Head of Growth

SqlDBM

20h • Remote

About The Position

We are hiring a Head of Growth to own everything that happens before an opportunity reaches an Account Executive. You will be accountable for all pipeline: its volume, its quality, and its predictability. You will build it through two engines: a repeatable outbound and inbound motion run by our BDR team, and a partner-sourced motion that you will build and personally carry before you scale it.
This is a builder's role. The BDR function is two people today. The partner function is one person. You will inherit a product with real enterprise pull and customers who reference well; what is missing is the system that converts that pull into a forecastable stream of qualified pipeline. You will design that system, run it yourself first, and hire against it as it proves out.
You will report directly to the SVP of Sales & Customer Success and work shoulder to shoulder with Sales, Customer Success, Marketing, and Product.

Requirements

• 8–12 years in B2B SaaS sales, business development, or partnerships, including 3+ years leading a team that carried a pipeline or revenue number.
• A track record of building an outbound motion rather than inheriting one. You can walk us through the playbook you wrote, the metrics before and after, and what you would do differently next time.
• Hands-on experience developing channel or partner relationships that produced measurable sourced pipeline, ideally with system integrators, VARs, or consultancies.
• Real comfort as a player/coach. You will be running your own partner negotiation and reviewing a BDR's cold-call recording in the same afternoon, and you should want both.
• Fluency with technical enterprise buyers, and the credibility to hold a substantive conversation with a data architect without hand-waving.
• Command of the operating stack: CRM discipline, sales engagement tooling, and enough analytical rigor to build and defend a pipeline model. HubSpot experience is a plus.
• Clear, direct writing. This role produces playbooks, definitions, and enablement material that other people have to execute from.
• Willingness to travel roughly 10% as partner practices get built in person.

Nice To Haves

• Experience selling into or alongside the modern data stack — Snowflake, Databricks, Microsoft Fabric, dbt — or in data governance, cataloging, or data management tooling.
• Existing relationships inside the data practices of global or regional consultancies.
• Experience at a company in the $10M-$20M ARR range, where the systems have to be built while the number is being hit.
• Having built a partner program where none existed before.

Responsibilities

• Own the company's pipeline target: sourced, qualified, and accepted
• Build and maintain the model that connects activity to pipeline to closed revenue, so we know which levers actually move the number and which are noise.
• Report pipeline health to the leadership team with a clear read on coverage, conversion, velocity, and where the leaks are.
• Allocate your team's capacity deliberately across net-new logos, partner-sourced deals, and expansion in the installed base.
• Lead, coach, and grow the BDR team (two today), with a hiring plan tied to proven capacity and conversion rather than headcount ambition.
• Design the outbound playbook: ICP definition, account tiering, territory and named-account coverage, persona-level messaging for data architects, heads of data platform, and analytics engineering leaders, sequence and channel mix, and the objection handling that comes with selling into technical, skeptical buyers.
• Build the operating discipline underneath the playbook: activity standards, call and email QA, discovery frameworks, qualification criteria, and CRM hygiene so performance is coachable and results are diagnosable rather than anecdotal.
• Own inbound execution with the same rigor as outbound: speed-to-lead standards, routing rules, lead scoring, and a follow-up cadence that means no hand-raise goes cold. Inbound is our most expensive lead source and will be treated accordingly.
• Run the ramp: onboarding, product and domain certification, and a 1:1 and pipeline-review rhythm that makes a new BDR productive quickly.
• Make the role a career step. BDRs you develop should become the AEs and partner managers we promote from within.
• Own a personal partner-sourced pipeline number while building the function around it. In the first year you will be sourcing, negotiating, and activating partner relationships yourself, with one partner team member alongside you.
• Recruit and activate system integrators, VARs, resellers, and independent consultants. They are the practitioners who are already in the room when enterprise data modeling decisions get made.
• Work with global and regional consultancies such as Accenture, Infosys, PwC, Deloitte, and Capgemini, along with the specialist data boutiques to stand up data modeling practices with SqlDBM at the center: joint offerings, enablement and certification paths, delivery accelerators, and named champions inside each practice.
• Build the mechanics that make partnering real rather than ceremonial: a deal registration process partners actually use, clear rules of engagement, a referral and margin structure, co-selling motions with our AEs, joint pipeline reviews, and partner-facing enablement assets.
• Strengthen our position inside the platform ecosystems our partners live in — Snowflake, Databricks, and Microsoft Fabric among them — so the partner and platform motions reinforce each other.
• Manage the portfolio with discipline: tier partners by realistic contribution, invest disproportionately in the ones producing, and be willing to deprioritize logos that look impressive on a slide and never register a deal.
• Define, in writing and jointly with the SVP of Sales, what qualifies as a Sales Accepted Lead and hold both sides of the handoff to that standard.
• Make the handoff a real artifact: documented discovery, mapped stakeholders, articulated pain, quantified impact where possible, and a next step already scheduled. An AE should walk into a first call knowing more than the prospect expects.
• Close the loop on rejected and stalled leads so quality compounds instead of becoming a standing argument between teams.
• Feed the front line back into the business: partner with Marketing on messaging, content, and campaign direction grounded in what your team hears on calls every day, and bring recurring product objections to Product.
• Work with AEs and Customer Success to identify and develop expansion inside the installed base: new teams, new business units, new platforms, and new use cases in accounts that already trust us.
• Direct part of your team's capacity at whitespace mapping and multi-threading within existing customers, not only at net-new logos.
• Use partners as an expansion channel. The consultancy running a migration inside one of our customers is often the fastest path to the next three teams in that account.
• Support renewals and reference development where pipeline work and customer advocacy overlap.
• Signed and first registered deals are in the pipeline. You have a hiring plan and a pipeline forecast the leadership team can commit to.

Benefits

• Competitive base salary + performance-based incentives aligned with customer retention and expansion.
• Opportunity to work with some of the largest, most influential data-driven organizations globally.
• Remote-first work environment with travel opportunities for key customer engagements.
• Work alongside industry leaders and a world-class product team at the forefront of data innovation.
• Comprehensive plan coverage for employees and covered dependents for medical, vision, dental, life, Short-term Disability, Long-Term Disability, and 401k.
• Strong career growth trajectory in a rapidly scaling enterprise-first SaaS company.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed