Head of Sales

📋 Description

• • Scale Army is seeking a dynamic and results-oriented Head of Sales to spearhead a significant growth phase, aiming to quadruple our current revenue. This pivotal role is designed for a high-output, high-accountability leader who thrives on driving performance across multiple sales and client-facing functions. You will be instrumental in unifying our existing teams – Account Executives (AEs), Business Development Representatives (BDRs), Sales Development Representatives (SDRs), and Sales Operations – ensuring they are all aligned and rowing in the same direction. This is an exceptional opportunity for an ambitious individual who seeks substantial upside, true P&L ownership, and a direct seat at the leadership table, with the expectation of being fully accountable for outcomes.
• • Initially, your direct reports will include AEs, BDRs, SDRs, and Sales Ops. As you demonstrate success and integrate these functions, your scope will expand to encompass Lifecycle Marketing and Client Success.
• • Your core responsibilities will revolve around driving sales performance across the AE, BDR, and SDR functions. For Account Executives, this involves providing advanced training in consultative selling, shifting the focus from mere pitching to in-depth client needs diagnosis. You will implement a sophisticated lead routing system designed to optimize deal allocation based on AE strengths, ensuring maximum conversion potential. A critical aspect of this role is enforcing rigorous pipeline hygiene and meticulous close planning within HubSpot, fostering a culture of precision and predictability in our sales forecasting.
• • For BDRs (Cold Callers), you will coach the Senior BDR and onboard 2-3 new BDRs, equipping them with the skills and strategies to excel. This includes testing various Ideal Customer Profiles (ICPs) to refine our targeting, running daily end-of-day reviews, conducting weekly skill-building training sessions, and facilitating monthly retrospectives to capture learnings and drive continuous improvement. Furthermore, you will pioneer and implement a non-cold calling BDR process leveraging LinkedIn Automation and strategic outbound email campaigns.
• • For SDRs, you will manage the current team responsible for securing meeting attendance and will be responsible for hiring and onboarding new SDRs to scale our outreach efforts. A key metric will be maintaining and improving the show-up rate for booked meetings, ensuring our sales pipeline is robust and qualified. You will also oversee the performance and outcomes of our AI SDR agents, even if not directly managing them, ensuring they contribute effectively to our lead generation goals.
• • In Sales Operations & Reporting, you will manage our internal Sales Ops Specialist and oversee the relationship with our external HubSpot Sales Ops agency. Your focus will be on ensuring the accuracy and clarity of reporting across key metrics such as Margin, Show-up Rate, SQLs Booked, and Upsell metrics. This data-driven approach will inform strategic decisions and performance evaluations.
• • You will be expected to lead several key meetings, including the Weekly Sales Sync, Weekly Client Success Sync, Weekly Sales & Marketing Sync, and Daily BDR check-ins. Regular one-on-one meetings with all direct reports are essential for performance management, development, and fostering strong working relationships. You will also be responsible for setting and managing ambitious quarterly and monthly team goals across all managed functions.
• • Should initial performance targets be met, your remit will expand to fully own the Client Success function, which includes 3 current Client Success Engineers (CSEs) and one planned hire. This involves implementing a robust upsell strategy, ensuring every new client receives a live upsell pitch during their onboarding process. You will be tasked with establishing and achieving a Q4 upsell quota, driving expansion revenue. Additionally, you will oversee onboarding, retention, and expansion initiatives within this team.
• • Furthermore, you will take ownership of Lifecycle Marketing (initially for Q4, with placement TBD). This includes hiring and onboarding a Lifecycle Marketing Manager by November 15th. You will set their targets, provide training, and manage the execution of their strategies, with a key objective of driving at least 5 re-engagement meetings per month from old leads with prior conversations.
• • This role is ideal for a candidate with extensive experience in B2B Services and SaaS, a proven track record as a GTM operator who has successfully built or scaled a sales organization from $5M to $50M. You are a clear thinker, a strong communicator, and a world-class executor, deeply familiar with sales systems and obsessed with accountability, while being allergic to unnecessary complexity or 'fluff'. You must be comfortable coaching a diverse range of roles, from cold callers and AEs to SDRs and CS professionals. Your hunger to earn this title will be driven by tangible results, not just the scope of your responsibilities. You possess a deep understanding of cold calling metrics, dialer technology, and caller ID health. For AEs, you excel at sales management and possess strong interpersonal skills. For strategic outbound, you are proficient in multi-touch automation software and understand technical aspects like DKIM, DMARC, and SPF.
• • Your scope of ownership will be comprehensive, covering the entire Sales organization (AEs, BDRs, SDRs), ABM initiatives, Sales Ops & Reporting, performance management, goal-setting across all functions, and ensuring optimal show-up rates for all outbound booked meetings (SDRs & AI SDRs). You will also own Client Success and Lifecycle Marketing (initially for Q4). The initial 90-day sprint will focus on unifying the organization, achieving Q4 revenue goals, and collaborating with the executive team to define the future growth trajectory of the sales organization.