WaveInnova

Head of Sales

Posted 2 Months Ago

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Hiring Remotely in Mountain View, CA, USA

In-Office or Remote

250K-500K Annually

Senior level

Artificial Intelligence • Big Data • Internet of Things • Infrastructure as a Service (IaaS)

The Role

The Head of Sales will develop and execute global sales strategies, manage long sales cycles, and build a high-performance sales team while driving significant ARR growth.

Summary Generated by Built In

Role Overview

We are seeking a Head of Sales to build and scale WaveInnova’s enterprise revenue engine. This leader will own enterprise sales strategy, pipeline creation, deal execution, and sales team build-out, working directly with the CEO and product leadership.

This role is ideal for a sales leader who has closed complex, multi-year enterprise contracts and thrives in scaling revenue from early traction to $50M+ ARR.

Key Responsibilities

Revenue & Strategy

Own global sales strategy across enterprise and strategic accounts
Drive ARR growth through multi-year, high-ACV contracts ($250K–$5M+)
Define ICPs, vertical strategy (logistics, retail, pharma, manufacturing), and pricing models
Partner with leadership on forecasting, GTM planning, and board-level reporting

Enterprise Sales Execution

Personally lead and close Tier-1 enterprise deals
Manage complex sales cycles involving procurement, operations, IT, sustainability, and finance stakeholders
Build strong executive relationships with Fortune 500 customers and strategic partners
Negotiate contracts, pilots, renewals, and expansions

Sales Team & Infrastructure

Hire, train, and scale a high-performance sales team (AEs, SDRs, channel partners)
Establish repeatable sales processes, playbooks, and KPIs
Implement CRM discipline, pipeline hygiene, and predictable forecasting

Cross-Functional Leadership

Work closely with Product and Engineering to translate customer needs into roadmap priorities
Collaborate with Marketing on positioning, case studies, and demand generation
Support Investor Relations with revenue narratives and diligence materials

Ideal Candidate Profile

Required

10+ years of B2B enterprise sales experience (IoT, SaaS, logistics, industrial tech preferred)
Proven track record of closing large enterprise contracts ($1M+ ACV)
Experience scaling revenue from early traction to tens of millions in ARR
Strong executive presence and ability to sell to C-suite decision-makers
Hands-on leader comfortable both selling and building teams

Preferred

Background in IoT, supply chain, logistics tech, or industrial AI
Experience selling into large retailers, logistics providers, manufacturers, or pharma companies
Prior experience in venture-backed or growth-stage startups