Role Overview We are seeking a Head of Sales to build and scale WaveInnova’s enterprise revenue engine. This leader will own enterprise sales strategy, pipeline creation, deal execution, and sales team build-out , working directly with the CEO and product leadership. This role is ideal for a sales leader who has closed complex, multi-year enterprise contracts and thrives in scaling revenue from early traction to $50M+ ARR. Key Responsibilities Revenue & Strategy Own global sales strategy across enterprise and strategic accounts Drive ARR growth through multi-year, high-ACV contracts ($250K–$5M+) Define ICPs, vertical strategy (logistics, retail, pharma, manufacturing), and pricing models Partner with leadership on forecasting, GTM planning, and board-level reporting Enterprise Sales Execution Personally lead and close Tier-1 enterprise deals Manage complex sales cycles involving procurement, operations, IT, sustainability, and finance stakeholders Build strong executive relationships with Fortune 500 customers and strategic partners Negotiate contracts, pilots, renewals, and expansions Sales Team & Infrastructure Hire, train, and scale a high-performance sales team (AEs, SDRs, channel partners) Establish repeatable sales processes, playbooks, and KPIs Implement CRM discipline, pipeline hygiene, and predictable forecasting Cross-Functional Leadership Work closely with Product and Engineering to translate customer needs into roadmap priorities Collaborate with Marketing on positioning, case studies, and demand generation Support Investor Relations with revenue narratives and diligence materials Ideal Candidate Profile Required 10+ years of B2B enterprise sales experience (IoT, SaaS, logistics, industrial tech preferred) Proven track record of closing large enterprise contracts ($1M+ ACV) Experience scaling revenue from early traction to tens of millions in ARR Strong executive presence and ability to sell to C-suite decision-makers Hands-on leader comfortable both selling and building teams Preferred Background in IoT, supply chain, logistics tech, or industrial AI Experience selling into large retailers, logistics providers, manufacturers, or pharma companies Prior experience in venture-backed or growth-stage startups