Head of Sales

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $225k - $325k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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Harper

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2017

☁️ SaaS

🤖 Artificial Intelligence

🔌 API

💰 Private Equity Round on 2024-06

SaaS • Artificial Intelligence • API

Harper is a developer-focused platform and unified runtime that combines a database, in-memory cache, application logic, messaging/pub-sub, vector search/embeddings, and API (REST/GraphQL) endpoints into a single deployable system. It is designed to run AI agents, real-time streaming apps, e-commerce backends, and full‑stack applications with lower latency and fewer external services — offering built-in agent memory, semantic caching, replication, and schema‑driven APIs. Harper positions itself as a production-grade runtime (open source components and a hosted Fabric) to simplify building, deploying, and scaling apps that need fast data access, real-time streams, and integrated AI capabilities.

📋 Description

• Own Harper's revenue number, sales motion, new business, pipeline, and committed forecast • Personally open new accounts, qualify opportunities, run pilots, and close enterprise deals • Build and work a named target-account list aligned with the ideal customer profile • Generate qualified opportunities quarterly against a CEO-agreed scorecard • Lead with named use-case solutions and bundles • Run pilots on standard terms with clear success criteria and convert pilots to paid contracts • Identify early customers for AI-adjacent workloads • Turn channel relationships into sourced pipeline and closed deals with the Partnerships lead • Co-sell with channel and cloud partners and grow partner revenue • Establish deal registration and partner attribution processes • Ensure new partners have signed agreements, clear fees, and support models • Lead the Enterprise Account Manager and drive expansion in existing accounts • Protect gross revenue retention and broaden the revenue base • Define stage exit criteria, close plans, and paper paths for opportunities • Run weekly pipeline reviews using clean Salesforce data • Own the committed forecast and align Salesforce, Finance, and operating-model figures • Measure stage conversion and win rate and use closed-lost data to refine market focus • Build the sales team and hire future revenue roles • Design commission plans with Operations and Finance • Enable field engineers and solutions teams on discovery, business cases, and pilots • Partner with Marketing on sales enablement, solution one-pagers, and pricing

🎯 Requirements

• 10+ years selling enterprise software • Significant experience selling databases, data platforms, CDN, cloud, or developer infrastructure to large enterprises • 3+ years leading quota-carrying sellers or account managers • Experience setting quotas and running a forecast • Personally closed new enterprise deals in the last 12 months • Network of buyers and sellers to call and recruit from • Experience with channel and partner-led selling through CDNs, hyperscalers, resellers, or systems integrators • Experience developing pipeline review processes with qualification criteria • Experience with complex six-figure, multi-stakeholder deals involving pilots or proofs of concept • Experience with usage- or consumption-based pricing • Understanding of deal economics and gross margin; ability to hold a price floor • Comfort with ambiguity, ownership, fast-moving, early-stage environments, and accountability for outcomes • Excellent communication skills with technical and business buyers • Ability to provide the CEO and board with a clear, honest view of the number • Preferred: Experience selling with or through Akamai, Fastly, AWS, GCP, or a global systems integrator • Preferred: Experience selling to large retail and commerce companies • Preferred: Experience building a sales function at a venture- or PE-backed company, including first commission plans • Preferred: Experience with edge computing, real-time data, caching, or data delivery solutions • Nice to have: Hands-on experience with Salesforce and HubSpot • Nice to have: Familiarity with AI and agent workloads and their infrastructure • Nice to have: Fluency with AI tools for research, account planning, and forecasting • Experience with Salesforce, HubSpot, Google Workspace, Slack, and Zoom

🏖️ Benefits

• On-target earnings of $375,000–$540,000 at a 60/40 base-to-variable split • Variable compensation tied to new business closed against the committed number • Remote work • Leadership opportunity with high ownership and direct CEO reporting

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