Team leadership: hire, onboard, coach, and develop upsell AEs from 2 to 8 reps by end of year
Playbook execution: refine and document the upsell sales motion for the Sequencing product; train the team and iterate based on data
Build process to help track the function looking at both leading and lagging indicators of success
Pipeline & forecast: own team ARR targets, call pipeline weekly, and report accurately to senior leadership
Cross-functional partnerships:
CS: align with Sandy and the CS team on account handoffs, health signals, and expansion timing
Product: partner with Rohan to channel customer and field feedback; actively shape the roadmap conversation
Deal quality: review non-standard deals, uphold pricing guardrails, and keep revenue clean
Recruiting: actively pipeline upsell AE talent as the team scales

10+ years of B2B SaaS sales experience, including 5+ years managing AEs or post sales teams
Excellent coach for reps and willing to co-sell on large accounts to ensure team performance
Demonstrated success in upsell, expansion, or land-and-expand motions — not just new logo
Strong coaching instinct: you raise rep performance through structured observation, feedback loops, and development plans
Cross-functional fluency: you naturally partner with CS and Product without being pushed
Data-driven: you use metrics to diagnose problems, not just report outcomes
Builder mindset: you have operated without a fully baked playbook and thrived. Willing to build process.
Familiarity with AI-powered sales tooling or the sales development / sequencing category
Prior experience working closely with a founder or product-led leadership team

Head of Sequencing, Sales

Key skills