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