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
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