Sales Leader/Manager

Agave • San Francisco, CA

9h • $250,000 - $320,000 • Onsite

About The Position

Agave is profitable, cash-flow positive, and has recently secured $15M in Series A funding led by Accel, bringing the total funding to over $20M. This role offers the opportunity to work directly with the CEO/co-founder to build and lead the sales team, driving Agave's growth from $Xm to $XXm ARR+. The position begins with a hands-on approach, where the individual will initially carry a book of business alongside the Account Executives (AEs) to deeply understand the sales process. Following this initial phase, the focus will shift to building and scaling the sales operation, including recruiting and onboarding new representatives, coaching the team, managing forecast and pipeline, and developing less mature sales motions such as outbound and cross-selling. Ultimately, the success of the team will be the responsibility of this role.

We have achieved product-market fit with our core product, serving over 500 customers and generating $Xm in ARR, while maintaining profitability and positive cash flow for over two years. The existing sales motion is effective and converts well. However, the company requires a leader to scale this success beyond its current stage. The CEO/co-founder, who has served as the interim head of sales, is now a bottleneck in critical areas such as coaching, hiring, defining and training new sales motions. This role will assume responsibility for these functions.

The successful candidate will step into a well-established sales process, complete with refined collateral, meeting templates, a clean CRM, Solutions Engineers (SEs) proficient in demos and technical details, and a strong volume of inbound and referral leads that convert at a high rate. Unlike many sales management positions that involve maintaining an existing system, this role will focus on growing the current framework and developing new initiatives. This includes defining pricing and value propositions for new products, hiring and retaining talent for emerging roles, and contributing to broader strategic efforts.

Requirements

• 4+ years of closing experience with a consistent record of exceeding quota in a B2B SaaS company.
• 2+ years of direct management experience with quota-carrying Account Executives (AEs), including a track record of hitting team numbers.
• Experience in hiring, onboarding, coaching, and performance management of sales representatives, with the ability to provide specific examples.
• Experience in a startup environment at or near Agave's current stage, with a proven ability to build and scale sales functions.
• Experience selling five-figure deals with fast sales cycles and a high volume of inbound leads.
• Proactive and self-directed approach to identifying and addressing gaps without explicit direction.
• Ability to disqualify poor-fit customers and hold the team to high standards.
• Strong coaching skills with the ability to identify key areas for improvement on sales calls and effectively teach them to reps.
• Clear, persuasive communication skills, both written and verbal, with the ability to craft crisp documentation and respond effectively to customer objections.
• Strong interpersonal skills, with the ability to discern when to listen and when to push, and to tailor management style to individual rep needs.
• Product curiosity and a desire to understand the product's functionality in detail.

Nice To Haves

• Experience selling software into the construction industry or other blue-collar/trades-heavy buyer bases.
• Familiarity with accounting or ERP concepts.
• Ability to bring 1-2 strong sales representatives to the team.

Responsibilities

• Learn the sales motion by running it during the first quarter and earn the team's credibility by out-working them.
• Carry a personal quota by joining the AE rotation, conducting discovery calls, demos, proposals, and negotiations, and mastering the current sales system.
• Audit all aspects of the sales process, including sitting in on rep calls, reviewing and improving the CRM, and gathering insights from customers and partners to provide a written assessment of what is working, what is broken, and proposed changes.
• Recruit, interview, hire, and onboard new AEs and other Go-To-Market (GTM) roles, owning the ramp plan and timeline.
• Coach and develop the sales team through 1:1s, call reviews, and deal coaching to measurably improve performance, diagnose deal stalls, and provide necessary support.
• Manage underperformance directly and proactively.
• Own the team's aggregate quota and ensure individual reps meet their targets, managing pipeline health, forecast accuracy, and CRM hygiene.
• Develop a sales playbook including call scripts, templates, CRM workflows, dashboards, enablement materials, and proposals for territory and quota design.
• Run a weekly Sales Review meeting with the entire company.
• Partner with founders on ICP definition and GTM strategy for product launches, pricing and packaging structures, and the GTM hiring plan.
• Collaborate with Account Management, Partnerships, Delivery, Product, and Engineering on customer-facing initiatives.

Benefits

• The opportunity to work directly with the CEO/co-founder.
• A role in a profitable, cash-flow positive company with significant funding.
• The chance to build and scale a sales team and operation.
• A well-defined sales process and existing customer base.
• Collaboration with various departments including Account Management, Partnerships, Delivery, Product, and Engineering.

What This Job Offers

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