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Affiniti is a fintech company addressing a critical gap in financial management tools for small businesses—pharmacies, vet clinics, HVAC shops, and similar SMBs still rely on outdated financial systems. The company has validated its early sales motion and is now scaling its go-to-market organization.
As Head of Sales, you will build and lead Affiniti's next chapter of sales growth. You'll inherit an early sales motion, sharpen the playbook, raise the talent bar, and scale a high-velocity SMB sales organization. This is a hands-on leadership role requiring both immediate execution and systematic team building.
Key responsibilities include:
**Sales Strategy & Execution**: Own the complete sales strategy for SMB and lower mid-market customers, including segmentation, customer prioritization, sales motion design, and revenue planning. Drive consistent new business performance across the full sales cycle—prospecting, qualification, discovery, demos, proposals, negotiation, and close. You'll be expected to exceed departmental quotas, not simply meet them.
**High-Velocity Sales Motion**: Build and refine a repeatable sales process suited for SMB buyers with shorter sales cycles, efficient rep productivity, and clear conversion metrics across the funnel.
**Team Leadership**: Lead, coach, and develop SDRs and AEs, ensuring strong execution across activity quality, messaging, discovery, pipeline creation, follow-up, and closing discipline. Hire and develop a mix of proven SMB fintech sellers and high-potential startup operators.
**Pipeline & Operations**: Establish standards, systems, and operating cadence for outbound sales, account targeting, lead qualification, and pipeline coverage. Create practical sales playbooks for prospecting, discovery, objection handling, competitive positioning, and buyer education. Own forecasting, pipeline inspection, and performance reporting.
**Cross-Functional Partnership**: Work closely with Marketing, Product, Customer Success, and Operations to improve messaging, lead flow, onboarding, and revenue efficiency. Help define a high-intensity, high-accountability sales culture.
You'll have direct partnership with the founders and meaningful ownership over sales strategy, team design, hiring, and GTM execution.
