Head of Sales
Sales & Business Development
New York, NY, USA
Posted on Aug 7, 2026
Head of Sales – Growth-Focused SaaS Leader
Location: NYC/Willing to travel to NYC on a regular basis
Type: Full-Time | Leadership Role
Reports to: CEO / Co-Founder
About Tracera
Tracera is a fast-growing Series A SaaS company transforming how organizations approach sustainability reporting and supply chain compliance. As climate and ESG regulations evolve and stakeholder pressure increases, we empower businesses with software that simplifies data management, ensures transparency, and drives measurable impact.
About the Role
We are seeking an “industrious outbound” Head of Sales to lead and scale our full commercial function.
This role combines traditional sales leadership with these key strategic revenue motions:
- Direct Sales and Revenue Generation
- Playbook Codification and Enablement
- Pipeline Ops & Forecasting
- Team coaching and management; recruiting and onboarding
- Partnerships
The Head of Sales will manage the AE team, refine our GTM playbooks, and create a predictable revenue engine across prospects, expansions, and partnerships.
Key Responsibilities
1. Direct Sales & Revenue Generation
● Own the Enterprise Accounts: Personally manage and close the largest, most complex enterprise manufacturing deals in the pipeline.
● Co-Sell with Founders: Transition high-value leads from the founders' networks into structured, repeatable corporate sales cycles.
● Drive Multi-Threaded Expansion: Map and penetrate large manufacturing buying committees, securing buy-in from plant operations, CFOs, and sustainability heads.
● Build the sales process, forecasting discipline, CRM hygiene, and predictable pipeline development.
2. Playbook Codification & Enablement
● Build the Industrial ROI Playbook: Formalize how the team pitches sustainability data (e.g., converting carbon metrics into material waste and energy cost savings).
● Standardize Mutual Action Plans: Create a repeatable template that guides long, high-friction manufacturing sales cycles (4 — 6 months) through security and procurement.
● Maintain a pulse on the market and evolve messaging, playbooks, and motion design accordingly.
● Implementing a sales methodology so there are standards by which to measure quality and predictability of pipeline
● Create Sales Collateral: Develop standard operating procedures for handling common technical objections regarding ERP integrations and data security.
3. Pipeline Operations & Forecasting
● Enforce CRM Cleanliness: Establish clear pipeline stages and data hygiene rules in your CRM to track exactly where industrial buyers stall out.
● Manage the Forecast: Provide the founders with reliable revenue projections based on rigorous qualification frameworks (like MEDDPICC) rather than gut feel.
4. Team Coaching & Management
● Upskill the Existing AEs: Coach your current AEs on technical fluency, multi-threading, and navigating manufacturing procurement departments.
● Set Quarterly Targets: Set quarterly targets, compensation plans, and enablement for the AE team.
● Lead Deal Reviews: Run weekly strategy sessions to unblock stuck deals, optimize pricing structures, and improve win rates.
● Recruit and onboard Account Executives.
5. Partnerships & Distribution Ecosystem
● Develop and execute a partner strategy including consulting partners, distribution partners, systems integrators, product partners, and other emerging categories.
● Drive partner-sourced pipeline through structured co-selling, joint GTM, and referral programs.
● Own negotiation and management of partner agreements, incentives, and success measurement.
● Build a predictable partner-driven revenue stream that complements direct sales and supports category creation.
● Ensure alignment with Product so that product partners and integrations reinforce the roadmap and the ontology (industrial/infrastructure OS).
Qualifications
Required
● 7–10+ years in enterprise sales, with at least 3+ years in sales leadership.
● Built a sales organization from $2-5M ARR to $10-20M ARR.
● Player-coach mentality: must be willing to source leads, send emails, and close deals themselves before building a team. Personally closed Enterprise SaaS deals.
● Proven ability to manage, coach, and scale AE teams. Hired 10+ successful AEs.
● Ability to navigate and close complex enterprise deals in industrial, infrastructure, manufacturing, or supply chain sectors.
● Implemented a repeatable Sales methodology. Built forecasting discipline and operational rigor
● Experience with modern sales tools such as HubSpot, Salesforce, Gong, etc. and sales engagement platforms
● Track record in building partner ecosystems (including product partners, consulting firms, integrators, distributors).
● Worked closely with Marketing, Customer Success and Product.
Preferred
● Familiarity with Manufacturing, Heavy industry experience. SAP/ERP ecosystems, industrial data flows, or ESG/carbon platforms.
Bonus: Experience working with PE or large industrial operators.
Why This Role Matters
This role is foundational in shaping Tracera’s commercial engine and ensuring that services, partnerships, and design partner motions directly accelerate our path toward the Industrial & Infrastructure OS. Your work will influence revenue, product direction, and ecosystem development.