Head of Sales/GTM (Venture Studio Team)

## Head of Sales/GTM - Attack Capital ### Core Requirements **Experience:** 5-7 years in B2B SaaS sales, with 2+ years in leadership * Consistently hit $1-2M ARR quota individually * Built and managed SDR/AE teams (5-15 people) * Taken products from $0 to $5M ARR * Experience in multi-product or portfolio environments ### Sales Skills & Track Record **Performance Metrics:** * Closed 50+ deals annually ($10-50K ACV range) * Maintained 25-30% close rate on qualified opportunities * 3-6 month sales cycles in B2B software * Experience with both PLG and enterprise motions **Sales Expertise:** * **Outbound:** Cold calling, LinkedIn outreach, email sequences * **Demos:** Solution selling, ROI articulation, objection handling * **Pipeline:** Forecasting, deal reviews, stage progression * **Tools:** HubSpot/Salesforce, Apollo, ZoomInfo, Gong/Chorus * **Parallel Dialing:** Experience with Orum, Nooks, or similar ### GTM Strategy & Execution **Market Development:** * ICP definition and TAM analysis * Competitive positioning and battlecards * Pricing strategy and packaging * Channel partnerships (especially for Indian market) * Product launch playbooks **Team Building:** * Hired and ramped 10+ sales reps * Created sales training curriculum * Built comp plans that drive behavior * Developed career progression frameworks * Experience with India + US hybrid teams ### Sales Operations & Automation **Process Building:** * Sales methodology implementation (MEDDIC, Sandler, etc.) * Lead scoring and qualification frameworks * Handoff processes (Marketing→SDR→AE→CS) * Win/loss analysis programs * Sales enablement content creation **Tech Stack Optimization:** * CRM configuration and automation * Sales engagement platform setup (Outreach, SalesLoft) * Lead enrichment workflows * Integration with product usage data * Dashboard creation for real-time visibility ### Portfolio-Specific Requirements **Multi-Product Selling:** * Cross-sell/upsell strategies across products * Bundle pricing and positioning * Managing different ICPs per product * Allocating resources across portfolio * Identifying product-market fit signals ### Team Management Approach **For SDR Team:** * Daily stand-ups and call blocks * 50 dials/day minimum with parallel dialing * LinkedIn + email + call orchestration * Clear promotion path to AE in 12-18 months **For AE Team:** * Weekly pipeline reviews * Deal strategy sessions for key accounts * Product certification programs * Shadowing and reverse-shadowing schedules **Performance Management:** * Activity metrics (calls, emails, demos booked) * Pipeline metrics (coverage, velocity, conversion) * Revenue metrics (new logos, expansion, retention) * Individual coaching plans based on call recordings ###