Sales Leader

About the role

You will own the end-to-end sales strategy and execution for Basis, shaping how the organization sells to the world's largest accounting firms. You will operate at the intersection of product, market, and team, translating the complexity of AI agents into a repeatable commercial motion. This role demands that you build critical sales motions from scratch and then codify them into scalable systems that outlast your direct involvement. You will partner tightly with the leadership team to align sales with product and customer success, ensuring the commercial engine is cohesive and data-driven. You are responsible for designing the structure, culture, and processes of a high-performing sales organization that can scale efficiently. Your work will directly determine whether Basis captures its massive opportunity in the enterprise accounting market. You will be measured by your ability to build capability in others while driving predictable, high-quality revenue growth.

Key facts

What you'll do

• Architect the end-to-end sales motion for Basis, designing discovery frameworks, value propositions, and closing playbooks from initial outreach to implementation handoff.
• Build the first generation of Account Executives and Sales Development Representatives, setting hiring criteria, interview rubrics, and onboarding curricula that produce consistent performers.
• Recruit, develop, and deploy frontline sales managers, establishing clear standards for coaching, pipeline review, and performance management as the team scales.
• Define segmentation, territory design, and capacity models to align coverage with account potential and customer workflows in the accounting industry.
• Partner with Head of GTM, Marketing, RevOps, and Customer Success to create a coordinated commercial engine that aligns messaging, demand generation, and renewal strategies.
• Own and refine the sales methodology, ensuring discovery, negotiation, and handoff processes are documented, repeatable, and resilient across multiple teams.
• Drive revenue performance against company-wide targets, maintaining visibility into pipeline health, forecasting accuracy, and quota attainment at every stage.
• Implement data-driven decision-making by leveraging sales analytics, call recordings, and performance metrics to identify bottlenecks and coaching opportunities.
• Design and iterate on compensation, quota, and career path frameworks that motivate high performance and retain top talent in a competitive market.
• Scale the organization through leaders by investing in their coaching cadences, pipeline discipline, and commercial judgment, ensuring the sales machine runs without you in the room.
• Represent Basis in key strategic conversations with investors, partners, and marquee customers, articulating the vision and execution capability of the sales organization.
• Maintain deep fluency in the accounting and professional services workflows, translating complex agent capabilities into tangible business outcomes for CFOs and Controllers.
• Operate with urgency and ownership, comfortable building the plane while flying it during the Seed to Series B transition that defines the early commercial trajectory.
• Champion a culture of excellence, integrity, and operational rigor, ensuring the sales team reflects the high standards of the Basis brand.
• Measure and communicate progress through clear dashboards, enabling leadership to make fast, informed decisions on resource allocation and strategy.

Requirements

• 8-15+ years of experience in high-growth B2B SaaS sales, with progressive leadership experience including managing frontline sales managers.
• Track record of building a sales org from early stage - hiring ICs, building process, and scaling through managers - without relying on inherited structures.
• Experience designing and implementing sales strategy across multiple teams or segments, including territory planning, segmentation, and capacity modeling.
• Strong knowledge of the accounting industry, fintech, or complex professional services workflows, including an understanding of compliance, risk, and audit considerations.
• Proven ability to build repeatable, scalable sales processes while maintaining high team performance and a strong, inclusive culture.
• Demonstrated success in environments where process maturity must catch up with rapid growth, balancing structure with agility.
• Comfort with ambiguity and a bias for action, able to make high-stakes decisions with incomplete information during critical growth phases.
• Excellent written and verbal communication skills, capable of influencing stakeholders at the executive level and translating technical concepts into business language.
• Highly disciplined in pipeline management, forecasting, and quota attainment, with a history of over-delivering on revenue objectives.
• Experience implementing data-driven coaching across managers, using sales performance data to elevate team capability and consistency.
• Commitment to building a diverse, equitable, and inclusive sales organization that can serve a global customer base.

Nice to have

• Experience with modern sales stacks such as Salesforce, HubSpot, Apollo, and Gong, and a history of implementing data-driven coaching across managers.
• Background in accounting or professional services, where you understand the pain points of the people Basis serves and the economics of the work.
• Prior experience at a startup during the Seed to Series B transition, where you built the sales organization while the company was still finding product-market fit.

Practical notes

The role is based in the NYC Flatiron office and requires in-person team presence. The position is full-time, and the successful candidate is expected to commit deeply to the long-term success of Basis.