Head of Sales

About Qualitate

Qualitate is building the AI-native primary intelligence platform for enterprises, investment firms, and asset managers. We automate the entire primary research workflow, from study design and expert recruitment through AI-moderated interviews and insight synthesis—replacing weeks of manual research with hours of high-signal output.

Expert research is a broken industry dominated by legacy incumbents with expensive, manual, and slow services. Product teams, strategy teams, research teams, and investors spend hundreds of hours coordinating intermediaries, scheduling expert calls, and synthesizing insights across fragmented providers. The process takes weeks to produce short-lived intelligence.

Qualitate transforms this workflow by autonomously conducting expert discussions at scale using AI. Qualitate’s AI Moderator interviews thousands of experts simultaneously each month, capturing forward-looking purchasing plans, competitive displacement, and real-time ROI signals. The platform turns these interviews into quantified, time-series outputs tracking over 10,000 public and private companies, queryable instantly in natural language.

Our customers include some of the world’s largest enterprises, hedge funds, PE firms, credit investors, and venture capital firms.

Responsibilities

• Own sales at Qualitate from day one, taking the handoff from our founder and stepping into a working motion with AEs already above quota.
• Call the number, build the playbook for the next stage, hire and ramp the next wave of AEs, and own the rhythm of the entire revenue org.
• Revenue ownership: Own the number, set quotas, call the forecast, and be accountable for hitting it.
• Sales motion and playbook: Help build out qualification criteria, sales process, and enablement to ensure we can scale with limited friction from 4 to 40 reps + front-line managers.
• Team building: Hire and ramp the next wave of AEs, with new reps to productivity in under 90 days.
• Pipeline and operating cadence: Run weekly pipeline reviews, deal reviews, and coaching cadences. Build the muscle of a high-performing sales org.
• Cross-functional partnership: Own the product-sales feedback loop. Partner with marketing on pipeline generation and messaging. Tighten alignment with post-sales to deliver against customer expectations.

Qualifications

• Track record of promotions; consistently promoted throughout your career and on a sales leadership track at a high-growth company.
• High-growth company background; led teams through the hyper-growth phase of the startup journey.
• Experience selling mid-market and enterprise deals, as low as $50k up to $1M ACV, with 30–120 day sales cycles.
• Selling to large technology companies and/or financial services buyers is a strong plus.
• Hands-on playbook builder; personally built ICP definitions, qualification criteria, comp structures, and onboarding programs.
• Lead from the front; excellent seller willing to jump into deals, help reps close, and demonstrate excellence.
• Comfortable with chaos; thrived in early-stage or high-growth environments with proactive communication and minimal oversight.

What Sets You Apart

• Direct experience selling to large tech enterprises and/or investment firms.
• Early sales leader at a company that scaled through $5–50M+ ARR.
• Experience building or owning a pipeline generation function with a clear point of view on how AI is reshaping outbound today.
• Strong cross-functional partnership experience, especially with product and marketing.
• Bonus: Hired and developed a front-line sales manager into the role.

Compensation & Benefits

• Compensation: Top of market compensation (Base + Variable comp + Equity).
• Benefits: Health coverage, flexible PTO, paid holidays.
• Location: Full-time, in-person in New York City.

What To Expect Working At Qualitate

• Excellence: Held accountable to an exceptionally high bar and impact.
• High velocity: Fast-paced work environment in terms of growth, decision-making, and time to impact.
• High agency: Ownership over how you work, not just what you work on.
• Builder’s mindset: Create the processes, playbooks, and systems that define how this company scales.
• Shared ambition: A small, early team disrupting the multi-billion dollar market research industry with AI.
• Joy: Work hard and genuinely enjoy working with each other; dedication matched by passion for a collaborative environment.