Scale Army - Head of Sales

Why This Role ExistsHi.We’re Scale Army.Scale Army is growing fast.We need someone who is ready to help 4x our growth. We’ve got AEs, SDRs, cold callers, client success, and sales ops all moving, but not all rowing together.You are the together.We need a high-output, high-accountability sales leader to unify this org, drive performance across functions, and make revenue hum.This role is for someone who wants upside, real P&L ownership, is comfortable being held fully accountable, and wants a seat at the leadership table.You Will Start By Managing The Following TeamsAEsBDRsSDRsSales OpsIf that goes well, you will then also manage Lifecycle and Client SuccessCore GoalsSales: AEs, BDRs, and SDRsAccount Executives (AEs)Train AEs on consultative selling — move from pitching to diagnosingImplement lead routing system to match deals with AE strengthsEnforce strong pipeline hygiene and close planning in HubSpotBDRs (Cold Callers)Coach Senior BDR and help to ramp 2–3 new BDRs underneath themTest different cold calling ICPsRun daily EODs, weekly skill training, and monthly retrosImplement a non-cold calling BDR process through LinkedIn Automation + Outbound EmailSDRsManage current SDRs responsible for meeting attendanceHire and ramp new SDRs under existing onesMaintain and improve show-up rate on booked meetingsOversee AI SDR agents (not direct management, but own outcomes)Sales Ops & ReportingManage our internal Sales Ops SpecialistOwn relationship with our HubSpot Sales Ops agencyEnsure clean reporting on: Margin, show-up %, SQLs/booked, Upsell metricsLead the Following Meetings:Weekly Sales SyncWeekly Client Success SyncWeekly Sales + Marketing SyncDaily BDR check-ins1:1s with all direct reportsSet and manage quarterly and monthly team goals across all functionsIf All Goes WellClient Success (expansion revenue)Fully own the Client Success function (3 CSEs + 1 new hire planned)Implement upsell strategy: every new client gets a live upsell pitch during onboardingEstablish and hit a Q4 upsell quotaManage onboarding → retention → expansionLifecycle Marketing (conversion)Hire and onboard Lifecycle Marketing Manager by Nov 15Set targets, train them, and manage executionDrive at least 5 re-engagement meetings/month from old leads with prior convosWho You AreYou’ve spent almost all of your career in B2B Services / SaaSProven GTM operator who’s built or scaled a $5M–$50M sales orgClear thinker, strong communicator, world-class executorDeep in systems, obsessed with accountability, allergic to fluffComfortable coaching all of these roles: cold callers, AEs, SDRs, CSHungry to earn this title by delivering results, not just holding scopeCold Calling: you can talk through metrics. You understand dialers. You understand caller ID health.AEs: you are great at sales management. People like you.Strategic Outbound: you can talk through multi-touch automation outbound software. You understand DKIM, DMARC and SPF.Scope of OwnershipYou Fully OwnSales org: AEs, BDRs, SDRsABM initiativesSales Ops / ReportingPerformance management and goal-setting across all functionsShow-up rate across all outbound booked meetings (SDRs + AI SDRs)Client SuccessLifecycle Marketing (Q4 only; placement TBD)TimelineWe will be thinking of this as a 90-day sprint.Your goal: unify the org, hit Q4 revenue goals, and help the exec team decide how this org grows next.Application ProcessTo be considered for this role these steps need to be followed:Fill in the application formRecord a video showcasing your skill sets