Head of Sales

Job Description

About RemotePass

RemotePass is a global fintech and workforce management platform that helps companies hire, manage, and pay distributed teams in compliance with local regulations across multiple countries. We work with fast-growing startups and scaleups, partnering closely with founders, executives, and investors to support international growth.

The Mandate

• Fix Attainment: Turn around current quarterly team quota attainment from current 50-60%.
• Shift Motion: Move from 60-80% Inbound reliance to a proactive Outbound engine.
• Scale: Double the AE count (9 to 16) in Year 1.
• Drive Revenue: Immediate impact on New Business revenue.

Responsibilities 

• Build Outbound: Design and execute a "Hunter" strategy to generate self-sourced pipeline.
• Market Expansion: Target SME verticals and large Enterprise deals (~$1M).
• Forecasting: Replace "gut feel" with data-driven accuracy.
• Win Rates: Diagnose funnel leakage; improve conversion from Opportunity to Close.

Team Leadership (Player/Coach)

• Sell from the Front: Join calls actively. Demonstrate how to close complex deals.
• No SE Reliance: Coach AEs to run the entire cycle (demo to close) without Solution Engineers.
• Upskill: Train team on consultative selling (Expert vs. Order Taker).
• Drive Competition: Instil a high-performance, competitive culture.

Operations & Methodology

• Methodology: Enforce BANT for high-velocity SMB; MEDDIC for Enterprise.
• Qualification: Tighten standards early to stop AEs wasting time on bad leads.
• Alignment: Sync with Marketing on lead quality and messaging.

Requirements

• Industry: HR Tech / SaaS

• Segments: Experience managing SMB (Volume/PLG) AND Enterprise (Complex/$1M+).
• Motion: proven Outbound builder.
• Tech: "AI Forward", uses AI to speed up workflows.
• Leadership Style
• Hunter: Must be a builder. "Farmers" need not apply.
• Consultative: Can navigate complex compliance/payroll discussions.
• Resilient: Adapts quickly; comfortable in a "disturbed" / evolving team structure.