We\'re exclusively partnering with a B2B SaaS company in the analytics space - seeking a Founding GTM (Sales) / VP Sales to lead and scale revenue across their established customer verticals. The company provides data-driven software that enables large enterprises and modern brands to optimise their marketing performance, streamline operations, and unlock new revenue opportunities through data-driven insights.
As the business enters its next phase of expansion, they are hiring a founding senior sales leader who can develop and execute a high-impact revenue strategy, accelerate market penetration, and shape the long-term commercial direction. N.B. - this role will be the sole Senior IC for ~6 months, then building a team around you.
Reporting directly to the CEO, you will bring deep SaaS expertise to drive new enterprise and mid-market business and significantly expand existing strategic accounts.
What does the first 6-9 months look like (IC Phase):
Revenue Ownership & Sales Strategy
Operating initially as an individual contributor, you will:
- Own top-line revenue targets across priority customer segments
- Build and execute a clear sales strategy to unlock new enterprise opportunities
- Develop foundational commercial frameworks and refine the early GTM playbook
Customer Expansion
- Lead expansion within existing enterprise customers
- Work closely with Customer Success to identify upsell and cross-sell opportunities across product lines
Market Development
- Identify new customer teams, industries, and revenue opportunities aligned with the company’s capabilities
- Partner with marketing and product to ensure integrated GTM execution
Cross-Functional Collaboration
- Collaborate with marketing, product, and CS teams to align market messaging, product positioning, and sales strategy
- Bring structured feedback loops into product development
Leadership Phase (post 9 months)
Revenue Leadership
- Own all revenue targets across regions and verticals
- Build scalable revenue operations and forecasting frameworks
Team Building & Leadership
- Hire and develop a high-performing sales team
- Set quotas, compensation structures, and sales processes
- Coach and mentor team members using the playbook you create
Sales Strategy, Operations & GTM
- Define segmentation, territories, and vertical focus
- Test and refine different sales motions (inbound, outbound, enterprise)
- Build early channel or partner motions where relevant
- Select, implement, and optimise the sales tech stack
- Establish strong sales operations foundations ahead of future funding rounds
CRM & Performance Metrics
- Implement CRM best practices and ensure rigorous pipeline management
- Track and analyse KPIs such as CAC payback, win rates, deal velocity, and pipeline coverage
- Build forecasting and reporting systems for leadership and investors
What we\'re looking for:
- Proven experience as a Founding GTM / first on the ground Sales Leader / VP Sales (or similar) in B2B SaaS startup environments - ideally within analytics, data platforms, or adjacent sectors
- Strong track record scaling ARR from early-stage ($1–5M) to $10M+ (this is key!)
- Comfortable operating as a player-coach in a fast-paced, high-growth environment
- Demonstrated success in closing complex, high-value enterprise deals
- Experience building sales playbooks from scratch
- Strong track record collaborating with Customer Success to drive expansion revenue
Contact Detail:
The Fractional Talent Consulting Recruiting Team
