Head of Sales
About The Position
This role is for a hybrid sales leader who is comfortable running strategic deals and building the team and process behind a book of business. The ideal candidate has experience leading mid-market sales organizations, understands forecast management, and can accurately assess deal progress. They are drawn to selling technical products into industrial, logistics, or adjacent markets, where the buying process involves multiple stakeholders and the product story must be grounded in capability. The role involves building territory design, qualification methodology, and forecast cadence from the ground up. Coaching is done through deal reviews and call feedback, with satisfaction derived from developing individual contributors and future managers. Collaboration with Marketing, Engineering, and HR is essential for aligning messaging, product differentiation, and incentive design.
Requirements
- 8+ years in B2B sales, including 4+ years managing AE teams at a Senior Manager level or above.
- Experience in industrial automation, robotics, logistics, or adjacent markets.
- Demonstrated experience leading a mid-market sector within a sales organization.
- Proven forecast and pipeline discipline in a CRM.
- Track record of coaching reps to consistent quota attainment.
- Experience selling technical products with multi-stakeholder buying groups.
- Fluency in a structured sales methodology (e.g., MEDDICC, Challenger, or similar) and outbound prospecting frameworks.
Nice To Haves
- Experience within a distribution or logistics industry.
- Experience selling hardware.
- CapEx sales cycles within the last ~10 years.
- Experience developing individual contributors into first-line managers.
- Experience partnering with HR on commission plan design.
- Experience within a fast-paced, small team or startup environment.
Responsibilities
- Own sales strategy and execution for the mid-market sector, plus the enterprise book at hire.
- Lead the mid-market sales team (3–4 AEs near term, plus BDR support), including hiring, coaching, and performance management.
- Set territory design, qualification methodology, pipeline stages, and forecast cadence, building on the existing Revenue Operations foundation.
- Run a weekly, deal-specific forecast process: gap to target and the plan to close it.
- Work alongside AEs on key mid-market and enterprise deals, including executive-level escalation on strategic customer calls, and join routine site visits with the account team.
- Represent the customer-facing organization to the CEO and executive team, with accurate, unvarnished reporting on pipeline and risk.
- Partner with Marketing to align messaging and content to what is sellable today, and set the priorities Marketing executes against.
- Partner with Engineering to build a defensible product differentiation story grounded in current capabilities.
- Support the CFO with compensation and incentive design for the sales organization, in partnership with HR.
Benefits
- Health benefits (Medical, Dental, Vision) through Aetna, Kaiser Permanente, and Guardian, with multiple plan tiers to choose from
- Ancillary benefits including accident, critical illness, and hospital indemnity plans (Voya)
- Company-paid basic life insurance, plus voluntary (supplemental) life for you and your dependents
- Short-term and long-term disability insurance, fully paid by Cyngn
- HSA and FSA (Health & Dependent Daycare)
- Employee Assistance Program
- 1:1 Health Concierge
- Company 401(k)
- Commuter Benefits
- Flexible PTO policy
- Paid Parental Leave
- Daily lunches for in-office employees and fully-stocked kitchen with snacks and beverages
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
