Head of Revenue

Head of Revenue Location: Remote-first (Atlanta, GA hub available) Type: Full-Time Department: Revenue & Growth About Journey Foods Journey Foods is a technology company on a mission to make ingredient-transparent, data-driven solutions accessible at scale. We operate at the intersection of data, software, and supply chain innovation—partnering with manufacturers, retailers, and brands to modernize how products are sourced, formulated, and brought to market. As a VC-backed, high-growth startup, Journey Foods is building a modern revenue engine focused on strategic accounts, scalable partnerships, and long-term customer value. This is an opportunity to join early, work directly with the founder/CEO, and help shape how go-to-market, account strategy, and the revenue organization evolve. About the Role Journey Foods is seeking a Head of Revenue to own and scale the commercial function end-to-end. This is a player-coach role: this leader will carry an individual quota, lead key strategic deals, and build and manage a team covering both startup and enterprise accounts. This role is responsible for driving net-new acquisition and for ongoing account management, expansion, and upsell across a diverse value chain—from early-stage companies to large, global enterprises. The role will also be visible in the market through conferences, events, and community engagements and will turn that visibility into pipeline and long-term relationships. What You’ll Do Revenue Ownership & Deal Leadership - Own and exceed individual and team revenue targets across Journey Foods’ product and service portfolio. - Lead full-cycle strategic deals from prospecting and qualification through negotiation and close, including complex $10K–$300K+ individual agreements and broader seven- to eight-figure revenue responsibility across the book of business. - Design and execute go-to-market motions tailored to different segments (startup, mid-market, enterprise) and positions along the value chain. - Represent Journey Foods at conferences, partner events, customer meetings, and community engagements, using these touchpoints to generate pipeline and deepen executive relationships. Account Management & Expansion - Own strategic account management for key customers after the initial sale, with a focus on retention, expansion, and long-term account value. - Build repeatable motions for upsell and cross-sell across product lines, partnering with Customer Success and Operations. - Segment accounts by size, maturity, and potential and align them with team members who specialize in startup accounts versus larger enterprise accounts. - Develop segment-specific approaches for managing early-stage customers, growth-stage companies, and large enterprise accounts. Pipeline, Forecasting & Process - Implement rigorous pipeline management, forecasting discipline, and account management processes using HubSpot as the core CRM for both new business and expansion opportunities. - Define clear lifecycle stages across prospecting, deal execution, post-sale account management, renewal, and upsell/cross-sell activity, and ensure they are consistently applied across the team. - Maintain a reliable forecast with visibility into pipeline health, account progression, expansion opportunities, and revenue risk across startup, mid-market, and enterprise segments. - Use HubSpot data, dashboards, and reporting to improve conversion, account growth, team accountability, and executive visibility. Team Leadership & Value Chain Coverage - Act as a player-coach: actively selling while leading and developing a team that covers different parts of the value chain. - Hire, train, and mentor team members who specialize in startup and early-stage accounts and in larger enterprise and strategic accounts. - Build operating rhythms, playbooks, and performance expectations that support both fast-cycle startup deals and longer enterprise sales cycles. - Create a culture of collaboration, accountability, and continuous learning across the revenue team. Strategic Collaboration & Market Presence - Partner closely with the CEO on top accounts, executive closings, and strategic growth initiatives. - Collaborate cross-functionally with Product, Engineering, Data, and Operations to ensure offerings match market needs and support long-term account growth. - Represent Journey Foods in industry communities, panels, and events, and translate those interactions into strategic relationships and commercial opportunities. - Stay current on market trends, competitive dynamics, and evolving buyer needs, and use those insights to refine positioning and messaging. What You Bring Experience & Sales Skills - 5+ years of B2B sales, business development, or revenue leadership experience, including responsibility for both new business and post-sale account growth. - Proven track record closing complex, multi-stakeholder deals in the $10K–$300K+ range while contributing to seven- or eight-figure total revenue outcomes. - Experience managing a portfolio that includes both startups and larger enterprises, with different motions and sales cycles. - Must be proficient in HubSpot CRM, including pipeline management, reporting, dashboards, and sales analytics for both acquisition and account management. - Comfort operating across multiple product lines and adapting an approach to diverse buyer profiles and use cases. Mindset & Traits - A true people person who builds trust quickly and maintains strong, long-term relationships across technical, commercial, and executive stakeholders. - Entrepreneurial and intrapreneurial mindset with experience in VC-backed or high-growth environments where teams, processes, or markets were built or scaled. - Strong process orientation, with the ability to introduce structure and discipline into a fast-moving environment without stifling agility. - Comfort with regular travel for client meetings, industry events, and community engagements as part of the role. - Clear alignment with Journey Foods’ mission and interest in innovation across data, supply chain, and product development. Bonus Points - Experience in food tech, CPG, supply chain, or adjacent data/platform businesses. - Background in SaaS or platform-based sales with recurring revenue models. - Existing network across startup ecosystems and enterprise buyers. - Prior experience in founder-led companies where you partnered closely with leadership on market strategy and account planning. Compensation & Benefits - $130K–$170K base salary, commensurate with experience. - Performance-based commission. - Equity participation. - Health, wellness, and retirement savings plan. - Flexible PTO. - Remote-first with optional access to the Atlanta, GA office. - Employment structure may be W-2 or 1099, depending on the candidate and final agreement.