Head of Commercial / Enterprise Sales
Skills
AdoptionBusinessCommercial ModelsCustomer SuccessICPMarketing StrategyProduction Deployment
What the job involves
The main requirements, responsibilities and hiring steps.
Requirements
- 10+ years of B2B technology sales experience
- 5+ years leading enterprise sales organizations
- Proven success building and scaling a commercial business to $50M+ ARR
- Experience selling highly technical products to engineers and technical leaders
- Strong background in solutions-based sales with proof-of-concept or proof-of-value engagements
- Demonstrated success recruiting developing and retaining high-performing GTM teams
- Experience in defense dual-use or other highly regulated industries is a plus
Nice to have
- Builder mindset
- Technical credibility
- Strategic thinker
- High accountability
- Cross-functional collaborator
Day to day
- Own non-government commercial revenue across defense automotive semiconductor and adjacent markets, driving new customer acquisition expansion and retention.
- Build the go-to-market engine by refining ICP market segmentation qualification forecasting and operating cadence.
- Recruit develop and lead the commercial organization while shaping pricing packaging proof-of-value motions and the path from pilot to production.
- Partner closely with Product and Engineering to align customer needs with roadmap and ensure customer success through scalable repeatable engagement models.