Description
Job Overview
We are seeking a Head of Sales to lead our provider sales team and drive revenue growth from child care providers. As a key member of our Sales & Operations department, you will be responsible for converting inbound interest, building new pipeline, and helping the team sell across our marketplace and SaaS solutions.
Responsibilities
Grow Revenue
- Own revenue targets and results for the provider sales team across SaaS and usage-based marketplace solutions.
- Improve conversion rates from initial conversation to close and initial use.
- Develop an outbound motion to complement existing inbound demand.
- Identify opportunities to grow revenue from existing providers by offering additional Wonderschool products.
- Track revenue generated by signed providers, including usage-based revenue.
- Use customer feedback and sales results to refine targeting, positioning, and sales approaches.
Hire and Lead the Team
- Recruit, manage, and develop provider salespeople.
- Participate in sales calls and join important deals.
- Coach reps on discovery, deal strategy, objections, follow-up, and closing.
- Set ambitious goals and hold team members accountable for results.
Build the Sales System
- Configure and optimize HubSpot for lead routing, pipeline stages, sequences, workflows, and reporting.
- Create playbooks for selling SaaS and usage-based marketplace solutions.
- Analyze funnel data to identify bottlenecks and implement improvements.
- Collaborate with provider growth and customer success teams to ensure successful adoption.
Make AI Useful
- Leverage AI for prospect research, outbound outreach, call preparation, and tracking.
- Measure the impact of AI on qualified pipeline, conversion, and revenue.
- Help providers utilize Wonderschool's AI tools to enhance their businesses.
- Gather insights from provider conversations to inform product development.
What Success Looks Like
- Revenue growth from child care providers across SaaS and usage-based solutions.
- Improved conversion rates and creation of a reliable source of qualified outbound opportunities.
- Consistent achievement of revenue targets by sales reps.
- Effective onboarding and performance management for new hires.
- Accurate pipeline and forecast reporting in HubSpot.
- Successful product adoption and continued use by providers.
Requirements
- Proven experience growing revenue selling SaaS, marketplace, or usage-based products to small businesses.
- Experience hiring, coaching, and managing sales teams.
- Strong sales skills, with the ability to earn trust and move deals forward.
- Leadership skills, with the ability to make decisions and take responsibility for results.
- Proficiency in HubSpot and experience with sales process optimization.
- Familiarity with AI applications in sales workflows.
- Quick learner, with the ability to adapt to new products and customer needs.
Compensation and Location
- Highly competitive compensation with uncapped earning potential.
- Equity and comprehensive benefits package.
- Based in San Francisco office, Monday through Friday, with occasional weekend work.