Core RequirementsExperience: 5-7 years in B2B SaaS sales, with 2+ years in leadershipConsistently hit $1-2M ARR quota individuallyBuilt and managed SDR/AE teams (5-15 people)Taken products from $0 to $5M ARRExperience in multi-product or portfolio environmentsSales Skills & Track RecordPerformance Metrics:Closed 50+ deals annually ($10-50K ACV range)Maintained 25-30% close rate on qualified opportunities3-6 month sales cycles in B2B softwareExperience with both PLG and enterprise motionsSales Expertise:Outbound: Cold calling, LinkedIn outreach, email sequencesDemos: Solution selling, ROI articulation, objection handlingPipeline: Forecasting, deal reviews, stage progressionTools: HubSpot/Salesforce, Apollo, ZoomInfo, Gong/ChorusParallel Dialing: Experience with Orum, Nooks, or similarGTM Strategy & ExecutionMarket Development:ICP definition and TAM analysisCompetitive positioning and battlecardsPricing strategy and packagingChannel partnerships (especially for Indian market)Product launch playbooksTeam Building:Hired and ramped 10+ sales repsCreated sales training curriculumBuilt comp plans that drive behaviorDeveloped career progression frameworksExperience with India + US hybrid teamsSales Operations & AutomationProcess Building:Sales methodology implementation (MEDDIC, Sandler, etc.)Lead scoring and qualification frameworksHandoff processes (Marketing→SDR→AE→CS)Win/loss analysis programsSales enablement content creationTech Stack Optimization:CRM configuration and automationSales engagement platform setup (Outreach, SalesLoft)Lead enrichment workflowsIntegration with product usage dataDashboard creation for real-time visibilityPortfolio-Specific RequirementsMulti-Product Selling:Cross-sell/upsell strategies across productsBundle pricing and positioningManaging different ICPs per productAllocating resources across portfolioIdentifying product-market fit signalsTeam Management ApproachFor SDR Team:Daily stand-ups and call blocks50 dials/day minimum with parallel dialingLinkedIn + email + call orchestrationClear promotion path to AE in 12-18 monthsFor AE Team:Weekly pipeline reviewsDeal strategy sessions for key accountsProduct certification programsShadowing and reverse-shadowing schedulesPerformance Management:Activity metrics (calls, emails, demos booked)Pipeline metrics (coverage, velocity, conversion)Revenue metrics (new logos, expansion, retention)Individual coaching plans based on call recordings
Job Title
Head of sales/GTM (YCombinator backed venture studio)