Founding Head of Sales, Import Compliance

• Orchestra Compliance builds AI pre-filing compliance validation for US importers. Our platform flags the classification, origin, valuation, and PGA errors that trigger CBP and FDA holds before an entry is filed, with a cited audit trail behind every finding. US importers lost more than $754M to compliance errors in 2025, and CBP screening keeps tightening. We are early-stage and pre-revenue.

The role

We are hiring a founding Head of Sales to build our commercial engine from zero. You own the pipeline: find the importers who feel the pain, tell the story, run the demos, and close the first paying customers. This is a player-coach seat for someone who wants to build a sales motion, not inherit one, and to own a real piece of the company they help create.

What you will do

Own the full cycle: prospecting, discovery, demos, and closing the first customers.

Turn Orchestra's story into a clear, honest pitch.

Build the repeatable playbook: ICP, messaging, pricing, and objection handling.

Work the corridor and the importer community directly, and open doors we cannot open cold.

Bring the voice of the customer back to the product every week.

What you bring

5 years in B2B sales, with a track record of closing and building pipeline from scratch.

You have sold to, or built relationships with, US importers of regulated goods (food, produce, perishables, and Section 301, 232, AD/CVD, or UFLPA-exposed goods), or the customs brokers and freight forwarders who serve them, and you understand how they buy.

An established network in the customs, trade-compliance, logistics, or import community is a major advantage.

Comfort selling a technical product to a skeptical, relationship-driven buyer.

A founder's mindset: comfortable with ambiguity and building the machine yourself.

Nice to have

Experience selling trade-compliance or customs software (for example CargoWise, Descartes, Avalara, Thomson Reuters ONESOURCE or GTS, e2open) or brokerage and freight-forwarding services.

English and Spanish bilingual (US-Mexico corridor).

Compensation

Commission-first founding role. No base salary initially; a base is introduced as revenue scales. Uncapped commission on first-year contract value, paid as cash is collected. Illustrative year-one on-target commission is roughly $40,000 to $70,000 depending on deals closed, with real upside beyond that. 1.0 to 2.0% founding equity, vesting over four years with a one-year cliff. Fully remote, US-based.

To apply, email Orchestra@orchestracompliance.com with a short note on what you have sold, the importers or trade community you know best, and one deal you are proud of closing.