Head of Sales (Dover)

HEAD OF SALES

Tern has product‑market fit. We have 10,000+ users, a growing enterprise pipeline, and a sales team that’s actively closing deals. What we don’t yet have is the person who can take this motion to the next level. Sharper targeting, bigger deals, faster cycles, more GMV flowing through Tern.

WHAT YOU'LL DO

• Own agency revenue. Carry a personal quota on enterprise accounts. Co‑sell on complex deals with existing reps on SMB and MM motion to shorten cycles and model the motion for the team.
• Coach the team. Run structured weekly pipeline reviews with our Account Executives. Identify where deals stall, install the fix, and track whether it worked.
• Define the ICP. Sharpen our target profile within the midmarket to move the reps up‑market, partner with marketing to turn it into something actionable‑specific agency fit, trigger events, signals.
• Own HubSpot. Pipeline hygiene, stage definitions, activity logging, forecasting. If it’s not in HubSpot, it didn’t happen.
• Build the playbook. Document what’s working. Codify objections, the demo flow, the enterprise close motion. Make it repeatable so the next AE ramps faster.
• Recruit and develop. As we scale, you’ll have input on who joins the team and own their ramp.

WHAT YOU HAVE

• Individual sales track record. You’ve carried and hit quota, not just managed people who do. You can still run a full sales cycle from discovery to close.
• Coaching and rep development. You’ve taken a rep from inconsistent to quota‑carrying. You know what actually changes behavior, and it’s not just more deal reviews.
• Enterprise and SMB range. You understand the difference between a quick‑cycle SMB deal and a 90‑day enterprise motion. You can run both and teach both.
• Pipeline rigor. You sweat HubSpot hygiene. You run structured pipeline reviews. You forecast with real data, not gut feel.
• ICP and GTM fluency. You can define a target customer precisely enough that marketing can build a list from it. You’ve worked with a marketing team to close the loop between outbound and conversion.
• Always know the number. You maintain a precise understanding of the agency monthly revenue outlook, EOY trajectory, and any risks or tailwinds that matter.
• 4–7+ years in B2B SaaS sales, with at least 2 years in a player/coach or sales leadership role.

BONUS POINTS

• Experience selling into travel, hospitality, or agency‑model businesses
• Sold to owner‑operated small businesses
• Built a sales playbook from a blank page

WHY THIS ROLE IS EXCITING

Travel Agents are a $127B industry that has never had a modern, well‑capitalized company build a real sales motion for agency software. Most players in this space have cobbled together tools and hoped advisors would find them. Tern is different. We are an industry changing product, real traction with an obsessed user base, and a clear enterprise story that hasn’t been fully told yet. This is the role that tells it. You’d own the revenue function at a company with a proven product market fit, a team that’s already selling, and a market that’s wide open at the enterprise layer.

WHY JOIN TERN

• Be part of a mission‑driven team transforming the travel planning space
• Work with a supportive, curious, and creative team
• Influence and shape our sales strategy from the ground up
• Competitive salary, equity, and benefits package

Tern is committed to building a team that represents people from many different backgrounds and life experiences. We prefer that you apply — think of our postings as the start of the conversation.