Head of Sales, Marketing

. Own the full revenue engine across two platforms, including strategy, pipeline, brand and partner channel .

Posted 10/23/2026full-timeCape Town • South AfricaLeadWebsite

Tools & technologies

AWSCloud

Key responsibilities & impact

Own the full revenue engine across two platforms, including strategy, pipeline, brand and partner channel
Carry total new ARR and qualified pipeline targets across both business lines, aiming for 3–4x quarterly target coverage
Set annual and quarterly go-to-market plans covering segments, channels, budget and campaign themes
Run the quarterly planning cycle
Own pricing and deal structures, including outcome-based gain-share models and cloud marketplace commercial terms
Report revenue, pipeline and marketing performance monthly to the CEO and board
Own the Dream 100 account list and build executive relationships in the top 20 accounts
Lead and close top-tier enterprise opportunities with CIO, CFO and CISO buyers
Manage executive relationships with Microsoft, AWS and Google partner leadership and sponsor the co-sell motion
Represent 1Nebula’s category story with analysts, at events and in flagship publications
Hire, develop and lead the department across demand, operations & AI, creative, product marketing and two outbound roles
Set quarterly OKRs and development plans and manage performance
Build a weekly operating rhythm with clear SLAs
Partner with Product, Customer Success and Finance on roadmap input, expansion pipeline, references and CAC/payback
Personally close strategic enterprise deals while building an AI-native, seven-person team and repeatable growth systems

What you’ll need

10+ years in B2B software revenue roles
At least 4 years leading combined sales and marketing functions, or closely partnered functions
Track record closing enterprise SaaS deals with C-level buyers (CIO/CFO/CISO), ideally in FinOps, ITAM/TEM, cloud management or adjacent categories
Experience building or scaling a GTM team in a $2M–$20M ARR software business
Comfort operating hands-on without large supporting functions
Working knowledge of hyperscaler partner ecosystems (co-sell, marketplaces, MDF), or proven ability to build it fast
Fluency with a modern revenue stack, including HubSpot or equivalent CRM, attribution and ABM tooling
Comfort managing an AI-augmented team
Board-level communication skills, including crisp written reporting and confident presentation of plans, results and trade-offs
Experience selling direct-to-enterprise and through partners at the same time (preferred)
Exposure to usage-based pricing, FinOps or telecom/technology expense domains (preferred)
Experience in a founder-led, self-funded business (preferred)

Comp & perks

20 leave days per year
One “mulligan day” each quarter after meeting all deliverables (4 extra leave days annually)
High-spec laptops
Well-being program
Employee support services
Paid Microsoft courses and certifications
Training allowance every 2 years for a non-work-related hobby
Culture and Social Responsibility initiatives
Free Gap cover