for a leader with 10+ years of experience in enterprise SaaS sales leadership, demonstrating proven success in scaling net-new enterprise revenue. A strong track record of selling into complex, global organizations, coupled with experience managing disciplined sales processes and forecasting, is essential. A history of close partnership with Customer Success organizations and comfort operating in fast-growth, evolving environments are also key. The ability to recruit, develop, and retain top-tier sales talent is paramount. Ideally, you will be based in Central or Western North America, with a willingness to travel as needed. Bonus points if you possess knowledge or a passion for CSR, philanthropy, or enterprise impact platforms, experience selling into HR, People, CSR, or Corporate Affairs teams, experience building sales teams in Series B-D environments, or experience partnering with RevOps to scale sales infrastructure. We are particularly interested in candidates who are drawn to mission-driven companies with significant commercial ambition.
• • Goodstack is at the forefront of a movement to integrate positive impact into the fabric of global business. Since 2017, we've envisioned and are building a future where doing good is not an afterthought, but a fundamental part of everyday business operations. We believe that companies are increasingly expected to deliver on both profit and purpose, and those that don't risk falling behind. Our platform makes it easy for any company, anywhere, to embed 'good' into their activities, empowering businesses, employees, consumers, and communities to contribute to positive change and take meaningful action. Join us in building the world's leading platform for global impact.