Head of Sales

Job DescriptionJob DescriptionAbout the RoleWe're a team of around 50 people doing software development and IT consulting in El Paso, Texas. Right now, new client conversations come from two places: email campaigns and follow-ups with clients we've already worked with. Both of those work well for us, but they're the only two channels we have, and we want to keep growing without leaning so heavily on either one.This is a hybrid role based in the El Paso / Borderland area. We're looking for someone who can be in our office part of the week and work remotely the rest. Candidates in the region, including Las Cruces and surrounding areas, will be given priority.This role would have two key areas of focus. Part of it is building the sales engine: creating new, repeatable ways to generate qualified leads and setting up the process behind them. The other part is leading sales calls, meeting with prospects, and helping move deals across the finish line. We are looking for someone who is comfortable doing both. We are a small company, and a full-time, purely strategic sales management role would be overkill for us. Most quarters, we only need one or two more projects to hit our targets, so we want someone flexible enough to wear both hats depending on what the moment calls for.Our senior technical leaders will still be part of the closing conversations to speak directly to the technical aspects of the project, and once a project kicks off, it gets handed to an Account Manager. You'll direct our current marketing team member on the execution side, and you'll report directly to the COO.What You'll Own• Build new lead-generation channels beyond what we currently have. This means things like strategic and technology partnerships, referral programs, account-based outreach, thought leadership and content, and webinars or events. We'd want to see two or more new channels producing qualified leads within your first several months.• Sell. When the quarter calls for it, you'll be in the room with prospects, running discovery conversations and helping move deals to a close alongside our technical leaders.• Own our pipeline strategy and reporting. You'll build a clear view of the funnel that someone outside of the sales team can actually read and use. Our CRM (HubSpot) is well-tracked but cluttered right now, so cleaning it up into something legible is part of the early work.• Direct our existing marketing team member. You'll guide them on campaign execution, CRM upkeep, and follow-up cadences.• Systematize how we grow existing accounts. A lot of our best work starts small (say, a $50,000 project) and grows once we've proven our worth. You'll partner with our directors to turn that into a repeatable process.What We're Looking For• Someone who is good at both sides of what has been outlined above: building the pipeline process and doing the selling.• A track record of building B2B pipeline channels from scratch, ideally in a services, consulting, or IT/software setting. You should be able to point to specific channels you've built and the actual numbers they produced.• Experience with the services sales motion (hourly and fixed-rate engagements, longer sales cycles, and technical buyers) rather than transactional or high-volume selling.• Comfort with HubSpot, or a comparable CRM tool, including setting up pipelines, lifecycle stages, automation, and reporting.• The ability to direct a small team and work closely with the technical folks who are part of the closing conversations.What This Role Is Not• This is not a strategy-only role where you build channels and never sell. We need you to do both.• This is not a traditional, full-time sales management job. The management side won't fill your week on its own right now, which is why the selling matters. That will shift as we grow and start lining up projects further out, not just closing them in-quarter.• This is not a CRM-admin role, since these tasks would be delegated by you to your team member.How We'll Evaluate CandidatesShortlisted candidates will walk us through a specific channel they've built before, including the mechanics, the numbers, and what didn't work along the way. We'll also ask for a short exercise: given our current two channels, sketch out how you'd add two more and what results you'd expect in 90 days.CompensationBase salary plus performance-based variable compensation. For the first year, the variable pay is weighted toward the leading indicators you directly control (qualified pipeline generated, channels launched and producing), and it shifts toward sourced revenue as those channels mature.How to ApplyApply through this posting with your resume. If you'd like, include a short note about a lead-generation channel you've built before and the results it produced. A few sentences is plenty, and it helps us get a feel for your experience right out of the gate.