Head of Sales

About the Role

Socure is seeking a proven Head of Sales to lead our next phase of growth and scale as we drive toward $1B+ ARR by 2028. This executive will own end-to-end revenue performance, spanning new logo acquisition, expansion within our existing customer base, and development of scalable, partner-led motions across our core verticals. Reporting to the President and Chief Commercial Officer, the Head of Sales will lead a ~100-person commercial organization including Heads of Business Lines, 12 vertical Pod Leaders, front-line sales leaders, and field sellers. This leader will be accountable for building a durable, data-driven revenue engine, with a tight partnership with Revenue Operations, Marketing, Enablement, and Solution Consulting.

The ideal candidate has led large, complex sales organizations at enterprise scale through rapid growth, with a track record of high-ACV, multi-stakeholder sales, disciplined forecasting, and talent development. They are fluent in AI-enabled go-to-market models and understand how to use data, tooling, and agentic workflows to increase productivity, improve forecast accuracy, and consistently beat plan.

Responsibilities

• Own the company revenue number and multi-year growth trajectory, building the strategy and operating model to reach $1B ARR by 2028 through both new logo acquisition and account expansion.
• Lead 10 Pod Leaders across vertical business channels (each $3M–$60M ARR, at varying maturity), ensuring clear strategy, accountability, and execution rigor in every pod.
• Build, develop, and retain leadership talent across a ~100-person commercial organization, including Heads of Business Lines, regional leaders, and front-line managers; set a high bar for performance, coaching, and succession.
• Drive alignment of all revenue-generating functions (Sales, Account Management, Channel/Alliances) around a unified go-to-market plan, quota design, and coverage model.
• Partner closely with the President & CCO and executive peers in Marketing, Enablement, Solution Consulting, Product, and Finance to define and execute Socure’s commercial strategy, including pricing, packaging, and market entry plans.
• Collaborate with Revenue Operations, ensuring rigorous pipeline management, forecasting discipline, territory and quota design, and data-driven insights into performance, productivity, and funnel health.
• Establish and enforce a consistent sales methodology for complex, high-ACV enterprise deals, including multi-threading, value engineering, and C-suite engagement across key verticals.
• Scale partner and channel strategies to extend Socure’s reach efficiently, including system integrators, strategic alliances, and embedded/agentic AI partners that help bring Socure into customer workflows.
• Embed AI and automation into the commercial engine, using tools and agentic workflows to improve rep productivity, pipeline inspection, forecasting accuracy, and renewal/expansion motions.
• Monitor revenue KPIs and leading indicators (pipeline coverage, win rates, sales cycle, expansion rates, churn, ASP/ACV) and adjust strategy, resourcing, and execution plans to ensure sustainable growth.
• Drive operating cadence and accountability, including QBRs, forecast calls, deal reviews, and board-level reporting on revenue performance and outlook.
• Represent Socure externally with strategic customers, partners, and at industry events as a senior executive sponsor and voice of the commercial organization.

Requirements

• 10+ years in senior, diversified sales leadership roles, including leading leaders at enterprise scale; experience as CRO, EVP/SVP of Sales, or equivalent strongly preferred.
• Demonstrated success running a 100+ person commercial organization across multiple verticals or segments with complex go-to-market motions.
• Deep experience with high-ACV enterprise sales (typical deal sizes $500K–$1M+), multi-year contracts, and multi-stakeholder decision processes.
• Well versed in leading multiple channels, diverse product lines and revenue streams with differing structure and delivery models.
• Proven forecasting discipline and operational rigor, with a track record of delivering accurate projections and holding teams accountable to pipeline quality and conversion.
• Clear, repeatable methodology for selecting, developing, and scaling sales leadership teams, including front-line managers and vertical leaders.
• Evidence of accelerating growth through both new logo acquisition and expansion within existing accounts, ideally in B2B SaaS, fintech, or risk/fraud/identity domains.
• Fluency in AI tools and data-driven GTM execution, including practical use of AI/ML or agentic copilots to drive sales productivity, forecasting, territory planning, and account strategy.
• Strong technical and operational experience with Salesforce and modern commercial tech stacks (Revenue Operations platforms, sales engagement, forecasting/BI, and enablement tools).
• Proven track record of growing revenue through new products, marketing, branding, and partnerships, not just sales headcount.
• Meaningful general management and full fluency in P&L ownership experience, comfortable balancing growth, efficiency, and unit economics as well as building the model to predict business outcomes.
• MBA or equivalent advanced degree preferred, but not required with commensurate experience and results.
• Inspirational, hands-on leadership style with a clear bias for action, high accountability, and the ability to operate at both strategic and tactical levels.

Pay

Compensation Range: $325K - $350K