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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