Head of eCommerce, New Business Sales

Accountabilities:: Lead and scale the outbound new-business sales organization, establishing repeatable processes that consistently convert qualified pipeline into revenue. Develop and implement sales playbooks that move teams from high-volume prospecting toward strategic, account-based selling and consistent execution throughout the sales funnel. Manage and coach Sales Directors and Account Executives through structured pipeline reviews, accurate forecasting, performance management, and ongoing professional development. Build a predictable pipeline-generation engine by partnering closely with Marketing, aligning inbound and outbound strategies, improving lead quality, and leveraging intent data. Establish disciplined sales operating rhythms, reporting practices, forecasting processes, and performance standards to support sustainable revenue growth. Champion AI-powered prospecting, workflow automation, and modern sales technologies to improve productivity, coaching, and pipeline generation while maintaining a consultative customer experience. Represent the organization externally through industry events, panels, podcasts, and strategic conversations with enterprise eCommerce marketers and industry leaders. Partner cross-functionally with Revenue Operations, Enablement, Product Marketing, and other teams to align go-to-market execution and improve sales effectiveness. Build a culture centered on accountability, coaching, performance, career development, and continuous improvement across a diverse sales organization. Requirements Proven leadership experience scaling high-performing outbound B2B sales organizations with responsibility for pipeline, forecasting, and revenue performance. Deep experience selling into eCommerce organizations, particularly within SaaS, account-based marketing, demand generation, MarTech, or adjacent technology environments. Strong understanding of modern eCommerce and marketing personas, buying processes, and enterprise sales motions. Builder's mindset combined with strong operational discipline and the ability to establish repeatable processes in a fast-growing environment. Experience across transactional and enterprise sales motions, with exposure to AdTech, MarTech, programmatic advertising, DSPs, B2B intent platforms, or related marketing technologies preferred. Strong knowledge of CRM reporting, pipeline analytics, forecasting, and intent-data platforms such as 6sense, Demandbase, or Bombora. Demonstrated ability to collaborate with Marketing, Revenue Operations, Enablement, and Product teams to improve demand generation, pipeline quality, and go-to-market execution. Exceptional communication, presentation, negotiation, and executive presence, with confidence representing the organization with customers, partners, and at industry events. Strong coaching and people-management capabilities, including experience managing sales leaders or other people managers. Comfortable using AI tools and modern sales technologies to enhance prospecting, workflows, productivity, and sales execution. Ability to operate strategically while maintaining strong attention to execution, metrics, accountability, and customer outcomes. Benefits U.S. base salary range of $172,000–$236,500 USD, with final compensation determined by factors including experience, skills, education, certifications, and organizational needs. Potential eligibility for additional compensation such as annual bonuses, commissions, equity awards, and a comprehensive benefits package. Remote-first work environment. Retirement savings programs, including 401(k), pension, or equivalent programs depending on location. Competitive paid time off packages, including birthday time off. Health benefits beginning on the first day of employment. Comprehensive mental health care and well-being resources. Work-from-home reimbursement. Optional global WeWork membership and access to workplace hubs in select locations. Robust training and onboarding programs. Support for professional development initiatives such as conferences, courses, and books. Access to programmatic advertising courses and certifications to support continuous learning. Parental leave programs. Collaborative, welcoming, and supportive work culture. Social and team events. Benefits and perks may vary depending on country of employment and the nature of the engagement.