Fractional Head of Sales

Reflow

Remote

Who this role is best for

Best suited to fractional sales leaders who have scaled SaaS startups from <$1MM to $10MM+ ARR while managing mid-market or enterprise deals.

Best fit for

Experienced SaaS sales leaders comfortable with hourly billing models.
— “Comfortable working on an hourly basis”
Founding sales team builders who can define AE profiles and onboarding.
— “Define what a great founding AE profile looks like”
Candidates with proven mid-market SaaS sales and team coaching experience.
— “Sold mid-market or enterprise SaaS with ACVs of at least $50K”

Things to consider

Must have directly managed sales teams through hypergrowth phases.
— “grown them from < $1MM ARR to $10MM+ ARR”
Hourly compensation structure requires precise time tracking discipline.
— “tracking your hours, and moving with efficiency”

How to stand out

Demonstrate specific playbooks for scaling early-stage sales teams.
— “Build our sales processes, and help choosing the right software tooling”
Show measurable impact on AE performance in past roles.
— “Coach our AEs - listen to sales calls, and give feedback”
Highlight experience in data/analytics SaaS to match their domain.
— “SaaS experience in data, analytics, observability”

Pace · SteadyCollaboration · LowAutonomy · HighDecision Impact · CompanyLevel · Executive

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

building a sales team
defining AE profiles
onboarding AEs

Typical background

CRO or VP Sales experience

Skills & requirements

Required

Sales StrategyAE HiringSales Process DevelopmentSales Coaching

Preferred

Founding AE ExperienceSaas Sales

Stack & domain

LeadershipManagementSalesSaas

About the role

Original posting from Reflow via Ashby

ABOUT US
We’re building Reflow, a workforce and workflow intelligence platform that helps teams understand and improve how work gets done. Partners light up after the first demo; now we need someone who can turn that spark into repeatable growth. You’ll own Reflow’s go-to-market engine: Strategy, execution, and everything in between.
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WHAT YOU’LL DO
We have no sales team today, but we will be building and scaling a team quickly this year. We're looking for a Fractional Head of Sales who can build our founding Sales team in support of a founder-led sales motion.
Specifically, you'll:
Oversee the AE hiring process
Define what a great founding AE profile looks like for our startup
Help interview candidates
Build the AE onboarding plan, 30/60/90 day goals, and KPIs for each hire
Coach our AEs - listen to sales calls, and give feedback
Help define our revenue targets, and from that our hiring plan
Build our sales processes, and help choosing the right software tooling
Act as a thought partner to our founder / CEO, who will be owning the sales process
WHO YOU ARE
Been a CRO or VP Sales for other SaaS startups and grown them from < $1MM ARR to $10MM+ ARR
If your Sales leadership work is primarily for companies outside of this revenue growth range, we won't be the right fit
Sold mid-market or enterprise SaaS with ACVs of at least $50K - $100K+
Significant management experience, hiring founding AEs, coaching them, and setting ambitious targets
Comfortable working on an hourly basis (not retainer or commission), tracking your hours, and moving with efficiency
Based in the USA or Canada only
NICE-TO-HAVES:
Been a former founding AE
SaaS experience in data, analytics, observability, or anything AI-related
COMPENSATION:
We offer competitive pay based on the market and where you’re located. The salary ranges in our job postings are intentionally wide because they need to cover both U.S. and international candidates. Our final offer will depend on things like your experience, skill set, and location.

Source: Reflow careers (Ashby)