Head of Sales

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

📋 Description

• Take ownership of and achieve the sales revenue target for North America, focusing on new acquisitions, customer growth, cross-selling, upselling, and relevant renewals.

• Ensure precise forecasting related to new business, expansion opportunities, renewals, and potential commercial risks.

• Actively support strategic enterprise opportunities, which include engaging with executives, conducting commercial negotiations, and finalizing deals.

• Develop a reliable and scalable revenue engine in the region.

• Spearhead the new business strategy for North American enterprises, overseeing pipeline creation, opportunity development, and customer acquisition.

• Initiate proactive outbound prospecting and pipeline development.

• Identify high-potential industries and multinational corporations for market development.

• Cultivate relationships with senior stakeholders in EHS, Operations, Legal, Risk, and executive roles.

• Oversee the commercial development of the existing customer portfolio in North America.

• Promote expansion across additional locations, states, countries, business units, applications, and services.

• Encourage cross-selling and upselling through structured discovery and whitespace analysis.

• Partner with Customer Success, Renewals, and Professional Services to safeguard relationships and enhance long-term value.

• Lead and manage the performance of the North American Presales/Solution Consulting team.

• Integrate technology, regulatory expertise, and professional services to address customer business challenges.

• Foster collaboration between sales executives and solution consultants throughout the purchasing process.

• Implement and continuously refine the North American sales operating model and methodology.

• Directly manage Hunters, Farmers, and Presales teams.

• Coach on prospecting, discovery, enterprise selling, account development, and negotiation techniques.

• Attract, recruit, and retain commercial talent within the North American market.

• Establish a culture of high performance.

• Develop and execute the commercial growth strategy for North America in collaboration with the CRO.

• Collaborate with RevOps on performance dashboards, leading indicators, and management reporting.

• Ensure effective utilization of Salesforce as a commercial management tool.

• Adapt global Red-on-line capabilities to meet local market demands.

⛳️ Requirements

• Extensive experience leading enterprise B2B SaaS or complex solution sales teams in North America.

• Proven track record of achieving significant revenue growth through new customer acquisition and existing customer expansion.

• Demonstrated success in building, scaling, and developing regional sales organizations.

• Strong history of attracting, recruiting, coaching, and retaining top-performing commercial talent.

• In-depth knowledge of North American enterprise purchasing processes, complex stakeholder environments, and extended sales cycles.

• Capability to personally lead strategic customer interactions and complex commercial negotiations.

• Experience managing or closely collaborating with presales, solution consulting, or technical sales teams.

• Proven ability to work effectively within an international organization, balancing global standards with regional market demands.

• Preferred experience in EHS, regulatory compliance, risk management, governance, or related enterprise software markets.

• Preferred background in selling a mix of SaaS technology, expert content, and professional services.

• Established professional network within the North American EHS, compliance, or enterprise software sectors is desirable.

🏝️ Benefits

• 20 days of annual holiday

• 5 sick days per year

• Medical, Dental, and Vision Benefits

• 401k plan with matching contributions

• Enhanced maternity leave of up to 26 weeks at full pay

• Dependant leave of up to 5 days at full pay annually

• Dedicated menopause policy and a culture of open, inclusive support for employee wellbeing

• Short-Term Disability Benefits, Long-Term Disability Benefits, and Life Insurance

• Qualified Parking and Transit Program (QPTP)

• Flexible Spending Accounts (FSA)

• Employee Assistance Programs (EAP)

• Competitive salary

• Great Place To Work Certification™