HEAD OF REVENUE

Base•South San Francisco, CA

About The Position

A hands-on commercial leader to build, carry, and scale new business, renewals, and expansion. About Base Base is building the AI Customer Growth Platform for modern B2B companies. We help teams orchestrate customer engagement across the post-sale lifecycle - from onboarding and adoption to expansion, advocacy, and retention - through one unified platform. We are a growing startup selling to sophisticated enterprise Marketing, Customer Success, and GTM organizations that are rethinking how they operate in the age of AI. We are doing the same internally.

Requirements

Recent experience personally closing complex, multi-stakeholder B2B enterprise deals.
Experience leading and improving a small Sales or Revenue team in an early-stage environment.
Meaningful ownership of renewals, account management, or expansion - not only new-logo acquisition.
Strong judgment across ICP, qualification, deal strategy, forecasting, pricing, negotiation, and commercial account planning.
A player-coach mindset: you enjoy being in customer conversations and working real opportunities with the team.
Experience partnering effectively with a separate Customer Success organization and respecting the distinction between customer value delivery and commercial ownership.
Concrete experience using AI and automation to change workflows and improve productivity.
Comfort operating without large/dedicated enablement, RevOps, Sales Engineering, or management layers.
The ability to move quickly from diagnosis to implementation and work effectively with an involved founder/CEO.

Nice To Haves

Experience selling to Marketing, Customer Success, or customer-growth leaders is a strong plus.

Responsibilities

Revenue performance across new ARR, renewal ARR, upsell, cross-sell, expansion, and net revenue retention.
A trusted forecast across new business and the installed base.
The Sales and Account Management teams, including coaching, operating cadence, role clarity, hiring, and development.
A repeatable AI-first enterprise sales motion: ICP, pipeline creation, qualification, discovery, multi-persona selling, demos, proposals, negotiation, and close.
A systematic AI-first renewal and expansion motion, including account planning, triggers, ownership, timing, pricing, commercial conversations, and contracting.
A small portfolio of strategic new-business and existing-customer opportunities that you personally lead from discovery through close.
Revenue productivity, compensation design, tooling, automation, data quality, and operating discipline.
A strong feedback loop with Marketing on pipeline and positioning, and with Product and Engineering on won/lost insights, commercial friction, and market demand.
The redesign of sales and post-sale revenue with AI-first operational lens.
Redesigning how commercial work gets done - not simply adding AI tools to an old operating model. You will determine where AI and automation can improve or replace work across research, prospecting, preparation, follow-up, CRM hygiene, call analysis, proposals, pipeline management, forecasting, renewal preparation, and account expansion.
Develop a clear view of our market, customers, pipeline, renewal base, team, and commercial operating model.
Make new-business, renewal, and expansion forecasts reliable and actionable.
Ensure Sales and Account Management operate with clear roles, stronger coaching, and consistent accountability.
Make renewal and expansion proactive, repeatable motions rather than last-minute or relationship-dependent events.
Ensure the seam between Revenue and Customer Success is explicit, collaborative, and visible in shared account planning.
Implement AI-enabled workflows to materially reduce manual work and increase commercial productivity.
Move and execute fast at the pace of AI and startups - within 3 months, Base has a stronger, more predictable revenue engine and a clear model for scaling it.