Head of Sales/GTM (Venture Studio Team)
Head of Sales/GTM - Attack Capital Core Requirements Experience: 5-7 years in B2B SaaS sales, with 2+ years in leadership
- Consistently hit $1-2M ARR quota individually
- Built and managed SDR/AE teams (5-15 people)
- Taken products from $0 to $5M ARR
- Experience in multi-product or portfolio environments
Sales Skills & Track Record Performance Metrics:
- Closed 50+ deals annually ($10-50K ACV range)
- Maintained 25-30% close rate on qualified opportunities
- 3-6 month sales cycles in B2B software
- Experience with both PLG and enterprise motions
Sales Expertise:
- Outbound: Cold calling, LinkedIn outreach, email sequences
- Demos: Solution selling, ROI articulation, objection handling
- Pipeline: Forecasting, deal reviews, stage progression
- Tools: HubSpot/Salesforce, Apollo, ZoomInfo, Gong/Chorus
- Parallel Dialing: Experience with Orum, Nooks, or similar
GTM Strategy & Execution Market Development:
- ICP definition and TAM analysis
- Competitive positioning and battlecards
- Pricing strategy and packaging
- Channel partnerships (especially for Indian market)
- Product launch playbooks
Team Building:
- Hired and ramped 10+ sales reps
- Created sales training curriculum
- Built comp plans that drive behavior
- Developed career progression frameworks
- Experience with India + US hybrid teams
Sales Operations & Automation Process Building:
- Sales methodology implementation (MEDDIC, Sandler, etc.)
- Lead scoring and qualification frameworks
- Handoff processes (Marketing→SDR→AE→CS)
- Win/loss analysis programs
- Sales enablement content creation
Tech Stack Optimization:
- CRM configuration and automation
- Sales engagement platform setup (Outreach, SalesLoft)
- Lead enrichment workflows
- Integration with product usage data
- Dashboard creation for real-time visibility
Portfolio-Specific Requirements Multi-Product Selling:
- Cross-sell/upsell strategies across products
- Bundle pricing and positioning
- Managing different ICPs per product
- Allocating resources across portfolio
- Identifying product-market fit signals
Team Management Approach For SDR Team:
- Daily stand-ups and call blocks
- 50 dials/day minimum with parallel dialing
- LinkedIn + email + call orchestration
- Clear promotion path to AE in 12-18 months
For AE Team:
- Weekly pipeline reviews
- Deal strategy sessions for key accounts
- Product certification programs
- Shadowing and reverse-shadowing schedules
Performance 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
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