Head of Sales

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

📋 Description

• Take charge of Doppler's commercial strategy and oversee the managed sales approach for Enterprise plan sales.

• Strike a balance between acquiring new customers and expanding existing accounts.

• Manage the sales revenue lifecycle from initial agreements through expansion, utilizing both direct selling and channel partnerships.

• Lead efforts in new-logo sales, including Account Executives (AEs), Sales Development Representatives (SDRs), sales engineering, channel sales, and customer success.

• Mentor and develop the commercial team.

• Establish strategies and continually update the sales playbook.

• Conduct weekly forecasting and pipeline reviews, provide deal coaching, and hold one-on-one meetings.

• Create onboarding and training programs.

• Define sales stages, qualification criteria, pricing structures, and transitions to customer success.

• Provide guidance on strategic qualification, value framing, navigating multiple stakeholders, and contract negotiations.

• Serve as the executive sponsor for key strategic deals.

• Oversee forecasting, productivity, conversion rates, retention, and representative capacity.

• Collaborate with Finance on setting targets, quotas, commission planning, and addressing discrepancies.

• Keep track of account health, expansion opportunities, and market trends.

• Work alongside Marketing, Product, and Engineering to enhance customer value and inform the product roadmap.

• Report directly to the CEO and be a part of Doppler's leadership team.

⛳️ Requirements

• A minimum of 5 years of sales leadership experience within a high-growth SaaS organization.

• Proven experience managing AEs and SDRs.

• A successful history of achieving team sales targets in enterprise software sales.

• A player-coach who is comfortable with active deals and participating in board forecast discussions.

• Experience in selling software to technical buyers.

• Familiarity with developer tools, DevOps, infrastructure, or security products.

• Proficient in MEDDPICC and able to apply it effectively.

• Experience in designing and refining scalable processes, including territory planning, sales process mapping, CRM modifications, and commission structuring.

• Experience in managing sales motions that cover both mid-market and enterprise sectors.

• Demonstrated ability to generate pipeline through outbound efforts.

• Familiarity with tools such as Apollo, Salesforce, Sales Navigator, or similar (preferred).

• Experience in selling DevTools, security, or cloud infrastructure solutions (preferred).

• Experience working remotely (preferred).

🏝️ Benefits

• Comprehensive health insurance (medical, dental, vision).

• Guilt-free unlimited Paid Time Off (PTO) with a strong encouragement of a minimum of 3 weeks off!

• Opportunities for upward mobility.

• Stipend for Learning and Development.

• Access to a Wealth Advisor.

• 401k plan.

• Pregnancy and Family Leave.

• Benefits for Fertility and Adoption.

• Equal compensation regardless of gender or race.

• Equity in the company you are helping to build.

• Flexible working hours.

• Default of zero meetings.

• Recommendation of 10% compounding time.