Sales Leader/Manager

About the role

Agave is profitable, cash-flow positive, and fresh off a $15M Series A led by Accel ($20M+ total funding). You'll work directly with our CEO/co-founder to build and lead our sales team, taking Agave from $Xm to $XXm ARR+.

You'll start hands-on, carrying a book alongside our AEs to learn the motion by doing. After ramping, you'll help build and scale the machine: recruiting and ramping reps, coaching the team, owning forecast and pipeline, and standing up less-mature motions like outbound and cross-sells. From that point on, your number is the team's number.

We've hit product-market fit on our core product: 5XX+ customers, $Xm ARR, profitable and cash-flow positive for 2+ years. The core motion works and converts, but we need someone to scale it past our current stage. Our CEO/co-founder has been acting as head of sales and is now the bottleneck on coaching, hiring, defining and training new sales motions, and other critical tasks. This role takes that over.

You'll step into a motion that already works: refined collateral, meeting templates, a clean CRM, SEs who run demos and handle domain depth, and strong inbound and referral volume converting at a high rate. You'll grow the current system and help build what doesn't yet exist, like defining pricing and value props for new products, hiring and retaining talent for new roles, and more.

Responsibilities

Your first quarter

• Learn the motion by running it; earn the team's credibility by out-working them. Carry a personal quota.
• Join our AE rotation and run your own discovery calls, demos (with our Solutions Engineers), proposals, and negotiations. Learn to repeat our current system before making changes.
• Audit everything: sit in on rep calls, review and improve our CRM, talk to customers and partners, and document what's working, what's broken, and what you'd change and why.

After that: grow the team and the machine

• Recruit and ramp: Source, interview, hire, and onboard our next AEs and other GTM roles. Own the ramp plan and timeline.
• Coach and develop: Conduct 1:1s, call reviews, and deal coaching to make each rep measurably better. Diagnose where deals stall and unblock them. Manage underperformance directly and early.
• Own the team’s output: Carry the team's aggregate quota and ensure every rep hits their individual number. Own pipeline health, forecast accuracy, and CRM hygiene. Know exactly where the number is coming from and where it’s headed.
• Turn what works into a playbook: Create call scripts, templates, CRM workflows, dashboards, enablement, and territory/quota design proposals. Run a weekly Sales Review with the whole company.
• Partner with the founders: Define ICP and GTM strategy for each product launch, structure pricing and packaging for existing and new products, and develop the GTM hiring plan. Collaborate with Account Management, Partnerships, Delivery, Product, and Engineering on anything customer-facing.

What this role is not

• Not a pure management seat: You'll carry a personal quota initially to learn the motion and earn the team’s trust. After ramping, you’ll transition to leading the team full-time.
• Not Partnerships or RevOps: We have dedicated teams for partner motion and revenue operations. You own the direct sales team.
• Not a large org on day one: You'll work with 4 AEs, hire more by year-end, and grow the team and its scope from there.

Requirements

Hard requirements

• 4+ years closing: You've carried a quota at a B2B SaaS company and consistently exceeded it. You know how to run and win competitive deals.
• 2+ years managing AEs: You've directly managed quota-carrying reps and hit a team number. You've hired, ramped, coached, and let people go, and can provide specific examples of each.
• Startup stage fit: You've done this role (or similar) at a company at or near our size and grown it from there. Experience in large, established sales orgs may not translate well here, as most of the job involves building things that don’t yet exist without abundant resources.
• Motion fit: You've sold five-figure deals with fast sales cycles and inbound-skewed lead flow. Our motion is high-throughput, not six-month enterprise cycles.

What We're Looking For

• Proactive builder: Self-directed, fills gaps without being asked. We trust you to disqualify poor-fit customers and hold your team to the same bar.
• Coaching ability: You can watch a call, identify the one change that would have moved the deal, and teach it in a way that sticks with motivated reps.
• Clear, persuasive communication: You write crisp emails, document processes, and generate sharp counterpoints to customer hesitations on the fly. You raise your team's communication abilities.
• Reads people well: You know when to listen and when to push, and when a rep needs pressure versus backing.
• Product curiosity: You want to understand how the product works in more detail than is typical for a salesperson.

Nice to have

• Selling software into construction or another blue-collar/trades-heavy buyer base.
• Familiarity with accounting or ERP concepts.
• You bring 1-2 strong reps with you (a sign of the best candidates).

Location

In-person in SF strongly preferred. Our team has been fully in-person since day one, and this role is coaching-heavy, which works better in a room. We'll consider exceptional remote candidates in the US.

Pay

Range: $250K - $320K