Head of Sales, East

About the role

This leadership position involves overseeing revenue generation across key market segments within the Eastern region. You will guide a team of sales professionals to achieve and surpass targets, foster market expansion, and cultivate strong client relationships.

Key facts

What you'll do

• Be fully accountable for revenue across Strategic, Enterprise, and Commercial customer segments in your assigned territory.
• Implement a go-to-market strategy tailored to each segment and the region.
• Adjust sales coverage, segmentation, and resource deployment to maximize growth across diverse deal sizes and sales cycles.
• Ensure consistent pipeline development, accurate revenue forecasting, and target achievement.
• Identify opportunities for new business and expansion within existing accounts.
• Manage a sales organization composed of Directors, Managers, and Account Executives.
• Develop leaders within your team who can, in turn, manage other leaders.
• Recruit, hire, and retain high-caliber sales talent across all segments.
• Cultivate a culture of accountability, coaching, and ongoing professional growth.
• Serve as the executive sponsor for significant Strategic and Enterprise deals.
• Oversee disciplined deal reviews and pipeline management for all segments.
• Balance the management of long-term, high-value deals with efficient, high-volume Commercial sales.
• Build relationships with senior executives in Marketing, Revenue Operations, and Sales leadership roles.
• Position 6sense as a trusted advisor to clients across the Commercial, Enterprise, and Strategic tiers.
• Collaborate with Marketing, Customer Success, Solutions Consulting, and RevOps to align on pipeline, conversion, and expansion initiatives.
• Contribute to territory planning, capacity assessment, and segment strategy development.
• Provide market insights to inform product development and go-to-market decisions.
• Ensure accurate forecasting, maintain pipeline integrity, and make data-informed strategic choices.
• Establish repeatable and scalable sales processes adapted for each segment.
• Monitor key performance indicators and make proactive adjustments to achieve objectives.

Requirements

• A minimum of 10 years of experience in B2B SaaS sales, with a proven history of advancing into leadership roles, including managing other managers.
• A demonstrated history of meeting and exceeding multi-million dollar Annual Recurring Revenue (ARR) targets at a regional or segment level.
• Success in leading multi-tiered sales teams that cover Strategic, Enterprise, and Commercial customer segments.
• Experience in building and expanding high-performing sales teams and developing leadership talent (Directors, Managers, Account Executives).
• Substantial experience selling complex, high-value solutions to C-suite executives and managing executive-level deal strategies.
• Proven ability to operate as a regional business owner, with responsibility for forecast accuracy, pipeline health, and revenue outcomes.
• Experience fostering collaboration and alignment with Marketing, Customer Success, Solutions Consulting, and RevOps teams.
• Deep understanding of managing both high-volume and complex sales processes concurrently.
• A consistent record of hiring, developing, and retaining top sales talent and leaders.

Nice to have

• Experience scaling go-to-market teams within a fast-paced, high-growth startup environment.
• Familiarity with marketing technology, data platforms, or revenue intelligence ecosystems.
• Experience influencing territory design, quota setting, and compensation planning.
• A thorough understanding of multi-stakeholder, enterprise-level sales cycles.
• Strong executive communication skills and a commanding leadership presence.

Skills & tools

• B2B SaaS Sales
• Revenue Operations
• Go-to-Market Strategy
• Pipeline Management
• Forecasting
• Team Leadership
• Account Management
• Sales Strategy
• CRM Software (e.g., Salesforce)

Practical notes

Base Salary Range: $180,000 - $235,000. This range reflects the anticipated compensation for this role. Actual salary may vary based on factors such as location and experience. Total compensation includes base salary, potential bonus or commission, and stock options. Benefits include health insurance, life and disability insurance, 401K matching, paid holidays, self-care days, and paid time off (PTO).