Head of Sales

3 weeks ago

Okemos, United States Agate Software Full time
What We're Looking For

Agate Software is seeking a transformational Head of Sales to lead our revenue growth strategy during an exciting period of hypergrowth and organizational change. As we scale rapidly, this individual will not only drive sales execution but also lead change management efforts to align the sales organization with our evolving structure. With undeveloped greenfield territories, new product launches, and unlimited commission potential, this role offers significant earning opportunities. Agate's competitive advantage as an industry leader with the largest footprint in our market makes this an exceptional opportunity for a driven leader who excels in both strategy and execution.

What You'll Do
    • Lead, mentor, and scale a high-performing sales team focused on driving new business and expanding existing accounts in alignment with aggressive revenue growth targets.
    • Develop and execute a comprehensive sales strategy that integrates seamlessly with company-wide organizational changes, ensuring the sales function adapts and thrives during hypergrowth.
    • LeverageAgate's land-and-expand model, ensuring sustainable growth from new and existing customers, especially in untapped markets.
    • Champion change management initiatives, working closely with executive leadership and cross-functional teams to drive alignment and collaboration across departments.
    • Build and refine sales processes, workflows, and KPIs to enhance team efficiency and effectiveness while maintaining agility in a rapidly evolving market.
    • Collaborate with the President, Product and Project teams, and Customer Success to align sales efforts with product development, project delivery, and client satisfaction, ensuring seamless cross-functional execution
    • Analyze and act on market trends, customer feedback, and competitive intelligence to continuously refine our value proposition and sales approach.
    • Own the forecasting process, ensuring accurate and timely reporting of pipeline activity, revenue projections, and potential roadblocks.
What You'll Bring
    • Proven experience leading and scaling B2B or B2G sales teams, ideally within the SaaS industry and/or State Government agencies, with a track recordof achieving and exceeding revenue targets.
    • Deep understanding of complex enterprise sales cycles, preferably in project-based or professional services-heavy models, with the ability to close large deals, especially with government clients.
    • Strong analytical mindset, with the ability to translate data and market insights into actionable strategies that drive sales performance.
    • Exceptional leadership and coaching skills with a demonstrated ability to inspire and motivate teams to high levels of performance.
    • Expertise in change management and navigating organizational shifts, with the ability to align sales teams with broader company goals during periods of transformation.
    • Ability to build and nurture relationships with C-level executives and other key decision-makers in target markets.
    • Comfort working in a fast-paced, dynamic startup environment with the ability to pivot quickly when needed.
What Success Looks Like
    • Achieving or exceeding quarterly and annual revenue growth targets through both new business acquisition and account expansion, particularly in undeveloped territories.
    • Successfully managing change across the sales organization, ensuring smooth transitions as the company scales and enters new markets.
    • Building a high-performing, self-sufficient sales team with clear goals and accountability, consistently delivering results that meet or exceed expectations.
    • Establishing Agate Software as a market leader within target industries through a compelling value proposition and trusted client relationships.
    • Seamless integration between sales, product, and customer success teams, ensuring long-term client satisfaction and high renewal rates.
    • Continuous improvement of the sales strategy, processes, and tools, ensuring the team remains agile and competitive in a constantly shifting market landscape.

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