Head of sales/GTM (YCombinator backed venture studio)

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