Head of Sales, hybrid | Revel IT

Client in Dublin, Ohio seeking a Head of Sales responsible for scaling and strengthening the sales organization. Reporting directly to the CEO and serving on the core leadership team, this person will raise performance standards, improve forecast accuracy, strengthen pipeline generation, and lead a more enterprise-oriented go-to-market motion across public-sector accounts. Success in this role will come through disciplined execution, strong talent development, and the ability to build a commercial engine capable of supporting the company’s next stage of growth.

• Location:
  
  Prefer Ohio-based with 1-2 days/week in office; open to remote if right candidate

• Focus:
  More strategic leadership than pure selling; long-term pipeline building and funnel growth for  while meeting 2026 goals
• Industry experience:
  SaaS and Government sector strongly preferred; either one acceptable, both is ideal
• Executive presence:
  Comfortable selling to government officials/counties; formal presence (suit and tie) required
• Team leadership:
  Manage and develop a team of 5 now, scaling to 6-7; hire and possibly bring own senior sales execs
• Time allocation: 60-70% management/strategy, less direct selling; delegate selling to team
• Leads:
  Primarily via connections, marketing-qualified leads, and word of mouth within government; limited cold calling
• Travel:
  Up to 40%, typically 2-3 day trips for conferences/meetings in states like NC/CO

• Aggressive in recruiting by using referrals and all job boards.
• Clear strategic need for pipeline growth beyond current-year targets
• Defined leadership-heavy allocation (60-70%) indicating strong empowerment of role
• Established MQL and relationship-driven lead ecosystem in government vertical
• High visibility and direct access to CEO and portfolio leadership
• Travel and location flexibility to widen candidate pool
• Proactive in communication
• Adaptable to different types of roles, not just limited to IT
• Experience in placing candidates within the same company
• Understands the client’s challenges with technical hiring
• Commission structure tied to real realized revenue (post-payment) aligns incentives with cash collection quality
• Opportunity to shape team structure and hire two senior sales executives creates immediate impact potential
• Government social-proof and county-to-county referrals reduce reliance on cold outreach
• Portfolio (Banyan) attention provides additional strategic support and resources
• Role clarity on executive presence and stakeholder management suggests strong cultural fit screening

• Market scarcity of candidates combining SaaS and Government domain expertise
• Dependence on connections vs. cold outreach may slow new-market entry without existing network

• This leader will establish greater accountability, urgency, and pipeline discipline across the sales organization while advancing more consistent enterprise-style selling. The Head of Sales will assess team capability, develop and strengthen talent, and develop a high-performing organization positioned to win beyond legacy selling patterns and more complex state-level opportunities. This role also partners closely with Product, Marketing, Delivery, Finance, and executive leadership to align market strategy, commercial execution, and revenue predictability.

• Recruit, coach, and develop a high-performing sales team aligned to clients’ public-sector strategy across current and target geographies.
• Set clear expectations for activity, pipeline creation, stage discipline, forecast quality, and quota attainment, and hold the team accountable through a rigorous operating cadence.
• Conduct regular 1:1s, pipeline reviews, and account reviews to strengthen rep performance, sharpen execution, and accelerate momentum.
• Build a culture of accountability, ownership, and execution where high performance is recognized and rewarded, and where gaps are addressed directly and constructively.
• Develop the team’s capabilities in state-level and enterprise-style selling, navigating multiple stakeholders, longer buying cycles, and formal procurement requirements, while…