Head of Sales

Fidelity Investments • Jersey City, NJ

5d • $96,000 - $210,000

About The Position

Fidelity Private Shares is a trusted partner to high-growth private companies, poised for expansion and seeking a dynamic Sales Leader to drive its sales team. The team supports the innovation economy through a market-leading equity administration platform, offering solutions for private companies, their employees, and community stakeholders throughout the corporate lifecycle. The Sales Leader will be responsible for leading and scaling the sales organization, including Account Executives (AEs), to drive revenue growth and market penetration. This role is pivotal in shaping sales strategy, fostering a high-performance culture, and building strong relationships with private companies seeking best-in-class cap table and equity administration solutions. The ideal candidate is a proven sales leader with a track record of success in B2B SaaS or fintech, a passion for leading teams, and the ability to navigate complex sales cycles with C-suite stakeholders. This is a build role where the Sales Leader will own FPS sales motions, including incentive design, sales and prospecting motions, codifying high-performing channels (PLG, Client Referrals, Competitive Takeaways), establishing a coaching cadence, and partnering with Customer Success on onboarding, expansion, and retention.

Requirements

• Bachelor’s degree in business, Finance, Law or a related field
• 8 years of B2B sales experience, with at least 3-5 years in a second line sales leadership role managing AEs and SDRs, preferably in SaaS, fintech, or financial services.
• Demonstrated success in scaling sales teams and driving significant revenue growth in a high-growth environment.
• Direct experience scaling a sales organization in a venture-backed or corporate-innovation environment.
• Multi-motion sales experience: PLG-supported sales, outbound, channel/partner-led, and field.
• Experience operating within a parent company / corporate innovation environment with mature governance, compensation policy, and brand standards.
• Comfort with the productive balance between startup velocity and enterprise oversight is essential.
• Direct experience with VC-backed buyer journeys from pre-seed through Series C and beyond.
• Demonstrated ability to operationalize a partner / channel motion in addition to direct sales.
• Exceptional ability to motivate and develop high-performing teams, with a focus on coaching and professional growth.
• Ability to craft and execute sales strategies that align with company goals and adapt to market dynamics.
• Excellent verbal and written communication skills, with the ability to articulate value propositions clearly and persuasively.
• Proficiency in CRM tools (e.g., Hubspot), sales forecasting, and data-driven decision-making.
• Strong relationship-building skills with experience engaging C-level executives in complex sales cycles.

Nice To Haves

• Familiarity with cap table management, equity administration, or related financial and legal services for private companies is a strong plus.

Responsibilities

• Develop and implement a comprehensive sales strategy to achieve revenue targets and expand market share in the VC backed private company sector.
• Lead, mentor, train, and inspire a team of Account Executives, fostering a culture of accountability, collaboration, and continuous improvement.
• Refine and track KPIs to measure team performance, optimize sales processes, and drive operational efficiency.
• Oversee the sales pipeline, ensuring consistent lead generation, qualification, and deal closure while maintaining accurate forecasting and reporting.
• Partner with the BPM, marketing, product, and customer success teams to align go-to-market strategies, enhance product offerings, and ensure a seamless customer experience.
• Identify new market opportunities, refine ideal customer profiles, and drive targeted outreach to high-growth private companies.
• Stay informed on trends in private company equity management and venture capital space to position Fidelity Private Shares as a thought leader.

Benefits

• Comprehensive health care coverage and emotional well-being support
• Market-leading retirement
• Generous paid time off and parental leave
• Charitable giving employee match program
• Educational assistance including student loan repayment, tuition reimbursement, and learning resources to develop your career.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior