The Head of Sales will lead and manage a sales team, focusing on B2B SaaS revenue growth, accountable forecasting, and pipeline management while collaborating with marketing and customer success teams.
AppFollow is a b2b SaaS that helps teams manage their app reputation at scale: we collect, analyze and manage reviews from app stores, trustpilot, steam and other sources. We help these teams build better through tracking feedback to optimizing app store presence and automating workflows (now with AI).
Role overview
A strong AE (top 10% track record) who has been leading or mentoring others informally and is ready to step into full ownership — hungry, analytical, and unafraid of building process from scratch.
A proven sales leader from a defined geo or segment who is ready to take ownership of a global org and scale it.
We're looking for sales team leader with ambition to grow revenue and scale GTM across the board with clear focus on outcomes (instead of outputs) implying predictability, measured results, clear reporting and cross-team collaboration. For sales process specifically it means consistent qualification, predictable forecasting, and the accountability structure.
It's a builder's role: you'll have authority to implement changes if dimmed required. As a part of the leadership team, you'll influence overall GTM strategy and collaborate with all team leaders on company's key projects.
You'll inherit current team of eight people (SDRs, AEs, MDR and Sales Ops)
This role is right for you if you're one of these two profiles:
Either way, you lead with data, hold yourself and others accountable, and would rather have a hard honest conversation today than manage a problem quietly until it becomes a crisis.
Key responsibilities & KPIs
- Day-to-day team management including things like:
- pipeline validation
- forecast review
- deal/pricing reviews
- call listening
- customer negotiations
- 1-1 w/team members
- etc.
- Close cross-team collaboration with CX, Marketing & Growth teams
- Leadership engagement:
- annual / quarterly / monthly targets planning & reviews (internal QBRs & MBRs)
- reporting & status updates
- pricing & packaging strategizing
- KPIs:
- Forecasted / Closed-won / Closed-lost MRR
- Team attainment
- Pipeline CRs (SQLs / SALs)
What We're Looking For
- Proven track record in B2B SaaS sales, ideally if you managed a small team at $5M-$20M ARR revenue stagу
- Hands-on Salesforce experience: reporting, pipeline review — holding the team accountable through data, not just conversations
- Experience with both inbound and outbound sales motions
- Ability to build and maintain a reliable forecast
- Strong communication skills to work with a remote, distributed team across US and EU time zones
- Comfort with ambiguity and incomplete infrastructure
- Previous sales experience in mobile apps ecosystem
- Deep familiarity with structured sales methodologies (MEDDIC or similar)
- Familiarity with sales engagement tools
- Experience in a founder-led, product-led company where sales and product work closely together
- Metrics-driven approach — you make decisions based on data, not gut feel alone
- Accountability and agency — you own outcomes, flag problems, and don't wait for commands
- Directness — you communicate clearly and honestly, even when it's uncomfortable
- Team player — you build trust across functions, not just within your own team
Must-haves:
Strong differentiators:
What we value:
What We Offer:
- Remote position and ability to work with top customers all over the globe
- Leadership position that allows you to execute your strategy & vision
- A lot of traveling opportunities: "go to interesting places & meet interesting people"
- We also do:
- Equity options & annual bonuses
- Quarterly & annual meetups + company all-hands offsite
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