The Head of Sales will develop and execute global sales strategies, manage long sales cycles, and build a high-performance sales team while driving significant ARR growth.
Role Overview
We are seeking a Head of Sales to build and scale WaveInnova’s enterprise revenue engine. This leader will own enterprise sales strategy, pipeline creation, deal execution, and sales team build-out, working directly with the CEO and product leadership.
This role is ideal for a sales leader who has closed complex, multi-year enterprise contracts and thrives in scaling revenue from early traction to $50M+ ARR.
Key Responsibilities
Revenue & Strategy
- Own global sales strategy across enterprise and strategic accounts
- Drive ARR growth through multi-year, high-ACV contracts ($250K–$5M+)
- Define ICPs, vertical strategy (logistics, retail, pharma, manufacturing), and pricing models
- Partner with leadership on forecasting, GTM planning, and board-level reporting
Enterprise Sales Execution
- Personally lead and close Tier-1 enterprise deals
- Manage complex sales cycles involving procurement, operations, IT, sustainability, and finance stakeholders
- Build strong executive relationships with Fortune 500 customers and strategic partners
- Negotiate contracts, pilots, renewals, and expansions
Sales Team & Infrastructure
- Hire, train, and scale a high-performance sales team (AEs, SDRs, channel partners)
- Establish repeatable sales processes, playbooks, and KPIs
- Implement CRM discipline, pipeline hygiene, and predictable forecasting
Cross-Functional Leadership
- Work closely with Product and Engineering to translate customer needs into roadmap priorities
- Collaborate with Marketing on positioning, case studies, and demand generation
- Support Investor Relations with revenue narratives and diligence materials
Ideal Candidate Profile
Required
- 10+ years of B2B enterprise sales experience (IoT, SaaS, logistics, industrial tech preferred)
- Proven track record of closing large enterprise contracts ($1M+ ACV)
- Experience scaling revenue from early traction to tens of millions in ARR
- Strong executive presence and ability to sell to C-suite decision-makers
- Hands-on leader comfortable both selling and building teams
Preferred
- Background in IoT, supply chain, logistics tech, or industrial AI
- Experience selling into large retailers, logistics providers, manufacturers, or pharma companies
- Prior experience in venture-backed or growth-stage startups
Top Skills
Crm Software
Industrial Tech
Iot
SaaS
Sales Enablement Tools
WaveInnova Mountain View, California, USA Office
319 Thompson Avenue, Mountain View, CA, United States, 94043
Similar Jobs
Artificial Intelligence • Conversational AI
The Head of Sales will lead the enterprise sales team, personally close strategic deals, build predictable pipelines, and foster a high-performance culture.
Top Skills:
AICrm SystemsSaaS
Professional Services
The Head of Enterprise Sales will drive revenue generation from large-scale IFM customers, execute sales strategies, manage RFPs, build customer relationships, analyze market trends, and report to executive leadership.
AdTech • Artificial Intelligence • Machine Learning • Marketing Tech • Software
The Head of Sales will drive revenue growth in North America, build and lead a sales team, close enterprise deals, and collaborate with marketing and product teams.
Top Skills:
Salesforce
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
