[Hiring] Head of Sales @RevenueCat

Role Description

We are looking for a Head of Sales to build and lead the commercial system that converts RevenueCat's market position, product signals, and customer demand into dependable revenue, regardless of that revenue coming in the form of an immediate contract, a self-serve credit-swipe, or long-term expansion.

• Lead the AE and Sales Engineering teams, bringing both teams together in a single, well-oiled machine.
• Set the functional strategy, develop talent, own forecasting and results.
• Personally help move important opportunities forward without becoming the required manager or closer on every deal.

What you will be responsible for

• Own the function.
• Set goals, metrics, operating cadences, headcount plans, budget, organization design, executive communication, and the performance bar across Sales.
• Build a multi-motion Sales system.
• Define how strategic, mid-market, product-led, outbound, partner, and regional opportunities are identified, qualified, staffed, and advanced, across a growing product portfolio.
• Create qualified pipeline beyond inbound.
• Develop focused account and outbound programs grounded in customer evidence, specific use cases, market events, and product signals rather than undifferentiated prospecting.
• Close the coverage gap.
• Ensure high-potential product usage, sign-ups, inbound requests, support interactions, and target-account signals quickly result in a named owner and an intentional next action.
• Build the team.
• Hire and develop exceptional talent, and define what makes a great sales team member at RevenueCat.
• Remain close to customers.
• Participate in customer conversations every week and personally lead or support opportunities with unusual economic, technical, or organizational complexity.
• Make the forecast useful.
• Establish definitions and inspection habits that distinguish real, qualified opportunity value from incomplete records, existing usage conversions, renewals, total contract value, or loosely influenced demand.
• Get cross-functional collaboration right.
• Define how Sales works with Customer Growth, Partnerships, Marketing, Finance, Revenue Operations, Product, Engineering, TAM, and Support without creating duplicate account ownership or executive rescue as the default operating model.
• Create learning from every deal.
• Turn repeated discovery patterns, objections, migrations, wins, and losses into better playbooks, reusable assets, Product evidence, and team training.

What success looks like

• We help even more apps make even more money, without turning Sales into the standard SaaS “spray and pray” factory.

What you will need to be successful

• 5+ years of experience leading Sales in a technically complex B2B environment, including responsibility for managers or senior team leads as well as individual contributors.
• Success across multiple distinct motions such as strategic enterprise, mid-market, product-led Sales assistance, focused outbound, channel, or regional selling.
• Experience creating qualified pipeline rather than depending entirely on inbound demand or a large SDR organization.
• Enough product and technical fluency to talk to Engineering about a possible migration without relying on Sales Engineering for every conversation.
• Fluency with pipeline inspection, forecasting, conversion data, capacity planning, and performance management.
• Evidence of hiring, coaching, developing leaders, raising standards, and making difficult talent decisions.
• Strong cross-functional collaboration with Product, Engineering, Marketing, Finance, Operations, Partnerships, and post-sale teams.
• A desire to stay personally engaged with customers and live commercial work as the organization grows.

Ideally, you

• Have worked in a product-led or usage-based business where self-service remains an important customer path.
• Understand app infrastructure, payments, monetization, developer platforms, or another domain with meaningful implementation complexity.
• Have built a productive Account Executive and Sales Engineering partnership.
• Have experience with partner-sourced, international, or regional programs.
• Have sold to buying groups spanning engineering, product, growth, finance, security, legal, and procurement.

Benefits

• Competitive equity in a fast-growing, Series C startup backed by top-tier investors, including Y Combinator.
• 10-year window to exercise vested equity options.
• Fully remote and flexible work environment.
• 4-5 weeks of suggested time off annually for mental, physical, and emotional recharge.
• $2,000 USD for workspace setup and $1,000 USD annual stipend for continuous learning.