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Tracera is a Series A SaaS company transforming how organizations approach sustainability reporting and supply chain compliance. We're seeking an experienced Head of Sales to lead and scale our full commercial function, reporting directly to the CEO/Co-Founder.
This is a player-coach role combining hands-on sales execution with strategic leadership. You'll personally manage and close the largest enterprise manufacturing deals while building a scalable sales organization. Key responsibilities include:
Direct Sales & Revenue Generation: Own enterprise accounts, co-sell with founders to transition high-value leads into structured sales cycles, and drive multi-threaded expansion into large manufacturing buying committees (plant operations, CFOs, sustainability heads). Build the sales process, forecasting discipline, CRM hygiene, and predictable pipeline development.
Playbook Codification & Enablement: Formalize how the team pitches sustainability data (converting carbon metrics into material waste and energy cost savings). Standardize mutual action plans for long, high-friction manufacturing sales cycles (4-6 months) navigating security and procurement. Develop sales collateral addressing common technical objections regarding ERP integrations and data security. Implement a sales methodology with clear standards for measuring pipeline quality and predictability.
Pipeline Operations & Forecasting: Enforce CRM cleanliness with clear pipeline stages and data hygiene rules. Provide founders with reliable revenue projections using rigorous qualification frameworks (e.g., MEDDPICC).
Team Coaching & Management: Coach existing AEs on technical fluency, multi-threading, and manufacturing procurement navigation. Set quarterly targets, compensation plans, and enablement. Run weekly deal review sessions to unblock stuck deals and optimize pricing. Recruit and onboard Account Executives.
Partnerships & Distribution: Develop and execute partner strategy including consulting partners, distribution partners, systems integrators, and product partners. Drive partner-sourced pipeline through structured co-selling, joint GTM, and referral programs. Own partner agreement negotiation and success measurement. Build predictable partner-driven revenue streams.
Required: 7-10+ years enterprise sales experience with 3+ years sales leadership. Built sales organizations from $2-5M to $10-20M ARR. Player-coach mentality—willing to source leads, send emails, and close deals personally. Personally closed Enterprise SaaS deals. Proven ability to manage, coach, and scale AE teams (hired 10+ successful AEs). Navigate and close complex enterprise deals in industrial, infrastructure, manufacturing, or supply chain sectors. Implemented repeatable sales methodology with forecasting discipline and operational rigor. Experience with modern sales tools (HubSpot, Salesforce, Gong, sales engagement platforms). Track record building partner ecosystems. Collaborated closely with Marketing, Customer Success, and Product.
Preferred: Manufacturing or heavy industry experience. Familiarity with SAP/ERP ecosystems, industrial data flows, or ESG/carbon platforms. Experience with PE or large industrial operators.
