Head of Sales

Heron Data • New York, NY, USA • 1m ago

Why This Job is Featured on The SaaS Jobs

This Head of Sales role stands out in SaaS because it is positioned as the first senior sales leader, responsible for turning an early motion into a repeatable revenue engine. The remit spans foundational GTM decisions—ICP definition, messaging, pricing, stages, and tooling—while selling a technical product that requires credible translation between product/engineering and buyer needs.

From a SaaS career standpoint, the work sits at the intersection of execution and system design: closing deals personally while building the operating cadence that makes forecasting, pipeline hygiene, and enablement scalable. Experience gained here tends to transfer across B2B SaaS environments where sales outcomes depend on tight feedback loops with product, disciplined process, and a clear view of unit economics implied by pricing and deal structure choices.

This is best suited to a sales leader who prefers ambiguous, early-stage problem solving over inheriting a mature playbook, and who is comfortable switching between “in the trenches” selling and designing structure once patterns emerge. It also fits someone motivated by close founder partnership and cross-functional influence, rather than a narrowly scoped, late-stage functional role.

The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.

Job Description

Location

NYC

Employment Type

Full time

Department

Sales

Compensation

On Target Earnings (OTE) $275K – $400K • 0.2% – 0.5% • Offers Commission • Est. OTE (base + commission); commission upside is uncapped

Head of Sales

About the role

We’re looking for our first Head of Sales to build, lead, and scale revenue at Heron. This is a rare opportunity to own sales end-to-end at a fast-growing AI company. You’ll work closely with the founders, sales, product, and engineering teams, to build and lead the sales org as we grow. If you’re excited about selling a technical product, shaping go-to-market strategy, and building something from 1-to-n, we’d love to talk!

What You’ll Do

This is a hands-on (“player-coach”) role focused on driving revenue and building the sales function, including specifically:

Own the full sales cycle from first conversation through close, initially carrying a quota yourself
Develop and refine Heron’s sales motion (ICP, messaging, pricing, deal structure, sales stages)
Partner closely with founders, product, and engineering to translate customer pain into clear value propositions
Build and manage pipeline, forecasts, and revenue targets with a strong bias toward accuracy and accountability
Establish and refine our sales processes, tooling, and metrics (CRM, reporting, enablement materials)
Hire, onboard, and coach future sales hires as the team scales
Help shape broader go-to-market strategy across sales, partnerships, and potentially customer success

What We’re Looking For

Our ideal hire will:

Love selling and building at the same time

You’re energized by being in the deals — especially early, messy ones — and you’re excited to build structure after learning what actually works. You’re comfortable wearing many hats and know how to prioritize impact over polish in the early days.

Have strong early-stage sales instincts

You know how to sell ambiguous, technical products without relying on heavy brand recognition or mature processes. You’re thoughtful about deal qualification, pricing, and positioning, and you learn quickly from wins and losses.

Be scale-minded, but action-oriented

You don’t over-engineer sales processes too early, but you do think ahead. You care about building something that will scale — and you know when it’s time to formalize, document, and hire.

Have prior experience at high-growth startups

Ideally, you’ve been an early sales hire or sales leader at a Seed–Series B company and have seen what it takes to grow revenue through inflection points.

Be a clear, credible communicator

You can talk to technical and non-technical stakeholders alike, earn trust quickly, and clearly articulate value to customers, investors, and internal teams.

Above all else, we value people who want to make an impact in their work.

Here are some of the behaviors we expect of all Herons:

Scrappy and creative

When faced with a tough prospect, stalled deal, or unclear path forward, you find a way. You’re resourceful, adaptable, and willing to try unconventional approaches.

Persistent

You don’t give up when deals get hard or timelines slip. You follow up, dig deeper, and keep pushing until you get to a clear outcome. You’ll go the extra mile — including Flying to Gainesville — if that’s what it takes.

Pilot, not passenger

You proactively identify opportunities, test ideas, and drive them to completion. You don’t wait for perfect direction — you create momentum.

Excited to work in a fast-paced, high-growth, team-based environment

You thrive in environments with speed, ownership, and collaboration. You care deeply about the team’s success and are willing to roll up your sleeves wherever needed.

What You Can Expect as a Heron

Competitive compensation, including equity
Based full-time in NYC, where most of the team is in-person every day
Your choice of top-of-the-line equipment to fit out your desk in the office
Occasional travel to London to work with the team there and across the country to visit customers and prospects
Competitive benefits: health insurance; pension; uncapped annual leave; parental leave
Free mental health support via Spill - on-demand access to therapy
Weekly company lunches (always inclusive and vegan-friendly - especially if you like Korean or Vietnamese food!)
Applicants from any background and gender are welcome and we have a zero tolerance policy on discrimination

About Heron Data

We are Heron Data, a Series A stage company based in New York and London.

At Heron, we use the latest advances in AI and LLMs to automate document processing. Our software handles emails, analyzes attachments, and takes actions like updating CRMs or requesting more info to execute workflows end-to-end for our customers. We serve a range of businesses including some of the world's largest fintechs, banks and other specialty finance companies, commercial insurers, and more.
Our largest product automates underwriting for small business lenders and other specialty finance companies. We eliminate cumbersome manual processes and enable our customers to provide their services with much greater speed, precision, and fairness.
We are a rapidly growing company with over 150 customers in financial services and beyond who trust us to be embedded in critical processes - without us, their businesses stop. We analyze tens of thousands of documents a day, including over 20 million individual bank transactions daily for our customers. We continue to grow into more segments and workflows: further into lending, banking, insurance. And we think there's much more we can do!
We are a lean, scrappy and committed team with a flat structure and collaborative culture. Our team brings together a wealth of experience from great tech companies including Facebook, Spotify, Revolut and many other startups from around the world.
With team members from five different continents, we embrace multiculturalism and diversity. From company events to everyday interactions, we make sure everyone feels welcome and accommodate all cultural and dietary requirements.
Since our launch in September 2020, at the end of the S20 batch, we've experienced a lot of growth! Today, we serve over 150 customers and have over $7M in ARR. Read more about our mission here

Compensation Range: $275K - $400K