Head of Sales

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

📋 Description

• Take responsibility for Harper's revenue targets, sales strategies, new business development, pipeline management, and committed forecasting.

• Actively open new accounts, qualify potential opportunities, conduct pilot programs, and finalize enterprise contracts.

• Create and manage a targeted list of accounts that align with the ideal customer profile.

• Generate qualified opportunities each quarter based on a scorecard agreed upon by the CEO.

• Lead with specific use-case solutions and bundled offerings.

• Conduct pilot programs based on standard terms with clear success metrics and transition pilots into paid contracts.

• Identify early adopters for AI-adjacent workloads.

• Transform channel relationships into sourced pipelines and closed deals in collaboration with the Partnerships lead.

• Co-sell with channel and cloud partners to increase partner revenue.

• Establish processes for deal registration and partner attribution.

• Ensure new partners have executed agreements, defined fees, and established support models.

• Oversee the Enterprise Account Manager and promote expansion within existing accounts.

• Safeguard gross revenue retention while diversifying the revenue base.

• Define exit criteria for stages, create closing plans, and establish documentation paths for opportunities.

• Conduct weekly pipeline reviews utilizing accurate Salesforce data.

• Take ownership of the committed forecast and synchronize figures from Salesforce, Finance, and the operating model.

• Measure stage conversion rates and win ratios, using closed-lost data to refine market strategies.

• Build and expand the sales team by hiring for future revenue roles.

• Collaborate with Operations and Finance to design commission plans.

• Equip field engineers and solutions teams on discovery processes, business case development, and pilot executions.

• Partner with Marketing on sales enablement initiatives, solution one-pagers, and pricing strategies.

⛳️ Requirements

• Over 10 years of experience in selling enterprise software.

• Extensive background in selling databases, data platforms, CDN, cloud services, or developer infrastructure to large enterprises.

• At least 3 years of experience leading quota-carrying sellers or account managers.

• Proven experience in setting quotas and managing forecasts.

• Personally closed new enterprise deals within the last 12 months.

• Established network of buyers and sellers for recruitment purposes.

• Experience with channel and partner-led sales through CDNs, hyperscalers, resellers, or systems integrators.

• Skilled in developing pipeline review processes with qualification criteria.

• Experience handling complex six-figure, multi-stakeholder deals that involve pilots or proofs of concept.

• Familiarity with usage- or consumption-based pricing models.

• Solid understanding of deal economics and gross margins; capable of maintaining a price floor.

• Comfortable working in ambiguous, fast-paced, early-stage environments and accountable for results.

• Excellent communication skills when interacting with both technical and business stakeholders.

• Ability to provide the CEO and board with a clear and honest overview of the numbers.

• Preferred: Experience in selling with or through Akamai, Fastly, AWS, GCP, or a global systems integrator.

• Preferred: Experience selling to large retail and commerce firms.

• Preferred: Experience in building a sales function within a venture- or PE-backed company, including the development of initial commission plans.

• Preferred: Familiarity with edge computing, real-time data, caching, or data delivery solutions.

• Nice to have: Hands-on experience with Salesforce and HubSpot.

• Nice to have: Knowledge of AI and agent workloads and their supporting infrastructure.

• Nice to have: Proficiency in using AI tools for research, account planning, and forecasting.

• Experience with Salesforce, HubSpot, Google Workspace, Slack, and Zoom.

🏝️ Benefits

• On-target earnings ranging from $375,000 to $540,000 with a 60/40 base-to-variable compensation structure.

• Variable compensation linked to new business achieved against the committed target.

• Flexible remote work options.

• Leadership role with significant ownership and direct reporting to the CEO.