Head of Sales

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

📋 Description

• Act as Modern's inaugural dedicated salesperson and define the approach for selling its AI-native data and intelligence platform.

• Manage the sales quota and personally oversee deals.

• Develop a repeatable sales playbook that outlines the target audience, reasons for purchase, sales cycle duration, pricing, and distribution channels.

• Formulate a pipeline generation strategy utilizing outbound efforts, partnerships, community engagement, events, Modern's network, as well as affiliate and referral channels.

• Experiment with, evaluate, and expand successful customer acquisition channels.

• Engage in sales across self-serve/product-led, mid-market, enterprise/strategic, and agency/partner approaches.

• Conduct unscripted product demonstrations using actual data from prospects.

• Address technical objections without the assistance of a solutions engineer.

• Provide insightful pricing and packaging feedback to the leadership team.

• Deliver actionable feedback on lost deals to the product team.

• Interview a minimum of 15 existing customers within the first 30 days.

• Establish the Ideal Customer Profile (ICP) based on data, document the sales process, create a compelling demo narrative, and build a pipeline within the first 90 days.

• Create a repeatable sales process with predictable conversion rates, while assessing customer acquisition costs and sales cycle durations within six months.

• Consistently meet sales quotas, advise on which sales motions to scale, and devise a hiring plan within 12 months.

• Recruit and manage sales representatives once the sales motion has been validated.

⛳️ Requirements

• Minimum of 5 years of experience in B2B SaaS sales.

• A clear and provable track record that includes metrics, deal sizes, sales cycle lengths, and sources of pipeline.

• Technical proficiency with APIs, data integrations, and attribution methodologies.

• Experience in independently building initiatives, even in a resource-constrained environment.

• Familiarity with the AI landscape and the ability to communicate its business significance to non-technical brand owners.

• Proven experience in selling within uncertain, early-stage settings without a predefined playbook.

• Understanding of Customer Acquisition Cost (CAC), Marketing Efficiency Ratio (MER), Lifetime Value (LTV), and contribution margins.

• Direct experience in Direct-to-Consumer (DTC) or e-commerce is highly advantageous.

• Experience as an early or first sales hire is a plus.

• Experience in selling both self-serve/product-led and enterprise sales at the same organization is a bonus.

• Experience selling to agencies or working within an agency environment is a plus.

• A background in marketing technology, analytics, attribution, or commerce infrastructure is a bonus.

• Familiarity with using AI tools for prospecting or research workflows is a bonus.

🏝️ Benefits

• Competitive health benefits.

• Unlimited Paid Time Off (PTO).

• Health and wellness credit.

• Fully remote work environment.

• A unique opportunity to be part of an AI-native company that is shaping the future of collaboration between brands and creators.