Head of Sales

Roc Search; San Francisco (CA); On-site; USD 180,000 - 260,000; Full time

Job summary

Roc Search is seeking a hands-on sales leader to own the commercial function and accelerate growth in a fast-paced B2B SaaS environment in San Francisco. You will drive sales strategy, build relationships with key customers, and hire the initial sales team as the business expands.

You will manage both strategy and execution, close core deals personally when needed, and partner with Product, Engineering, and Marketing to improve the customer experience and retention.

Qualifications

• 8+ years of experience in B2B SaaS sales.
• Proven track record of leading or managing a sales team.
• Experience selling complex software to enterprise customers.
• Ability to build a commercial function from early stage, including hiring, forecasting, and performance management.

Responsibilities

• Establish the company's sales strategy, including target customers and market segmentation.
• Develop a structured approach to generating, qualifying, and closing new business.
• Lead enterprise sales and manage complex multi-stakeholder deals.
• Build systems and reporting to understand pipeline health and revenue performance.
• Collaborate with founders to refine positioning and messaging, and hire the initial sales team.

Skills

B2B SaaS sales

Sales leadership

Enterprise sales

Job description

Our client is looking for a hands-on sales leader to take ownership of the commercial function and work closely with the founding team to accelerate growth. You will be responsible for developing the sales strategy, building relationships with key customers, establishing the processes needed to support growth, and making the first critical hires across the sales organization. This is a role for someone who enjoys operating in an entrepreneurial environment, is comfortable managing both strategy and execution, and can move between closing business personally and building the infrastructure for a larger team.

Responsibilities

• Establish the company's sales strategy, including target customers, market segmentation, pricing, and account prioritization
• Develop a structured approach to generating, qualifying, and converting new business
• Lead enterprise sales efforts and manage complex deals involving multiple stakeholders
• Build the systems and reporting needed to understand pipeline health, revenue performance, and sales productivity
• Work alongside the founders to refine positioning, customer messaging, and the overall commercial approach
• Develop relationships with senior decision-makers and represent the company in important customer conversations
• Hire, coach, and manage the initial sales team as the business expands
• Collaborate with Product, Engineering, Marketing, and Customer Success to improve the customer experience and support retention and growth
• Bring customer insights back to the business to help inform product priorities and future opportunities

What We're Looking For

• 8+ years of experience in B2B SaaS sales, including meaningful experience managing or leading a sales team
• A track record of building revenue at an early-stage or high-growth company
• Experience selling complex software to enterprise customers and navigating lengthy, multi-person buying processes
• Ability to develop a commercial function from an early stage, including sales methodology, hiring, forecasting, and performance management
• Strong business judgment and comfort making decisions with incomplete information
• Excellent communication skills and the ability to build trust with founders, customers, and internal teams
• A hands-on approach to leadership, with the willingness to own deals and execution while building toward a larger organization

Preferred Experience

• Insurance, financial services, or other industries with complex operational requirements
• AI applications, automation software, or vertical SaaS
• Venture-backed startups from Seed through Series C
• Joining a company as an early sales leader and helping establish its commercial foundation
• Working closely with technical founders to turn customer needs into product opportunities