Head of Sales

Role Overview

The Head of Sales is Harper’s revenue leader, responsible for owning new business, the pipeline, and the committed forecast. The role involves leading how Harper sells through partners, working closely with the CEO, Operations, Finance, Marketing, and the field engineering team. The Head of Sales will make sure partner relationships turn into qualified opportunities, signed paper, and revenue that can be forecast.

What You Will Do

The Head of Sales will build and work a list of named target accounts, generate qualified opportunities every quarter, lead with Harper’s named use-case solutions, and convert pilots to paid contracts. The role also involves co-selling on a joint target account list, growing revenue from new channel and cloud partners, and putting deal registration and partner attribution in place.

Why It Might Be a Fit

The ideal candidate is a sales leader with 10+ years of experience selling enterprise software, significant time selling databases, data platforms, CDN, cloud, or developer infrastructure to large enterprises. The candidate should have a network of buyers and sellers, experience with channel and partner-led selling, and a strong understanding of deal economics and gross margin.

Requirements

• Enterprise infrastructure software sales (top priority)
• 10+ years selling enterprise software, with significant time selling databases, data platforms, CDN, cloud or developer infrastructure to large enterprises
• Sales leadership (3+ years leading quota-carrying sellers or account managers, including setting quotas and running a forecast)
• Closed deals yourself (personally closed new enterprise deals in the last 12 months)
• A network (buyers and sellers you can call, and recruit from)
• Channel and partner-led selling (closed meaningful revenue with or through partners such as CDNs, hyperscalers, resellers or systems integrators)
• Forecast discipline (worked with sales operations to develop a pipeline review process including qualification criteria, and committed forecasts have held up)
• Complex deal experience (closed six-figure, multi-stakeholder deals with pilots or proofs of concept)
• Commercial and pricing judgment (understand deal economics and gross margin)
• Comfort with ambiguity and ownership (thrive in fast-moving, early-stage environments and hold yourself accountable for outcomes)
• Excellent communication skills (sell to technical and business buyers, and give the CEO and board a clear, honest view of the number)

Tagged as: Pipeline Management