Head of Growth

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the company's sourced, qualified, and accepted pipeline targets.

• Develop and sustain a model that links activity to pipeline and closed revenue.

• Provide reports on pipeline health regarding coverage, conversion, velocity, and leaks to the leadership team.

• Distribute team capacity among new logos, partner-sourced deals, and expansion within the installed base.

• Lead, mentor, and develop a two-person BDR team with a hiring strategy based on proven capacity and conversion.

• Create the outbound playbook that addresses ICP, account tiering, territory and named-account coverage, persona messaging, sequences, channels, and objection handling.

• Set activity standards, conduct call and email quality assurance, establish discovery frameworks, qualification criteria, and ensure CRM hygiene.

• Manage inbound execution, including speed-to-lead, routing, lead scoring, and follow-up cadence.

• Oversee BDR onboarding, product and domain certification, 1:1 meetings, and pipeline reviews.

• Personally identify, negotiate, and activate partner relationships while developing the partner function.

• Recruit and engage system integrators, VARs, resellers, and independent consultants.

• Create joint offerings, enablement and certification pathways, delivery accelerators, and practice champions with consultancies.

• Establish deal registration, rules of engagement, referral and margin structures, co-selling motions, pipeline reviews, and partner enablement resources.

• Enhance relationships within the Snowflake, Databricks, and Microsoft Fabric ecosystems.

• Manage partner portfolio contributions and prioritize productive partners.

• Define and implement Sales Accepted Lead criteria and create documented transitions to AEs.

• Address and resolve rejected and stalled leads.

• Collaborate with Marketing on messaging, content, and campaign strategies.

• Relay recurring product objections to the Product team.

• Identify expansion opportunities within existing customers, teams, business units, platforms, and use cases.

• Utilize whitespace mapping, multi-threading, partners, renewal support, and reference development to enhance the installed base.

• Report directly to the SVP of Sales & Customer Success and work closely with Sales, Customer Success, Marketing, and Product.

⛳️ Requirements

• 8–12 years of experience in B2B SaaS sales, business development, or partnerships, including at least 3 years of leading a team responsible for pipeline or revenue numbers.

• Proven success in establishing an outbound motion rather than inheriting one.

• Hands-on experience in developing channel or partner relationships that generated measurable sourced pipeline, preferably with system integrators, VARs, or consultancies.

• Comfortable in a player/coach role.

• Proficient in engaging with technical enterprise buyers and possessing credibility with data architects.

• Strong command of CRM discipline, sales engagement tools, and analytical skills to construct and defend a pipeline model.

• Exceptional writing skills with clarity and directness.

• Willingness to travel approximately 10% of the time.

• Experience using HubSpot is an advantage.

• Familiarity with selling into or alongside Snowflake, Databricks, Microsoft Fabric, dbt, or data governance, cataloging, or data management tools is a plus.

• Existing relationships within the data practices of global or regional consultancies are advantageous.

• Experience at a company with an ARR range of $10M–$20M is a plus.

• Experience creating a partner program from the ground up is a bonus.

🏝️ Benefits

• Performance-based incentives aligned with customer retention and growth.

• Remote-first work environment with travel opportunities for key customer interactions.

• Opportunity to collaborate with some of the largest and most influential data-driven organizations worldwide.

• Work alongside industry leaders and a world-class product team at the forefront of data innovation.

• Comprehensive benefits plan covering employees and their dependents, including medical, vision, dental, life insurance, short-term disability, long-term disability, and 401k.

• Strong career progression opportunities in a rapidly growing enterprise-first SaaS company.