Head of Sales (Player–Coach) – Enterprise Software

VP / Head of Sales (Player–Coach) – Enterprise Software

Location :

Remote (DC area preferred)

Comp :

$175,000–$200,000 base + uncapped variable ( $350,000 OTE )

Travel :

~50–60% (industry conferences, customer onsite, team sessions)

About the Company

Our client builds

training and performance support systems for mission-critical, highly regulated industries

in the energy sector—primarily nuclear and utilities. Their software ensures operators maintain compliance, competency, and safety in environments where human error has real-world consequences.

Backed by

one of the most reputable private equity firms in the Northeast , the company is entering a scale phase with aggressive growth plans, including international expansion.

This is

not an HR LMS sale . The solutions serve

operations, safety, and compliance teams

with qualification and certification workflows aligned directly to regulatory frameworks.

The Role

Our client is hiring a

Head of Sales

as a

player–coach

(roughly 70% coach / 30% sell). This leader will manage and grow a small AE team, establish a top-of-funnel engine, and drive new-logo acquisition while building on strong renewal momentum.

You’ll work directly with the interim CRO and CEO while owning the path to CRO yourself.

Responsibilities

Lead a 3-AE pod (+ RevOps resource) focused on new-logo growth

Act as a

player–coach : close deals personally while hiring, coaching, enabling AEs

Build a

repeatable pipeline engine : outbound (HubSpot / Apollo), webinars, conferences, partners

Drive demo productivity to ~8 new demos / AE / month (or 6 if AM duties apply)

Establish forecast discipline : stage definitions, dashboards, hygiene, cadences in HubSpot

Partner with marketing on monthly webinars and an 8–10 conference annual strategy

Close complex enterprise deals (nuclear ACVs $100–200K+; utilities $20K SW + $200K services)

Lead

international nuclear expansion : account plans, associations, lighthouse wins

Strengthen RevOps reporting while maintaining speed to revenue

Success Profile

90 Days :

Top-of-funnel motion in play, AEs trending to demo targets, forecast hygiene in place

180 Days :

New logos closed, 3–4× pipeline coverage, ROI data from conferences / webinars

12 Months :

International nuclear traction, repeatable outbound playbooks, scalable GTM motion

Candidate Background

6–10+ years in

enterprise B2B sales

with regulated / mission-critical buyers (energy, industrial, defense, aviation, EHS, pharma, etc.)

Proven

player–coach : managed AEs while personally closing six-figure+ multi-stakeholder deals

Outbound and pipeline builder from low brand awareness; CRM / process discipline

Strong forecasting rigor (MEDDICC or equivalent) in HubSpot (preferred) or Salesforce

Executive presence with Ops / Safety / Compliance / IT buyers; consultative and credible

High EQ / IQ, grit, and a genuine passion for sales—able to run through walls and bring the team with you

Nice to Have

Sold compliance, training, or workforce-qualification solutions

Exposure to nuclear, utilities, or other regulated verticals

International market entry experience

Early-stage playbook creation; PE-backed scale-up experience

Why This Role

Dominant footprint in U.S. nuclear, with international expansion still untapped

Backing and resources from a

top-tier private equity sponsor

Direct line to the CRO and CEO

Clear, accelerated path to CRO for high-impact performers

Next Steps

This search is already in the late innings, and our client wants to meet

3 more top candidates

before final decisions. If your background fits, apply today — we’ll move quickly to review and set up a

video interview within 24–48 hours .

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