Head of Sales

About the Company

At Humantic AI, our mission is to humanize the internet. Our product is at the cutting-edge of AI, Psychology and large-scale data. We believe that we have an opportunity (and even a responsibility) to personalize and humanize how people interact over the internet; and an opportunity to inspire far more trustworthy relationships online than it has ever been possible before. We currently focus on selling ‘buyer intelligence’ to sales teams. We provide previously impossible insights about the buyers to our users, which help them personalize every interaction and build trustworthy connections that otherwise would not be possible. Gartner has listed us as one of the only 5 Sales AI products that enterprise sales teams should use. We are taught as part of coursework at universities like Indiana University and Baylor University. Our customers include enterprises like AWS, NextEra Energy and Cushman & Wakefield; startups like Domo, AcuityMD, Gitlab and even the sales team at the legendary Manchester United. And we have just about started

About the Role

We’re scaling our sales motion and looking for a co-pilot as we embark on our 1-to-100 journey. The current AE team is an integral part of the company and has played a pivotal role in creating the current playbook for our sales motion.

Responsibilities

• End-to-end pipeline management: Take ownership of the prospect journey starting from qualified meetings set by our lead generation team. Show up as the first point of contact in these meetings, define clear stages of the sales funnel, and continuously optimize each step to drive conversions through to close.
• Discovery and demos: Lead discovery calls, conduct compelling product demos for prospects; Work with Customer Success and Engineering to create custom demos that drive higher impact.
• Mentor and coach: Mentor the current team of AEs on best practices to close large ACV customers. Help current AEs close deals in the advanced stages by joining in as the senior persona from Humantic's sales team.
• Pilots: Manage pilots and demonstrate the value of Humantic for the specific use case of the prospect. Your project management game and proactiveness need to be top notch. Given the long sales cycle, which also involves pilots, you will need to project manage deals and steer them to victory through sheer hustle and proactiveness. Whether it is internal coordination with CS & engineers, or external follow ups with prospects, the deal owner (you) will need to act as a force of nature.
• Negotiate contracts, demonstrate Humantic’s value compared to legacy vendors and win deals.
• Implementation: Work with Engineering and Solutions to manage implementations and nudge prospects towards go-live.
• Exceed sales quotas.
• Instill best-in-class CRM hygiene for improved pipeline visibility.
• Drive product improvement: You will be closest to understanding our customers’ pain points and expectations, and thus their biggest champion. You will advocate for their needs in discussions with Product, Design and Engineering.
• Hire and build a team of AEs over time.

Qualifications

• 8+ years of experience selling B2B SaaS to US customers.
• Previous experience selling to Mid Market and Enterprise customers: Closed Enterprise deals, $75k+ ACV, ideally $100k+.
• Prior experience in coaching/managing junior AEs is a strong plus.
• Ability to build, manage and motivate a team.
• Prior success as one of the first AEs at a startup; comfortable working in a fast-paced, early stage startup environment.
• Track record of consistently beating your quota.
• Solid hustle and entrepreneurial mindset; Thrive under the uncertainty that comes with an early stage setup.
• Strong project management skills and proactiveness, given the long sales cycle and pilot (free trials) heavy nature of deals.
• Strong first-principles understanding of sales processes (e.g. MEDDPICC).
• MANDATORY: Willing to work in the US time zone (~4 am IST) on weekdays (Mon-Fri) because the majority of our clients are based in the US. You have flexibility on when you want to start your day in the afternoon (IST), or take breaks (e.g. family time, gym etc). This role will require you to stretch outside your comfort zone.
• Self-driven individual with high ownership and strong work ethic.
• Previous entrepreneurial experience is a huge plus.

Required Skills

• Strong project management skills.
• Ability to mentor and coach.
• Excellent negotiation skills.
• Strong understanding of sales processes.

Preferred Skills

• Experience in a startup environment.
• Prior experience in coaching/managing junior AEs.
• Entrepreneurial mindset.

Pay range and compensation package

OTE (Fixed + Variable): INR 70 - 100 lacs. We have hit product-market fit and are seeing strong demand for our product. If you are an ambitious salesperson, you can make significant upside in commissions ESOPs.