Sales Lead

📋 Description

• • Join PostHog, a rapidly growing, product-led company that is building the operating system for software companies, from inception through IPO and beyond. We are on an ambitious mission to ship every product that businesses need to run their operations, and we're looking for a dynamic and experienced Sales Lead to spearhead our next phase of growth.
• • PostHog began with open-source product analytics and has since expanded to offer a comprehensive suite of products, including a built-in data warehouse for custom SQL insights, a customer data platform (CDP) for seamless data integration, and PostHog AI, an intelligent analyst that answers product questions and writes SQL queries. Our roadmap includes further expansion into CRM, workflow, revenue analytics, and support products, solidifying our commitment to being the all-in-one solution for software businesses.
• • We are a product-led organization with over 100,000 companies having installed PostHog, largely through word-of-mouth, demonstrating our strong product-market fit. We are 'default alive,' experiencing consistent month-over-month revenue growth and operating with high efficiency, with significant funding to fuel our ambitious journey.
• • Our core values include transparency, autonomy, shipping fast, dedicated building time, ambition, and embracing our unique 'weirdness' as a competitive advantage. We operate with a natively remote structure, prioritizing asynchronous communication and minimizing meetings to maximize focused work time. This role offers the opportunity to be part of a company that values innovation, speed, and a collaborative, empowered work environment.
• • As the Sales Lead, you will play a pivotal role in scaling our sales efforts beyond $100 million ARR. You will be instrumental in building and optimizing the sales machine, driving increased sales velocity, and instilling a greater sense of urgency and hustle within the sales team. This involves encouraging deeper engagement with customers and leading by example.
• • A key responsibility will be to establish and scale a robust outbound sales function, encompassing both warm and cold outreach strategies. While we are currently developing this area, we need your expertise to guide its development and ensure its success, leveraging your experience in building and managing such initiatives.
• • You will be tasked with establishing predictable forecasting, creating repeatable pipeline generation processes, and enhancing scalable sales representative productivity. These are areas where we currently have a foundational understanding, and your role will be to systematize and optimize them into a high-performing engine.
• • This position will also involve refining our market segmentation, optimizing our coverage model, and clarifying deal ownership rules and handoff processes to ensure seamless customer journeys and internal efficiency.
• • You will report directly to Tim, our co-founder and co-CEO, and will be responsible for building, coaching, and mentoring a team of second-line sales leaders, fostering their growth and ensuring alignment with PostHog's strategic objectives.
• • This role is unique in that you will not be importing an entire sales team wholesale, as we highly value our existing sales culture. While we encourage referrals, all new hires will undergo our standard hiring process. Furthermore, decisions regarding enterprise strategy will be a collaborative effort led by the product team, ensuring that our product capabilities align with our go-to-market strategy.
• • You will be joining one of the most exciting YC startups with a proven product-led motion and an ambitious vision. You'll work with a company that has strong developer brand recognition and is already serving leading AI companies. This is a ground-floor opportunity to shape the future of sales and customer success at PostHog, growing the function from its current strong foundation to hundreds of team members.
• • We are seeking a world-class sales leader who has experience in hyperscale environments and can bring fresh perspectives and accelerate our growth. While we value our homegrown talent, we recognize the need for external expertise to navigate the complexities of scaling beyond our current success. Your ability to add urgency and hustle, while maintaining cultural alignment with our values, will be critical to your success in this role.