Head of Sales

Heron Data • New York, NY

8d • $275,000 - $400,000 • Onsite

About The Position

We're looking for our first Head of Sales to build, lead, and scale new logo revenue at Heron. Heron sells AI software that automates document-heavy underwriting and back-office workflows for specialty finance - SMB funders, brokers, equipment finance and commercial insurance companies. We're past $13M in ARR and growing quickly; this role owns the road to $40M and beyond. You'll partner day-to-day with Jamie (co-founder and CRO) and work closely with product and engineering to build and lead the sales org as we grow. This is a full-time, in-person role in our NYC office (most of the team is in every day), and it's a hands-on, player-coach seat - you'll carry a quota yourself while scaling the team.

Requirements

• Have done our stage before: You were a member of or helped lead a sales org from under ~$12M to over $40M ARR (the more the better). We're equally interested if you were a top AE or front-line manager through that journey and have held sales leadership since - what matters is that you've seen the road we're on.
• Love selling and building at the same time: You're energised by being in the deals - especially early, messy ones - and you're excited to build structure after learning what actually works. You're comfortable wearing many hats and know how to prioritise impact over polish in the early days.
• Have strong early-stage sales instincts: You know how to sell ambiguous, technical products without relying on heavy brand recognition or mature processes. You're thoughtful about deal qualification, pricing, and positioning, and you learn quickly from wins and losses.
• Be scale-minded, but action-oriented: You don't over-engineer sales processes too early, but you do think ahead. You care about building something that will scale - and you know when it's time to formalise, document, and hire.
• Be a clear, credible communicator: You can talk to technical and non-technical stakeholders alike, earn trust quickly, and clearly articulate value to customers, investors, and internal teams. Our buyers are C-level at specialty finance companies; you'll need to be credible with a CEO and a head of underwriting in the same meeting.
• Scrappy and creative: When faced with a tough prospect, stalled deal, or unclear path forward, you find a way. You're resourceful, adaptable, and willing to try unconventional approaches.
• Persistent: You don't give up when deals get hard or timelines slip. You follow up, dig deeper, and keep pushing until you get to a clear outcome. You'll go the extra mile - including showing up at their office - if that's what it takes.
• Pilot, not passenger: You proactively identify opportunities, test ideas, and drive them to completion. You don't wait for perfect direction - you create momentum.
• Excited to work in a fast-paced, high-growth - but kind - team environment: You thrive in environments with speed, ownership, and collaboration. You care deeply about the team's success and are willing to roll up your sleeves wherever needed.

Nice To Haves

• A long career at big, mature companies without early-stage scar tissue is unlikely to be the right background.

Responsibilities

• Own the full sales cycle from first conversation through close, carrying a small quota yourself
• Lead our existing team of AEs and SDRs - a small, high-slope group who came into sales from non traditional backgrounds - and hire, onboard, and coach the next wave as we scale
• Develop and refine Heron's sales motion (ICP, messaging, pricing, deal structure, sales stages)
• Partner closely with founders, product, and engineering to translate customer pain into clear value propositions
• Build and manage pipeline, forecasts, and revenue targets with a strong bias toward accuracy and accountability
• Establish and refine our sales processes, tooling, and metrics (CRM, reporting, enablement materials)
• Help shape broader go-to-market strategy across sales, partnerships, and potentially customer success

Benefits

• Competitive compensation, including equity and upside tied to the revenue you build.
• Health, dental, vision with partial coverage for dependents
• 401K
• Uncapped PTO
• Parental leave
• Free on-demand access to therapy via Spill.
• Weekly company lunches and breakfasts.

What This Job Offers

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