Head of Sales

Tern Travel

1d•$150,000 - $150,000

About The Position

Tern has product-market fit. We have 10,000+ users, a growing enterprise pipeline, and a sales team that's actively closing deals. What we don't yet have is the person who can take this motion to the next level. Sharper targeting, bigger deals, faster cycles, more GMV flowing through Tern. That's this role. You'll spend your days co-selling on enterprise deals with the team, running a rigorous weekly pipeline review in HubSpot, and building the ICP clarity that lets marketing actually fill top of funnel. Some weeks you'll be closing a deal yourself. Some weeks you'll be coaching a rep through an objection they've hit three times. Most weeks, both. This is a player/coach role in the real sense, not "leadership with some selling." You carry a direct quota. You're expected to close. You're also expected to make the people around you better at closing. If you've been a strong individual contributor waiting for your shot as a leader, this is it.

Requirements

Individual sales track record. You've carried and hit quota, not just managed people who do. You can still run a full sales cycle from discovery to close.
Coaching and rep development. You've taken a rep from inconsistent to quota-carrying. You know what actually changes behavior, and it's not just more deal reviews.
Enterprise and SMB range. You understand the difference between a fast-cycle SMB deal and a 90-day enterprise motion. You can run both and teach both.
Pipeline rigor. You sweat HubSpot hygiene. You run structured pipeline reviews. You forecast with real data, not gut feel.
ICP and GTM fluency. You can define a target customer precisely enough that marketing can build a list from it. You've worked with a marketing team to close the loop between outbound and conversion.
Always know the number. You maintain a precise understanding of the agency monthly revenue outlook, EOY trajectory, and any risks or tailwinds that matter.
4–7+ years in B2B SaaS sales, with at least 2 years in a player/coach or sales leadership role.

Nice To Haves

Experience selling into travel, hospitality, or agency-model businesses
Sold to owner-operated small businesses
Built a sales playbook from a blank page

Responsibilities

Own agency revenue. Carry a personal quota on enterprise accounts.
Co-sell on complex deals with existing reps on SMB and MM motion to shorten cycles and model the motion for the team.
Coach the team. Run structured weekly pipeline reviews with our Account Executives. Identify where deals stall, install the fix, and track whether it worked.
Define the ICP. Sharpen our target profile within the midmarket to move the reps up-market, Partner with marketing to turn it into something actionable- specific agency fit, trigger events, signals.
Own HubSpot. Pipeline hygiene, stage definitions, activity logging, forecasting. If it's not in HubSpot, it didn't happen.
Build the playbook. Document what's working. Codify objections, the demo flow, the enterprise close motion. Make it repeatable so the next AE ramps faster.
Recruit and develop. As we scale, you'll have input on who joins the team and own their ramp.