Head of Sales

Job Description: Head of Sales 

eLocal - Driving the Growth Engine

eLocal is a leading online marketplace connecting consumers with local service providers. We are seeking a strategic and results-driven Head of Sales (reporting to the CEO) to lead our newly unified New Business Acquisition engine. This executive role is responsible for maximizing new revenue across all customer segments—from high-velocity transactional accounts (SMB) to large, complex strategic organizations (Enterprise).

This is a high-impact role requiring exceptional leadership, a deep understanding of the local service provider landscape, and a proven track record of driving revenue growth through a specialized, multi-segment sales model.

Key Responsibilities

As the Head of Sales, you will be responsible for defining and executing the strategy to drive new customer acquisition across the entire market:

1. GTM Strategy & Execution: Develop and execute the unified new business acquisition strategy to maximize revenue growth and achieve sales targets across both high-velocity (SMB) and strategic (Enterprise) selling motions.

2. Sales Leadership & Structure: Build, lead, and manage a high-performing, multi-tiered sales organization, encompassing SMB Account Executives (AEs) and Enterprise Hunters. This includes recruiting, training, coaching, and structuring teams for specialization (e.g., separating new sales from account management).

3. Cross-Segment Penetration: Design and implement coordinated sales strategies, including overlay models (e.g., for franchises, private equity-backed portfolio companies), to ensure seamless and maximized penetration of complex organizations that span multiple customer tiers.

4. Targeting and Segmentation: Identify and prioritize target markets and customer segments, and develop tailored sales strategies and value propositions to effectively penetrate these markets while maintaining the high-velocity motion for smaller accounts.

5. High-Value Deal Negotiation: Lead negotiations and close high-value enterprise deals and strategic partnerships, ensuring profitable and sustainable new business.

6. Sales Enablement & Collaboration: Collaborate closely with the SVP, Account Management on clean account handoffs (post-sale) and with Operations (RevOps/BI) to ensure the sales process is efficient and data-compliant. Collaborate with marketing to develop supporting enablement materials.

7. Performance & Accountability: Track and analyze sales performance metrics (e.g., pipeline velocity, conversion rates, close rates), providing regular reports to executive leadership and making data-driven recommendations for continuous improvement and maximizing Sales Productivity.

8. Market Intelligence: Monitor market trends, competitive landscape, and customer feedback to identify new business opportunities and maintain a competitive edge.

9. Process Enforcement: Drive adoption and adherence to sales processes and tools (e.g., Salesforce), collaborating with the COO’s team to enforce data hygiene and compliance rules necessary for scaling the GTM function.

Required Qualifications

1. Bachelor's degree in Business Administration, Marketing, or a related field (MBA preferred).

2. Proven track record of at least 10 years in sales leadership, with experience managing and scaling multi-segment or multi-channel sales teams (e.g., both high-velocity SMB and strategic Enterprise sales).

3. Demonstrated success in building, leading, and motivating high-performing sales teams, with a focus on driving new customer acquisition and exceeding targets.

4. Strong understanding of the online advertising marketplace or local service provider landscape.

5. Excellent communication and interpersonal skills, with the ability to build executive relationships and negotiate effectively.

6. Strategic thinker with the proven ability to develop and execute complex sales strategies that align with broader business objectives and organizational restructuring.

7. Analytical mindset with experience analyzing sales data, drawing insights, and making data-driven recommendations on compensation, resource allocation, and territory design.

8. Strong leadership and people management skills, with the ability to inspire and coach a diverse sales team toward a unified goal.

9. Proven ability to thrive in a fast-paced, high-growth environment and lead significant organizational change.

10. Familiarity with CRM software and sales automation tools (preferably including Salesforce and Apollo).

At eLocal, we are transforming how consumers connect with service providers. If you are a results-oriented executive leader ready to build and drive a world-class, unified sales organization, we invite you to join our dynamic team and maximize our market opportunity.