ОПИС ВАКАНСІЇ
Sales Team Lead / Head of salesWe’re the #1 lead-gen marketplace in the U.S. We move fast, measure everything, and expect our Sales Lead to be tough, numbers-obsessed, and systematic. Your job: build a predictable, repeatable inside-sales engine that hits targets without «happy ears».
MissionOwn the outbound + inbound conversion machine end-to-end: define ICP, sharpen messaging, install cadences, enforce CRM hygiene, coach reps hard, and turn weekly activity into forecastable revenue.
What You’ll Own
ICP & Segmentation: Define the narrowest winning niches (by GEO, line of business, agency size, buying triggers)
Pipeline Creation: Build predictable Seeds / Nets / Spears motion (customer referrals, content/partners, targeted outbound).
Playbooks & Cadence: Scripts, objection library, email/LI/phone sequences, discovery frameworks, qualification (e.g., MEDDPICC/BANT).
Funnel Instrumentation: Stage definitions, entry/exit criteria, conversion math, 3−4x pipeline coverage, forecast hygiene.
Coaching System: Weekly 1:1s, call reviews (≥2 per rep/week), role-plays, scorecards, and performance plans where needed.
Revenue Integrity: No sandbagging, no wish-casting—forecast accuracy ±10%.
Cross-Functional: Tight loops with Growth/Marketing, Supply, and Ops to align lead quality, routing, and SLAs.
Compliance: Sales behaviors aligned with TCPA/DNC and consent workflows. 
 
What You’ll Do (Day-to-day)
Run a crisp operating rhythm: Daily standups → Weekly pipeline review → Monthly QBR.
Manage a small, sharp team (SDRs/BDRs → AEs); specialize roles where it increases throughput.
Enforce CRM truth: 100% activity logging, next steps, close dates, probabilities, and exit criteria per stage.
Partner with Marketing on lead SLAs, MQL→SQL definitions, and feedback loops to improve targeting and creative.
Build the sales content stack: talk tracks, one-pagers, ROI math, case studies.
Report leading indicators (inputs) and lagging outcomes (revenue) with driver trees. 
 
Success Metrics (your scoreboard)
Pipeline creation / rep / week: target set (e.g., $X qualified pipeline).
Stage conversion rates: MQL→SQL, SQL→SAO, SAO→Win (each with baselines and targets).
Meeting-set rate & Show rate; Discovery-to-Proposal %, Win rate, Sales cycle (days).
Forecast accuracy: within ±10% monthly; pipeline coverage 3−4x next-month quota.
Rep productivity: quota attainment %, ramp time, time-to-first-deal.
Process health: CRM hygiene ≥95%, follow-up SLA p90 < 24h. 
 
30/60/90-Day Outcomes30 days
Audit funnel & data; publish ICP v1 and stage definitions with exit criteria.
Stand up base cadences (phone/email/LI) and discovery framework.
Install dashboards (activity → meetings → pipeline → revenue) and coaching rhythm.
60 days
Hit ≥80% adherence to cadences and CRM hygiene.
Pipeline coverage ≥2.5x next-month quota; forecast accuracy ±15%.
Objection library v1; 2 repeatable talk tracks with proof of impact.
90 days
Pipeline coverage ≥3x; forecast accuracy ±10%.
Lift SQL→Win by +20% vs. baseline and reduce cycle time by −15%.
Two new «spear» campaigns (high-intent niches) generating ≥30% of new pipeline. 
 
Must-Haves
4−7+ years in high-velocity inside sales (preferably lead-gen, adtech, proptech, or adjacent).
Team leadership experience: hiring, ramping, coaching, and performance management.
Ruthless with numbers: pipeline math, driver trees, forecasting, A/B tests, and quota design.
System builder: turns messy inputs into playbooks, cadences, and dashboards.
Tools fluency: CRM (SFDC/HubSpot), sequence tools (Outreach/Salesloft), call recording (Gong/Grain), LI Sales Nav, basic BI.
English C1. US-friendly hours. 
 
Nice-to-Haves
Experience selling to agencies/brokers (insurance, performance marketing).
Built specialized teams (SDR vs AE vs AM/CSM) and comp plans tied to inputs + outcomes.
Familiarity with TCPA/DNC basics and consent/QA workflows. 
 
What We Offer
Remote-first, high-autonomy, and very high speed.
Competitive base + performance bonus
A strong AI team (4 Prompt Engineers + Chief of AI) to automate prospecting, research, and follow-ups.
We’re okay with smart mistakes—we care about learning speed.
After 1 month, we fund any courses/trainings/coaching you want.
 
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