Head of Sales

Job description

RevenueCat gives app businesses the infrastructure and tools to build, run, and improve their monetization. Since graduating from YC's S18 batch, we've grown into the default monetization platform for mobile. We're in 50%+ of newly shipped subscription apps, we process $16B+ in annual purchase volume, and we help everyone from a solo developer to the OpenAI mobile team understand and grow their revenue. We're a remote-first team of 150+ people across 25+ countries, guided by values we actually practice: Customer Obsession, Always Be Shipping, Own It, and Balance. This isn't the right fit for everyone. The systems you’ll build here manage billions of dollars and touch hundreds of millions of end users, and we don’t take that lightly. You'll be expected to work hard and hold a high bar for what you ship, alongside some of the sharpest, most driven people you've worked with. If that sounds energizing rather than exhausting, keep reading. ## The role We are looking for a Head of Sales to build and lead the commercial system that converts RevenueCat's market position, product signals, and customer demand into dependable revenue, regardless of that revenue coming in the form of an immediate contract, a self-serve credit-swipe, or long-term expansion. In the ‘app monetization platform’ category, RevenueCat currently has about a 90% marketshare, ranging from the biggest apps in the world (ChatGPT, Ladder, VSCO) to a long tail of 100,000+ indies and startups vying to make it big. We only power roughly 25% of in-app revenue, though: The majority of apps still tries to build this themselves. Your job will be to show them the error of their ways. Not (just) to close a deal, but because we truly, deeply believe we will help them make more money. As the Head of Sales, you’ll lead the AE and Sales Engineering teams, bringing both teams together in a single, well-oiled machine. You’ll set the functional strategy, develop talent, own forecasting and results, and you’ll personally help move important opportunities forward without becoming the required manager or closer on every deal. ## Why we are hiring for this role now **We have more opportunities than the current team can consistently identify, prioritize and pursue.** Our reputation and market position produce consistent touch points with the majority of potential prospects, without those touch points turning into economic opportunities. At the same time, we’re rapidly expanding into new markets and product areas that need more proactive sales support than we can deliver. We need a leader who can make several motions work together without forcing them into one generic process: - Complex evaluations involving technical, business, security, legal, and procurement stakeholders. - Faster mid-market opportunities that require strong qualification and commercial momentum. - Self-exploration where customer behavior reveals an opportunity before a formal handraise. - Carefully researched outbound engagement with app businesses where RevenueCat has a specific reason to be useful. - Partner-sourced and selected regional motions whose economics must be demonstrated before they are scaled. The foundations exist: Account Executives, Sales Engineers, product and usage data, a respected brand, Growth Marketing, Partnerships, Revenue Operations, Product, Finance, and Customer Growth. This role will turn those ingredients into a successful Sales function. ## What you will be responsible for - **Own the function.** Set goals, metrics, operating cadences, headcount plans, budget, organization design, executive communication, and the performance bar across Sales. - **Build a multi-motion Sales system.** Define how strategic, mid-market, product-led, outbound, partner, and regional opportunities are identified, qualified, staffed, and advanced, across a growing product portfolio. - **Create qualified pipeline beyond inbound.** Develop focused account and outbound programs grounded in customer evidence, specific use cases, market events, and product signals rather than undifferentiated prospecting. - **Close the coverage gap.** Ensure high-potential product usage, sign-ups, inbound requests, support interactions, and target-account signals quickly result in a named owner and an intentional next action. - **Build the team.** We have good building blocks in place but the team needs to be significantly expanded to take on our current scale. Hire and developer exception talent, and define what makes a great sales team member at RevenueCat. - **Remain close to customers.** Participate in customer conversations every week and personally lead or support opportunities with unusual economic, technical, or organizational complexity. - **Make the forecast useful.** Establish definitions and inspection habits that distinguish real, qualified opportunity value from incomplete records, existing usage conversions, renewals, total contract value, or loosely influenced demand. - **Help shape pricing and packaging.** Bring a clear Sales point of view to cross-functional pricing and packaging decisions, using customer evidence to advocate for structures that support value, adoption, and durable growth. - **Get cross-functional collaboration right.** Define how Sales works with Customer Growth, Partnerships, Marketing, Finance, Revenue Operations, Product, Engineering, TAM, and Support without creating duplicate account ownership or executive rescue as the default operating model. - **Create learning from every deal.** Turn repeated discovery patterns, objections, migrations, wins, and losses into better playbooks, reusable assets, Product evidence, and team training. ## What success looks like We help even more apps make even more money, without turning Sales into the standard SaaS “spray and pray” factory ## What you will need to be successful - 5+ Year of experience leading Sales in a technically complex B2B environment, including responsibility for managers or senior team leads as well as individual contributors. - Success across multiple distinct motions such as strategic enterprise, mid-market, product-led Sales assistance, focused outbound, channel, or regional selling. - Experience creating qualified pipeline rather than depending entirely on inbound demand or a large SDR organization. - Enough product and technical fluency to talk to Engineering about a possible migration without relying on Sales Engineering for every conversation. - Fluency with pipeline inspection, forecasting, conversion data, capacity planning, and performance management. - Evidence of hiring, coaching, developing leaders, raising standards, and making difficult talent decisions. - Strong cross-functional collaboration with Product, Engineering, Marketing, Finance, Operations, Partnerships, and post-sale teams. - A desire to stay personally engaged with customers and live commercial work as the organization grows (and an understanding of why this matters). ## Ideally, you - Have worked in a product-led or usage-based business where self-service remains an important customer path. - Understand app infrastructure, payments, monetization, developer platforms, or another domain with meaningful implementation complexity. - Have built a productive Account Executive and Sales Engineering partnership. - Have experience with partner-sourced, international, or regional programs. - Have sold to buying groups spanning engineering, product, growth, finance, security, legal, and procurement. ### **What we offer:** - Competitive equity in a fast-growing, Series C startup backed by top-tier investors, including Y Combinator - 10-year window to exercise vested equity options - A fully remote environment designed around autonomy and flexibility. - 4-5 weeks of flexible time off annually - Paid desk at a co-working space - Workspace budget and continuous learning stipend ### **Interviewing at RevenueCat** Our interview process is rigorous on purpose. We want to be sure that everyone we bring on is genuinely excited about this work, aligned with how we operate, and ready to meet our high bar for performance. Curious what that actually looks like? Read more in our blog post on [how we hire at RevenueCat](https://www.revenuecat.com/blog/company/how-we-hire-at-revenuecat/), including tips to help you succeed. ### **More on how we work:** - How we think about hiring and team design: [Building a Winning Team](https://app.notion.com/p/Building-a-Winning-Team-69e431c4c3df4b13961523cd93c0e9bf?pvs=21) - The values that guide how we work: [Our Values](https://www.revenuecat.com/blog/values/) - How we work as a remote team: [How We Work Remotely at RevenueCat](https://www.revenuecat.com/blog/how-we-work-remotely-at-revenuecat/) - What to expect from our interview process: [Interview Expectations](https://app.notion.com/p/RevenueCat-Interview-Expectations-1bdcb1a108b0800c8941def0f076f9e2?pvs=21) - What to expect from comp and employment: [Employment FAQ](https://app.notion.com/p/RevenueCat-Compensation-Employment-Overview-184cb1a108b0801398d4e525928597ab?pvs=21)