[Hiring] Head of Revenue @Shorebird

Role Description

Shorebird's flagship product, Code Push, delivers tens of millions of patches globally every month. We recently launched CI, which is in beta with plans for GA later this year, and more products are on the way. You're not selling a product, you're selling a platform.

Over the last 12 months we have 2.5x our paying users and 3.5x our revenues, serving over 4,000 businesses every month across 30+ countries. The market we're in is large and under penetrated, with an estimated 1.3 million active Flutter developers worldwide.

We're a product-led company and intend to stay that way. Fortune 500 class companies are already finding us, and closing and growing those relationships takes someone who knows how to do it. That's this role.

You'd be employee number 7, owning the revenue function end to end:

• Handle inbound:
  • Qualify, run, and close deals from first contact through signature.
• Build and own outbound:
  • In conjunction with marketing, identify high-value Flutter app developers, find ways to reach them, build a repeatable motion.
• Manage and grow existing enterprise accounts:
  • This includes renewal calls, renegotiations, expansion, and staying close enough to know when things change before they become problems.
• Navigate enterprise procurement and legal:
  • You'll have support from our ops lead on the paperwork side, but you'll own the relationship.
• Event Representation:
  • Attend the conferences and events worth attending and help us know what events and opportunities we’re currently missing.
• Own our CRM and sales tooling:
  • You will inherit what we have and make it what it should be.
• Help the company get smarter about revenue:
  • Pricing and packaging: We have Fortune 500-class customers on plans that don't reflect the value they're getting and inbound we’re underselling.
  • Grow ACV: We're working towards our first 6 figure deal now, but need to continue to build this muscle as we grow.
  • Target larger opportunities: Help us grow to navigate even larger customer and partnership contracts and experiences.

Qualifications

• You want to sell, and you want to be close to a product you believe in.
• You want to own something, build the process yourself, and close deals.
• You understand technical buyers and earn their trust.
• You care about revenue the way engineers care about uptime.

Requirements

• 5+ years in a closing or commercial role at a developer tools or technical SaaS company.
• Experience with enterprise deals: multi-stakeholder sales, procurement, legal.
• Comfortable being the only revenue person for an extended period.
• Located in North America (remote).

Benefits

• A product that already works, with customers who already want more.
• A platform play, not a single product.
• Own the revenue function at a company where the product does the heavy lifting.
• Direct access to engineering.
• Small, senior team. No layers, no politics.
• 3-4 team offsites per year.

Compensation

• $140-160K base depending on experience and structure.
• Commission on new, expansion, and renewal ARR you drive with renewal commission structured together.
• Early equity.

What Your First Days Look Like

• First Day:
  • Start by opening Discord and asking questions. You'll spend the first day getting access to everything and starting to form opinions.
• First Week:
  • Handle inbound that needs attention and existing accounts worth a closer look.
  • Form a point of view on the outbound motion.
• First Month:
  • By the end of the second week, you should have closed your first call.
  • Own the pipeline and know which inbound leads are worth pursuing.
• First Quarter:
  • Close deals we wouldn't have closed without you and have a clear plan for the ones still in flight.