Founding West Coast Sales Lead (Enterprise SaaS)

Orbital Witness; Los Angeles (CA); Hybrid; USD 150,000 - 176,000; Full time

Benefits offered by this job

401(k) Plan: Match 100% up to 4%

PTO: 20 days/year

Health Insurance

Professional Development: $1,200/year

Commuter Benefits

In-Office Perks: Team meals

Salary: base + commission

Job summary

Orbital is seeking a Los Angeles-based Sales Manager to build and lead our West Coast founding Account Executive team. You will hire from scratch, establish a strong sales culture, and raise the bar on execution as we scale post-Series B.

You will report to the Sales Director and collaborate with RevOps, Enablement, and Marketing, shaping how we sell and grow in the US. This founding role centers on setting our West Coast presence and process.

Qualifications

• Must have proven experience managing a team of Enterprise B2B SaaS AEs (3+ years in a management role).
• Track record of building or scaling a sales team, ideally from founding/greenfield.
• Consistent record of meeting or exceeding team quota.
• Strong coaching skills with practical feedback.
• Experience with structured hiring processes and strong hires.
• Proficiency with CRM tools (HubSpot preferred) and pipeline management.
• Comfort in high-growth environments where process is being built.
• Based in or willing to relocate to Los Angeles for a 3-day-a-week in-office culture.

Responsibilities

• Hire and build the West Coast AE team from sourcing to offers.
• Own the interview process with scorecards and debriefs.
• Partner with Talent to establish a rigorous hiring process.
• Contribute to onboarding design for LA AEs with Sales Enablement.
• Create a culture of accountability and high performance.
• Directly manage and develop the AE team.
• Run 1:1s, pipeline reviews, and forecasting cadences.
• Coach on discovery, demos, objections, MEDDPICC, and deal progression.
• Improve ramp time and first-year quota attainment.
• Own pipeline hygiene and forecasting using MEDDPICC.
• Drive consistent sales process execution from qualification to close.
• Ensure HubSpot discipline in deals.
• Partner with RevOps on pipeline metrics and forecast inputs.
• Identify choke points and improve sales cycle efficiency.
• Collaborate with Sales Enablement, Marketing, Legal Solutions, Product.

Skills

Team management

Hiring & onboarding

Coaching

Sales process

Forecasting & pipeline

MEDDPICC

CRM HubSpot

Tools

HubSpot

Job description

Orbital is seeking a Los Angeles-based Sales Manager to build and lead our West Coast founding Account Executive team. You will hire from scratch, establish a strong sales culture, and raise the bar on execution as we scale post-Series B.

You will report to the Sales Director and collaborate with RevOps, Enablement, and Marketing, shaping how we sell and grow in the US. This founding role centers on setting our West Coast presence and process.