Mission: Build a predictable revenue engine that scales us from $8M → $18M ARR in the next 12 months. This role reports to the COO.

12 Month Goals
Build a predictable inbound engine, stand up outbound/BDR, segment the motion (commercial vs enterprise), improve forecast accuracy, and establish a reliable operating cadence.
ARR Plan
~$8M → ~$18M ARR
~$5M new sales
~$3M expansion
~$2M self-serve
Team Scale
4 → 10 AEs (North America)
0 → 5 AEs (EMEA)

You will own

• Pipeline (inbound, outbound, expansion) → predictable weekly generation
• Segmentation → ICP clarity and sales motion by segment
• Forecast → stage definitions, discipline, accuracy
• Team → hiring, ramping, performance management
• GTM design → territories, comp plans, repeatable playbooks
• Cross-functional partnership → Marketing, Product, Finance, RevOps
• Enterprise expansion → land → adopt → expand cycles

What you’ve done

• Scaled B2B SaaS from ~$5–15M → $40–80M ARR
• Run hybrid PLG + sales-led motions
• Built teams of 8–20+ AEs (not inherited)
• Multi-stakeholder deal strategy + late-stage predictability
• Pricing & packaging refinement
• ABM partnership driving enterprise pipeline
• Coaching high bar teams, managing accountability
• Win/loss analysis + pipeline hygiene
• Board-level clarity in communication & forecasting

Leadership style

• Hands-on player-coach with a high trajectory
• Low ego, calm under pressure
• Structured communicator
• Team-first, moves fast, learns from failures
• Keeps it simple, healthy accountability