6sense - Head of Sales, East
Requirements
• 10+ years of B2B SaaS sales experience with progressive leadership responsibility, including second-line leadership (leaders of leaders) • 10+ years of B2B SaaS sales experience with progressive leadership responsibility • Proven track record of owning and exceeding multi-million ARR targets at a regional or segment level • owning and exceeding multi-million ARR targets at a regional or segment level • Demonstrated success leading multi-layered sales organizations across Strategic, Enterprise, and Commercial segments • leading multi-layered sales organizations across Strategic, Enterprise, and Commercial segments • Experience building and scaling high-performing sales teams and leadership benches (Directors, Managers, and AEs) • high-performing sales teams and leadership benches • Strong experience selling complex, high-value solutions into C-level stakeholders and engaging in executive-level deal strategy • selling complex, high-value solutions into C-level stakeholders • Demonstrated ability to operate as a regional business owner, with accountability for forecast accuracy, pipeline health, and revenue outcomes • operate as a regional business owner • Experience driving cross-functional alignment with Marketing, Customer Success, Solutions Consulting, and RevOps • cross-functional alignment • Deep expertise in managing both high-velocity and complex sales motions simultaneously • both high-velocity and complex sales motions simultaneously • Consistent track record of hiring, developing, and retaining top sales talent and leaders • hiring, developing, and retaining top sales talent and leaders • Experience scaling GTM teams in a high-growth or startup environment • Familiarity with marketing technology, data platforms, or revenue AI ecosystems • Experience influencing territory design, quota setting, and compensation planning • Deep understanding of multi-stakeholder, enterprise-level sales cycles • Strong executive communication and leadership presence • Base Salary Range: $180,000 - $235,000. The base salary range represents the anticipated low and high end of the base salary range for this position. Actual salaries may vary and may be above or below the range based on various factors, including but not limited to work location and experience. The base salary is one component of 6sense’s total compensation package for this position. Other compensation may include a bonus program or commission plan, and stock options if approved by 6sense’s board. In addition, 6sense provides a variety of benefits, including generous health insurance coverage, life, and disability insurance, a 401K employer matching program, paid holidays, self-care days, and paid time off (PTO). #Li-remote • Notice of Collection and Use of Personal Information for California Residents: California Recruitment Privacy Notice and Policy
Responsibilities
• Regional Ownership & Strategy • Own full revenue accountability across Strategic, Enterprise, and Commercial segments within your region • Strategic, Enterprise, and Commercial segments • Execute a segment-specific, regionally aligned GTM strategy • segment-specific, regionally aligned GTM strategy • Optimize coverage, segmentation, and resource allocation to maximize growth across varied deal sizes and sales cycles • Drive predictable pipeline generation, forecast accuracy, and revenue attainment • Identify whitespace and expansion opportunities across all customer tiers • Leadership & Team Development • Lead a multi-layered organization of Directors, Managers, and Account Executives • multi-layered organization • Build a strong leadership bench—developing leaders of leaders in your region • leaders of leaders • Attract, hire, and retain top-tier talent across segments • Establish a high-performance culture grounded in accountability, coaching, and continuous development • Deal Strategy & Execution • Act as executive sponsor on key Strategic and Enterprise deals • key Strategic and Enterprise deals • Drive disciplined deal inspection and pipeline management across all segments • Balance long-cycle, high-value deals with high-velocity Commercial execution • high-velocity Commercial execution • Customer & Executive Engagement • Build relationships with senior stakeholders across CMO, CRO, and RevOps functions • CMO, CRO, and RevOps functions • Position 6sense as a trusted partner across customer segments, from Commercial to Strategic accounts • Cross-Functional Leadership • Partner with Marketing, Customer Success, Solutions Consulting, and RevOps to align on pipeline, conversion, and expansion • pipeline, conversion, and expansion • Influence territory design, capacity planning, and segment strategy • Provide field insight to inform product and GTM decisions • Operational Excellence • Drive consistent forecasting, pipeline hygiene, and data-driven decision making • Establish scalable, repeatable sales motions tailored to each segment • Monitor key metrics and proactively adjust strategy to achieve targets • What Great Looks Like (Leadership Traits) • Customer-Obsessed – Understands distinct needs across segments • Customer-Obsessed • Segment-Aware Operator – Balances velocity (Commercial) with complexity (Strategic/Enterprise) • Segment-Aware Operator • Builder & Scaler – Proven success building multi-segment sales organizations • Builder & Scaler • Executive Presence – Credible with C-level stakeholders internally and externally • Executive Presence • Strategic + Hands-On – Equally comfortable setting direction and diving into deals • Strategic + Hands-On • Talent Developer – Builds leaders and leadership pipelines • Talent Developer • Metrics-Driven – Leads with rigor, accountability, and data • Metrics-Driven • Collaborative Leader – Drives alignment across GTM functions • Collaborative Leader • High Integrity – Leads with trust and transparency • High Integrity
Benefits
• Full-time employees can take advantage of health coverage, paid parental leave, generous paid time-off and holidays, quarterly self-care days off, and stock options. We’ll make sure you have the equipment and support you need to work and connect with your teams, at home or in one of our offices. • We have a growth mindset culture that is represented in all that we do, from onboarding through to numerous learning and development initiatives including access to our LinkedIn Learning platform. Employee well-being is also top of mind for us. We host quarterly wellness education sessions to encourage self care and personal growth. From wellness days to ERG-hosted events, we celebrate and energize all 6sense employees and their backgrounds.
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