Head of Sales

Diveplane, headquartered in Raleigh, NC, is a technology startup dedicated to keeping humanity in Artificial Intelligence. With the proliferation of AI tools, there has never been a more critical time to support the ethical use of technology and data. We believe in responsible AI, meaning machines ought to preserve, amplify, and empower the best intentions of those that use them. Our solutions are explainable, auditable, and editable. We are a small but mighty team, aiming to fundamentally change the Artificial Intelligence landscape for the better.

We are looking for a sales leader to build and administer a global revenue generation team, including its processes, structure and tooling. The AI/ML industry is nascent, and we are in our early days of market discovery, so this leader must be innately curious, highly adaptable, and have the humility to learn from an environment that is constantly changing. Our ideal candidate is data-driven, collaborative, and has a "roll-up-your-sleeves," player-coach mentality. He or she is a committed people leader who will value the growth of our team members as much as the growth of our revenue.

Responsibilities

• Build and scale our global revenue team, including pre-sales, sales engineering, sales, and potentially customer success in order to drive growth and capitalize on a massive market opportunity
• Develop and manage sales pipeline, prospect and assess sales opportunities, and advance multiple complex deals through the sale pipeline simultaneously
• Determine the ideal go-to-market structure, taking into account our market and organization's stage and our key buying personas
• Define key performance indicators and other metrics for the sales function, monitor them closely and report them regularly and transparently to the leadership team
• Identify and implement the optimal software and tooling to drive efficiency, success, and scalability
• Be a student of the AI/ML market and conduct critical market discovery to inform both product roadmap and the organizational structure to support our growth
• Report market discovery back into the broader organization; partner closely with SDR team to refine and improve lead generation efforts
• Create, document and teach repeatable, high value sales plays
• Partner closely with product and engineering leaders to distill client insights and market intelligence into actionable product and feature priorities
• Attend network/trade events and, where appropriate be prepared to publicly speak on behalf of Diveplane
• Promote a strong culture of curiosity and collaboration

Requirements

• 7-12 years experience selling software into large enterprises, with at least 4 years of experience managing a team or teams of other sales reps and lead generation reps
• Demonstrated ability to build and manage a team while also directly managing own deals
• Proven success building a scalable revenue function from a small team in an early-stage technology company
• Experience with cross-functional market/product discovery efforts
• Excellent leadership, communication, interpersonal and customer service skills
• Great strategic planning, organizational and creative-thinking skills
• Uncompromising integrity
• Strong quantitative, analytical, and conflict-resolution skills
• Experience selling AI/ML software preferred
• Previous sales into financial services enterprises preferred
• A bachelor's or master's degree in a computer science or business-related field preferred
• Ability to travel
• Local candidates strongly preferred. If not local, must be within a direct flight to RDU.
• No jerks allowed.

Benefits

• Health Care Plan (Medical, Dental & Vision)
• 401K
• Flexible PTO
• Hybrid work environment