Head of Sales

What you'll do

• First 6–9 months - build the expansion playbook. The repeatable expansion motion for growing our existing US accounts. This is the #1 problem you'll own.
• Build the net-new logo motion, including outbound into enterprise target accounts, in close partnership with Marketing. This is the #2 problem you'll own.
• Build the team that runs the motion (Account Manager / Head of Sales Associate / Senior AE / other) to run the expansion playbook day-to-day.
• Hire, coach, and manage a lean sales team - AEs (current team is 2 AEs), RevOps and anyone else you believe we need.
• Work closely with Customer Success and Marketing so strategy stays aligned and revenue grows consistently.
• Two numbers define this seat: expansion closed-won and new-sales closed-won.

Requirements

These are must-haves for this role. They reflect the specific commercial motion we're building at Viva:

• US selling experiencce: You've personally closed deals with C-suite, VP, or Head-of-level buyers at US-based companies. This is who you'll be selling to at Viva, so you need real experience closing deals with this type of buyer.
• $50K–$150K ACV: You've consistently worked in this deal-size range and are very comfortable with this sales cycle motion.
• Both sales motions: You've owned outbound (new-logo) and expansion/upsell, not just one or the other.
• Team building: You've hired and managed quota-carrying roles - AEs, Account Managers, RevOps.
• US travel + valid visa: This role requires ~25% US travel per month during the first 6–9 months. A valid US visa is required.
• Executive-level English: You'll be communicating with native high-level executives every day.
• 5+ years leading sales teams, though we care more about the magnitude of the problems you've solved than the exact number.

Persona over industry. What matters most is who you've sold to not the industry you sold from. Previous experience in industries like BPO, HR-tech, SaaS, or fintech can all be a strong fit; however, a staffing or TaaS background isn't required.