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Nametag is building secure digital identity solutions to protect enterprises against social engineering and deepfake impersonation attacks. The company brings workforce-grade identity verification into the enterprise to verify the human behind accounts and critical actions.
You will lead Nametag's enterprise sales team as it grows from six to ten Account Executives. This role combines strong enterprise selling skills with operational discipline to build a predictable, scalable sales motion. You will own the team's new-logo annual recurring revenue (ARR) target, help reps win complex deals, develop their capabilities, and establish clear expectations for pipeline creation, deal execution, and forecast accuracy.
Key responsibilities include:
**Revenue Delivery**: Own the team's new-logo ARR target by translating company goals into rep-level expectations and pipeline requirements. Drive performance across pipeline creation, conversion, deal size, and sales cycle. Partner with Marketing, Partnerships, and Solutions Engineering to develop sales plays that convert priority accounts.
**Sales Operating Discipline**: Establish consistent pipeline reviews, deal inspection, and forecast calls. Manage pipeline coverage by rep, territory, and quarter. Own team forecast accuracy, grounding calls in customer evidence and clear qualification standards. Partner with GTM Operations to maintain reliable CRM data and processes.
**Team Leadership & Development**: Lead and develop six AEs today, growing to ten through thoughtful hiring, onboarding, and ramp management. Coach discovery, value articulation, stakeholder engagement, competitive positioning, negotiation, and closing. Build individual development plans, reinforce accountability, and address performance gaps. Turn successful selling behaviors into repeatable practices.
**Complex Deal Leadership**: Engage directly in priority opportunities, helping reps navigate complex buying groups and procurement. Build relationships with customer executives and help establish compelling reasons to act. Guide deal strategy while strengthening each AE's ability to own the customer relationship.
**Customer Insight & Strategy**: Aggregate customer feedback, competitive intelligence, objections, and win/loss patterns into actionable recommendations. Partner with Product, Marketing, and customer-facing teams to improve positioning, sales plays, and product priorities.
**AI Integration**: Embed practical AI use into account research, prospecting, call preparation, coaching, deal analysis, and forecast inspection. Partner with GTM Operations to test and scale AI-enabled workflows.
The company is remote-first with quarterly in-person off-sites. Team spans multiple US time zones.
**Requirements**:
- Proven track record delivering team new-logo revenue targets in enterprise B2B SaaS sales
- Direct experience managing Account Executives and building/hiring/ramping teams in high-growth startups or scale-ups
- Strong enterprise selling skills with experience navigating complex buying groups and developing executive relationships
- Demonstrated rigor in pipeline management, coverage planning, qualification, forecasting, and performance analysis
- Coaching approach that improves rep capability and results, with judgment to distinguish skill gaps, execution issues, and territory constraints
- Ability to build repeatable processes while adapting quickly as the business grows
- Practical experience applying AI to sales workflows, management, or operations with clear examples of business impact
- Strong cross-functional communication skills and ability to turn field feedback into business decisions
- Cybersecurity or identity-market experience strongly preferred, particularly selling to enterprise security and IT leaders
