Head of Sales

As Head of Sales, you will own the revenue engine for our AI-enabled engineering services, including go-to-market strategy, repeatable sales processes, pipeline generation, and the closure of complex, outcome-based engineering engagements with clients across North America, Europe and Australia.

This is a player-coach role suited to a commercially strong leader with experience selling IT services, software engineering, or AI/ML solutions to CTOs, VPs of Engineering, product leaders, and executive stakeholders. You will personally lead prospecting, discovery, champion-building, solutioning, negotiation, and closing while developing the systems, playbooks, and team required to scale the function beyond individual contribution.

You will work closely with the Director of Growth and the leadership team, with the mandate to design, test, and continuously improve the sales motion. This is a high-agency, high-impact opportunity for someone who wants to build a sales organization from zero and take direct ownership of revenue outcomes.

• Define and execute TechKraft’s go-to-market strategy for AI-enabled engineering services across North American, European and Australian markets.
  
• Identify and prioritize target segments aligned to our ICP.
  
• Develop and refine value propositions tailored to key buyer personas.
  
• Position TechKraft clearly against AI-native agencies, traditional staff augmentation providers, and large enterprise technology partners by emphasizing outcome-based milestone pricing, nearshore delivery, ISO 27001:2022 certification, and flexible engagement models.
  
• Develop account-based selling strategies for high-value enterprise targets and strategic accounts.
  

• Build and manage a qualified sales pipeline with 5x coverage against revenue targets.
  
• Generate pipeline through outbound prospecting, inbound follow-up, partnerships, referrals, and industry events.
  
• Run multi-channel outreach campaigns (email, LinkedIn, cold calls) targeting C-suite and VP-level engineering and product leaders.
  
• Collaborate with marketing on thought-leadership content, case studies, webinars, and campaigns that feed the pipeline.
  
• Leverage AI tools for prospecting, lead enrichment, and pipeline management — build an AI-augmented sales motion from day one.
  

• Own the full sales cycle, including discovery, qualification, solution design, proposal development, pricing, negotiation, and closing.
  
• Sell complex, outcome-based engineering engagements.
  
• Lead client conversations around business outcomes and opportunity cost, positioning TechKraft’s value against measurable delivery impact rather than hourly rates.
  
• Collaborate with delivery and engineering teams to develop tailored technical proposals, statements of work, and milestone-based pricing structures.
  
• Guide clients through engagement model selection (Staff Augmentation vs. Managed Delivery vs. BOT) based on their current state, goals, and readiness.
  
• Navigate multi-stakeholder buying committees including technical, financial, and executive decision-makers.
  

• Own quota attainment, forecast accuracy, and regular revenue reporting to leadership.
  
• Implement and manage a CRM-driven sales process with disciplined pipeline hygiene, stage definitions, and conversion tracking.
  
• Define and track key sales KPIs: pipeline creation rate, conversion rates by stage, average deal size, sales cycle length, win rate by segment.
  
• Build sales dashboards and weekly review cadences for pipeline health, deal velocity, and risk identification.
  
• Establish a structured, repeatable sales process that can be taught to and executed by a growing team.
  

• Hire, coach, and manage a sales team (SDRs, Account Executives) as the function scales — starting lean and expanding based on pipeline and revenue growth.
  
• Create and maintain sales playbooks, objection-handling guides, competitive battle cards, and proposal templates.
  
• Conduct regular deal reviews, call coaching, and performance analysis to continuously improve sales execution.
  
• Build a culture of ownership, accountability, and continuous improvement within the sales team.
  
• Enable the team to sell outcome-based engagements rather than hourly billing, reinforcing a consultative and results-oriented sales mindset.
  

• Ensure smooth transition from sales to delivery/account management post-close, with complete context transfer.
  
• Maintain executive relationships with closed clients to identify expansion opportunities (pod scaling, BOT extension, new service lines).
  
• Gather win/loss feedback and client references to strengthen positioning and sales materials.
  
• Drive land-and-expand motion: initial pilot squad → managed delivery pod → full BOT engagement.
  

• 7+ years in B2B technology sales, with at least 3+ years in a sales leadership role (Head of Sales, Sales Director, VP Sales, or equivalent).
  
• Proven track record of selling complex IT services, software engineering, AI/ML solutions, or digital transformation engagements — not just SaaS products.
  
• Experience selling to CTOs, VPs of Engineering, Heads of Product, and C-suite executives at funded tech companies or enterprises.
  
• Demonstrated ability to build a sales function from the ground up — process, playbook, team, and pipeline — not just inherit and manage an existing one.
  
• Consistent history of meeting or exceeding revenue targets, with experience closing services deals.
  
• Experience with or strong understanding of staff augmentation, managed delivery, and/or Build-Operate-Transfer engagement models.
  

• Understanding of AI/ML, cloud (AWS/Azure/GCP), cybersecurity, data engineering, and software product development — enough to have credible conversations with technical buyers.
  
• Familiarity with AI-native engineering practices: LLM-assisted coding, prompt engineering, AI test generation, MLOps, and agent frameworks.
  
• Knowledge of the competitive landscape in AI-native services, forward deployed engineering, and IT outsourcing.
  
• Understanding of milestone-based, outcome-driven pricing models vs. traditional hourly billing.
  

• Full-cycle sales expertise: prospecting → discovery → solutioning → negotiation → closing.
  
• Consultative, solution-based selling approach — ability to diagnose pain and co-create solutions, not just pitch features.
  
• Proficiency with CRM systems (Zoho CRM, HubSpot, or Salesforce) and sales automation/AI tools.
  
• Strong written and verbal communication — ability to craft compelling proposals, executive summaries, and presentations.
  
• Data-driven mindset — comfortable building and analyzing sales dashboards, conversion funnels, and forecasts.
  
• Experience running an AI-augmented sales motion (AI for prospecting, nurturing, pipeline ops) is a strong plus.
  

• Founder-oriented — high agency, ownership mentality, comfortable building from zero.
  
• Comfortable in a fast-moving, pivot-stage environment where processes are being defined, not inherited.
  
• Outcome-obsessed — sells results and impact, not hours or headcount.
  
• Resilient and adaptable — willing to iterate on messaging, segments, and process based on market feedback.
  
• Commercially sharp — understands the economics of services businesses, pricing strategy, and gross margin.
  

• Fluency in English (written and spoken) — this is a client-facing role with international buyers.
  
• Nepali proficiency is a plus for local market engagement and team communication.
  

• Impact: Direct influence on TechKraft’s growth trajectory and market positioning.
  
• Autonomy: Full authority to design, build, and iterate the sales function from the ground up.
  
• Ownership: A real quota with real revenue accountability — not a ceremonial role.
  
• Compensation: Competitive base salary + performance-linked variable 
  
• Benefits: Flexible hours, health insurance, professional development budget, and access to AI tools and platforms.