Job Description:
As Head of Sales you will own revenue growth across products and services, build and lead a high-performing sales team, create repeatable GTM motion(s) (enterprise, mid-market, channel) and close strategic deals that accelerate scale. You’ll work cross-functionally with Product, Solutions Engineering, Customer Success and Marketing to shape pricing, packaging, demos and commercial contracts for solutions delivered on-prem, cloud or as managed services.
Responsibilities:
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Set and own revenue targets (quarterly & annual) for services and product lines; be accountable for hitting ARR / revenue metrics.
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Define GTM strategy: enterprise sales, mid-market reps, account-based initiatives, channel/reseller motion and vertical segmentation.
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Build, hire and coach the sales team (AE, SDR/BDR, Solutions Engineer, Sales Ops) and put in place career paths and quota plans.
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Create predictable pipeline: prospecting, outbound programs, strategic account penetration, partner-led deals and enterprise RFP responses.
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Own sales process and tooling: CRM (HubSpot/Salesforce) configuration, forecasting discipline, pipeline hygiene, playbooks, pricing playbook and contract templates.
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Run deal reviews, pipeline coverage analysis, and accurate revenue forecasting with leadership.
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Lead proposal & negotiation for complex commercial terms, pricing, SOWs, SLAs and renewals/expansions.
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Collaborate with Product and Solutions Architecture to craft demos, POCs and technical win strategies for AI products and custom engagements.
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Partner with Marketing and Growth to align demand generation, content, events and thought leadership on high-conversion channels.
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Establish KPIs and reporting: ARR/MMR, pipeline coverage, win rate, sales cycle length, CAC, LTV, average deal size, and churn/expansion metrics.
Preferred Qualifications:
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8+ years in B2B sales with at least 3 years in a leadership role (Head / VP / Director). Proven experience scaling revenue teams from early-stage to growth.
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Direct experience selling SaaS, AI/ML solutions, data platforms or enterprise technology to C-suite / technical stakeholders.
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Demonstrable track record closing six-figure enterprise deals and managing multi-stakeholder procurement processes (RFPs, pilots, POCs).
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Experience building quota-bearing teams (AEs, SDRs/BDRs) and working with Solutions Architects/Pre-sales.
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Strong CRM and sales-ops familiarity (HubSpot or Salesforce), experience with forecasting & pipeline processes.
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Excellent commercial negotiation skills and comfort with crafting SOWs, commercial terms and pricing strategies.
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Analytical mindset — uses metrics to shape strategy and compensation; comfortable building dashboards and reporting.
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Excellent written & spoken English; Urdu or regional language helpful for local client relations.
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Comfortable with international selling (US / EMEA / MENA) — able to operate across timezones and travel when needed.
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Degree in business, engineering, computer science or equivalent; MBA is a plus but not required.
