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. We’re growing fast, and our Head of Sales is one of the most consequential hires we'll make this year. ## **The Role** You’ll own sales at Qualitate from day one. You’re taking the handoff from our founder, stepping into a working motion with AEs already above quota, and will help keep us on our current hyper-growth scaling trajectory. You’ll 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. You’ll be a close strategic partner to our CEO, in front of our biggest customers, and help us grow our sales team from 4 to 15 over the next 12 months. ### **What the day-to-day looks like:** - **Revenue ownership.** You will 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. ### **Who This Role Is For** - **Track record of promotions.** You’ve been promoted consistently throughout your career. You’re on a sales leadership track at a high-growth company and ready to build up from the foundation at a hyper-growth startup. - **High-growth company background required.** You’ve led teams through the hyper-growth phase of the startup journey. GTM maturity, ARR, and team size where we are today through where we want to be in the next 2–3 years, and thrived in environments with limited resources and infrastructure. - **Comparable ACV and sales cycle.** You’ve sold 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.** You’ve personally built ICP definitions, qualification criteria, comp structures, and onboarding programs. - **Lead from the front.** You’re an excellent seller. You’re willing and proud to jump into deals, help reps close, and show the team what excellence looks like, - **Comfortable with chaos.** You’ve operated in early-stage or high-growth environments and thrived. You communicate proactively, flag problems early, and don’t need to…