Head of Revenue

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

📋 Description

• Take complete ownership of revenue from start to finish, with a hands-on approach.

• Drive new revenue for Orbit by actively engaging in business closures.

• Build a robust pipeline through focused outbound efforts, webinars, events, partnerships, and utilizing PCR’s established customer base.

• Manage deals comprehensively, from discovery to demo, pilot or proof, proposal, negotiation, and final closure.

• Engage with cross-functional stakeholders and buying committees across IT, procurement, finance, and operations.

• Ensure excellent CRM hygiene, accurate forecasting, and maintain a consistent weekly rhythm for pipeline reviews and deal strategies.

• Develop and execute outbound strategies including account lists, sequencing, messaging tests, and a mix of calls, emails, and LinkedIn outreach.

• Create campaigns that generate spikes in demand, such as webinars, customer showcases, partner sessions, and follow-ups from conferences.

• Establish a straightforward, measurable funnel and iterate quickly based on conversion rates, cycle lengths, and themes in wins and losses.

• Leverage PCR’s credibility, relationships, and customer access to build trust and shorten sales cycles.

• Dedicate time to customer discussions to comprehend workflows, obstacles, and urgency factors.

• Transform insights into structured inputs for product and engineering, covering requirements, prioritization, integrations, packaging, and necessary conditions for success and growth.

• Collaborate closely with product and engineering teams to refine workflows and accelerate iterations that enhance conversion, adoption, and retention.

• Develop early proof points, including reference customers, case studies, and narratives demonstrating outcomes.

• Continuously seek opportunities to expand Orbit into related needs across higher education and public sector IT workflows where PCR is currently involved.

• Identify and validate new modules, integrations, and future products through discovery, and assist in formulating a clear build-and-sell plan for the best opportunities.

• Adopt a GM mindset for growth by increasing ACV, enhancing retention and expansion, and fortifying Orbit’s strategic position over the next three to five years.

• Create a repeatable sales playbook that includes ideal customer profiles, messaging, talk tracks, demo narratives, objection handling, sequences, and light enablement.

• Advise on capacity additions such as SDR, marketing support, partners, and customer success based on leading indicators and proven strategies.

• Help shape the long-term commercial strategy, including the coverage model, partner strategy, and scalable operating cadence.

⛳️ Requirements

• 6 to 12 or more years in B2B SaaS revenue roles with comprehensive closing experience.

• Proven track record in generating pipeline, not just handling inbound leads, while meeting revenue targets.

• Experience in selling within multi-stakeholder, multi-budget environments, with ease in navigating procurement, legal, and security processes.

• Strong skills in discovery, presentation, negotiation, and written communication.

• High level of ownership and operational discipline, maintaining a rigorous cadence, keeping deals progressing, and enhancing the overall system.

• Background in a startup, early-stage, or bootstrapped setting, where you took on various roles and established go-to-market foundations.

• Demonstrated capability to collaborate with product teams, identify product opportunities from customer feedback, and translate these into essential requirements for product and engineering.

• Experience in launching new products or creating repeatable processes from the ground up.

🏝️ Benefits

• Attractive compensation package with performance-based incentives.

• Opportunities for professional growth and development.

• Flexible work environment promoting work-life balance.

• Access to cutting-edge tools and resources to enhance productivity.

• Collaborative and supportive company culture.