Job Description
Overview
Owns end-to-end revenue across Sales, while ensuring alignment with Marketing, delivery teams, and executive stakeholders. Owns pipeline conversion, deal execution, and forecasting. Responsible for improving win rate, increasing deal quality, and ensuring what is sold aligns with delivery capabilities, as well as translating plans & performance into clear insights for leadership and private equity.
Core Accountability
Own total revenue performance: pipeline, bookings (ACV), and revenue recognition
Negotiation of all deals ensuring profitability and maximizing revenue potential
Improve conversion across the funnel, especially presentation → closed won
Ensure Sales, Marketing, and Delivery operate as a connected system from pitch promise to fulfillment
Serve as the primary sales voice to C-suite and private equity stakeholders
Lead and maintain relationships with lead gen partnerships and keep a pulse of industry & client trends to stay calibrated to market demands
Key Responsibilities
Revenue & Forecasting
Own revenue targets across $150K to $700K deal sizes
Build and maintain accurate forecasts across pipeline, win rate, and revenue realization
Identify gaps and implement plans to close them (pipeline, CVR, deal velocity)
Pipeline Conversion & Deal Execution
Own performance of all opportunities from qualification through close
Improve win rate across all stages, with emphasis on late-stage conversion
Identify and address drop-off points in the funnel
Drive deal strategy, pricing approach, and packaging to increase close probability
Sales Process & Discipline
Standardize qualification criteria, discovery, and deal progression
Define and enforce stage gates and exit criteria
Improve pipeline hygiene and CRM accuracy
Reduce variability in how deals are run across AEs
Support Marketing by driving outbound leads & finding/managing lead gen partners.
Team Leadership & Development
Lead and support AEs (2) to improve close rates and deal quality, goal setting and feedback/coaching
Stay actively involved in late-stage deals and key accounts
Implement and standardize best practices for sales process & techniques, messaging, and qualification
Delivery Alignment
Act as primary bridge between GTM and delivery teams
Ensure sales narratives, proposals, and scopes align with delivery capabilities
Identify gaps between what is sold vs what is delivered and resolve them
Partner with delivery leadership to improve CVR through stronger, more credible solutions
Maintain quality of briefings and proper hand-off/onboarding to internal teams for new client kick-offs
Go-to-Market & Positioning
Ensure new rebrand leads to pipeline and conversion impact
Align offerings, pricing, and messaging to improve competitiveness
Continuously refine ICP targeting ($50M to $500M brands)
Executive & Private Equity Reporting
Own all sales reporting to CEO, C-suite, and private equity stakeholders
Translate pipeline, conversion, and revenue data into clear insights, risks, and actions
Lead preparation for board meetings, executive updates, and investor reporting
Provide visibility into performance vs plan, including drivers of over/underperformance
Quantify growth opportunities and risks tied to pipeline, win rate, pricing, and market conditions
Support diligence, strategic initiatives, and ad hoc requests from private equity partners
Ensure alignment between growth strategy and broader financial and operational goals
Cross-Functional Alignment
Partner with Marketing to improve lead quality and conversion
Provide structured feedback on messaging, ICP fit, and objections
Ensure clean handoff from sales to onboarding
KPIs
ACV (new bookings)
Revenue recognition vs plan
Conversion rates (especially presentation → closed won)
Pipeline coverage and quality
Forecast accuracy and executive confidence in reporting
Leads by sales managed sources
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