About Head of Sales Roles
This position has been filled. Here's what you should know about similar Head of Sales roles in the market.
A Head of Sales is typically the first dedicated sales leader at a company, responsible for building the sales process, hiring the initial team, and transitioning from founder-led sales to a repeatable motion.
What the Work Looks Like
A typical week includes running sales calls alongside reps, refining the sales playbook, interviewing AE and SDR candidates, building pipeline reports, setting up CRM workflows, meeting with marketing on lead gen strategy, and reporting revenue progress to the founder or CEO.
Compensation Benchmarks
Early-stage startups with $1M-$10M in revenue that have product-market fit and founder-led sales proving the motion works, but need a dedicated leader to scale. Often the first non-founder sales hire at Series A or B companies.
Key Skills for Head of Sales Roles
Market Demand
Head of Sales is one of the most sought-after roles at early-stage startups. Demand is closely tied to venture funding cycles. When funding is strong, startups hire heads of sales aggressively. The role requires a rare blend of strategic thinking and willingness to do individual contributor work.
Career Path to Head of Sales
Heads of Sales are typically senior AEs or sales managers who want to build something from scratch. The role is a stepping stone to VP Sales or CRO at the same company as it scales, or to a VP Sales role at a larger company. Startup experience is highly valued for this role.
How to Evaluate a Head of Sales
When hiring for a head of sales role, look for candidates who have done the specific work your company needs at a similar stage. A head of sales who scaled a team from 5 to 50 reps is a different profile than one who managed an existing team of 200.
Ask for concrete metrics: quota attainment history, ramp times for new hires, win rates, pipeline coverage ratios, and net revenue retention where applicable. The best candidates talk in numbers, not narratives.
Check references from peers and direct reports, not just managers. How a head of sales is perceived by the people they work alongside and the people they manage tells you more than how they present in interviews.
Frequently Asked Questions
What does a Head of Sales do?
A Head of Sales is typically the first dedicated sales leader at a company, responsible for building the sales process, hiring the initial team, and transitioning from founder-led sales to a repeatable motion.
How much does a Head of Sales make?
Typical Head of Sales base salary ranges from $150,000 - $230,000. With on-target earnings (OTE), total compensation is typically $250,000 - $400,000. Actual pay varies based on company stage, industry, location, and individual experience.
What skills are required for a Head of Sales role?
Key skills for a Head of Sales include: Sales process design from scratch, Hiring and onboarding first sales reps, Sales playbook and methodology creation, CRM setup and pipeline architecture, Founder-to-team sales transition, Market segmentation and ICP definition. The right mix depends on the company's sales motion, stage, and market.
What kind of company hires a Head of Sales?
Early-stage startups with $1M-$10M in revenue that have product-market fit and founder-led sales proving the motion works, but need a dedicated leader to scale. Often the first non-founder sales hire at Series A or B companies.
How do you become a Head of Sales?
Heads of Sales are typically senior AEs or sales managers who want to build something from scratch. The role is a stepping stone to VP Sales or CRO at the same company as it scales, or to a VP Sales role at a larger company. Startup experience is highly valued for this role.
Similar Opportunities
Get New Roles First
Subscribe to The CRO Report for weekly job alerts, salary insights, and market intelligence.
Subscribe Free →