Founding Head of Sales – Versori (by Avalara)

Avalara

17h•Remote

About The Position

Versori is looking for an exceptional Head of Sales to build and lead the USA commercial function from the ground up. This is a rare opportunity to join a fast-moving integration platform company at an inflection point, with a proven product, a live commercial base already contracted by the UK team, and an active partnership with one of the most significant tax compliance technology companies in the world. You will be the first senior commercial hire in the USA. You will design the sales playbook, hire and ramp the team, set the commercial standards and be personally accountable for the USA GTM revenue target. You will also be Versori's most senior commercial face in the Avalara partnership, working directly with the Avalara Partnerships and Alliances team to drive both the partner GTM and BD streams. This is a fully remote role, with candidates required to be based in or aligned to the East Coast time zone.

Requirements

10+ years of B2B SaaS sales experience, with at least 3 years in a sales leadership role
Proven track record of building and scaling a SaaS sales team from early stage to significant ARR
Deep experience selling integration, middleware, API platform or workflow automation products to technical and commercial buyers
Strong understanding of the mid-market technology buyer: IT Directors, CTOs and Heads of Engineering at companies with $20M to $500M in revenue
Experience with partnership-led or channel sales motions in addition to direct outbound
Outstanding pipeline discipline, forecast accuracy and CRM rigour
A player-coach mentality: willing to close deals personally whilst building a team around you
Experience working with or alongside a major technology partner programme is a significant advantage
Existing network in retail technology, ERP or supply chain software is highly desirable
Experience using AI and AI-related technologies, ready to thrive here.
Apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.
Grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too.

Responsibilities

Owning the USA commercial strategy and the direct GTM revenue target for 2026
Hiring, onboarding and managing the full USA commercial team: 2 Account Executives, 1 Account Manager, 1 Sales Engineer, 1 SDR and 1 Partnerships Lead
Building Versori's USA sales playbook: ICP targeting, messaging, discovery framework, objection handling and deal progression criteria
Setting individual targets for each team member and managing performance against those targets on a weekly basis
Acting as the senior commercial relationship owner for the Avalara partnership, working directly with the Avalara Partnerships and Alliances team
Running the weekly pipeline review, forecasting accurately to the CEO and maintaining CRM hygiene standards across the team
Personally closing strategic deals, particularly in the first two quarters whilst the team is ramping
Collaborating with the UK commercial team to ensure consistent commercial standards across geographies
Feeding market intelligence and customer feedback into the product roadmap through structured quarterly sessions with the product team