Head of Sales

Harper

. Own Harper's revenue number, sales motion, new business, pipeline, and committed forecast .

Posted 11/9/2026full-timeRemote • United StatesLead💰 $225,000 - $325,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates extensive experience in enterprise software sales, including pipeline development, account management, and partner-led selling. Proven ability to lead sales teams, manage complex deals, and drive revenue growth in fast-paced environments.

Highest-signal resume keywords

10+ Years Selling Enterprise SoftwareExperience Selling Databases And Data PlatformsLeading Quota-Carrying SellersExperience With Channel And Partner-Led SellingHands-On Experience With Salesforce

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ForecastingPipeline DevelopmentQuota SettingComplex Deal ManagementUsage-Based PricingDeal Economics UnderstandingSales EnablementAccount Qualification CriteriaRevenue Retention StrategiesEnterprise Deal Closing

Soft Skills

Excellent Communication SkillsComfort With AmbiguityOwnership And AccountabilityCollaboration With Technical And Business Buyers

Tools & Technologies

SalesforceHubSpotGoogle WorkspaceSlackZoom

Industry Keywords

AI-Adjacent WorkloadsCDNCloud InfrastructureEdge ComputingReal-Time DataData Delivery SolutionsSystems IntegratorsRetail And Commerce SalesVenture-Backed Sales FunctionsMulti-Stakeholder Deals

Tech Stack

Tools & technologies

AWSCloudGoogle Cloud Platform

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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