Head of eCommerce, New Business Sales

Accountabilities: • Lead and scale the outbound new-business sales organization, establishing repeatable processes that consistently convert qualified pipeline into revenue.

• Develop and implement sales playbooks that move teams from high-volume prospecting toward strategic, account-based selling and consistent execution throughout the sales funnel.

• Manage and coach Sales Directors and Account Executives through structured pipeline reviews, accurate forecasting, performance management, and ongoing professional development.

• Build a predictable pipeline-generation engine by partnering closely with Marketing, aligning inbound and outbound strategies, improving lead quality, and leveraging intent data.

• Establish disciplined sales operating rhythms, reporting practices, forecasting processes, and performance standards to support sustainable revenue growth.

• Champion AI-powered prospecting, workflow automation, and modern sales technologies to improve productivity, coaching, and pipeline generation while maintaining a consultative customer experience.

• Represent the organization externally through industry events, panels, podcasts, and strategic conversations with enterprise eCommerce marketers and industry leaders.

• Partner cross-functionally with Revenue Operations, Enablement, Product Marketing, and other teams to align go-to-market execution and improve sales effectiveness.

• Build a culture centered on accountability, coaching, performance, career development, and continuous improvement across a diverse sales organization.

Requirements

• Proven leadership experience scaling high-performing outbound B2B sales organizations with responsibility for pipeline, forecasting, and revenue performance.

• Deep experience selling into eCommerce organizations, particularly within SaaS, account-based marketing, demand generation, MarTech, or adjacent technology environments.

• Strong understanding of modern eCommerce and marketing personas, buying processes, and enterprise sales motions.

• Builder's mindset combined with strong operational discipline and the ability to establish repeatable processes in a fast-growing environment.

• Experience across transactional and enterprise sales motions, with exposure to AdTech, MarTech, programmatic advertising, DSPs, B2B intent platforms, or related marketing technologies preferred.

• Strong knowledge of CRM reporting, pipeline analytics, forecasting, and intent-data platforms such as 6sense, Demandbase, or Bombora.

• Demonstrated ability to collaborate with Marketing, Revenue Operations, Enablement, and Product teams to improve demand generation, pipeline quality, and go-to-market execution.

• Exceptional communication, presentation, negotiation, and executive presence, with confidence representing the organization with customers, partners, and at industry events.

• Strong coaching and people-management capabilities, including experience managing sales leaders or other people managers.

• Comfortable using AI tools and modern sales technologies to enhance prospecting, workflows, productivity, and sales execution.

• Ability to operate strategically while maintaining strong attention to execution, metrics, accountability, and customer outcomes.

Benefits

• U.S. base salary range of $172,000–$236,500 USD, with final compensation determined by factors including experience, skills, education, certifications, and organizational needs.

• Potential eligibility for additional compensation such as annual bonuses, commissions, equity awards, and a comprehensive benefits package.

• Remote-first work environment.

• Retirement savings programs, including 401(k), pension, or equivalent programs depending on location.

• Competitive paid time off packages, including birthday time off.

• Health benefits beginning on the first day of employment.

• Comprehensive mental health care and well-being resources.

• Work-from-home reimbursement.

• Optional global WeWork membership and access to workplace hubs in select locations.

• Robust training and onboarding programs.

• Support for professional development initiatives such as conferences, courses, and books.

• Access to programmatic advertising courses and certifications to support continuous learning.

• Parental leave programs.

• Collaborative, welcoming, and supportive work culture.

• Social and team events.

• Benefits and perks may vary depending on country of employment and the nature of the engagement.

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