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One of the coolest ecommerce jobs around!

HARRY’S COMMENTS: We are working with an ecommerce growth consultancy in their search for a world-class Head of Sales & Account Management. The firm was founded by two operators with 40 years of combined experience running digital commerce at well-known consumer brands in audio, sporting goods, footwear, and furniture.

This remote role will pay a base salary of $140K–$160K, with bonus potential of $80K–$120K (OTE: $220K–$280K). The bonus will be weighted ~80% new business, ~20% expansion/retention, and there will be accelerators available above target.

This is a player-coach role on the Executive Leadership Team, and you will have strategic input on where the company is going. You’ll also be in Salesflare every day logging your own activity. You can figure a time split of roughly 70% new business, 30% expansion and account management.

About the Company

The company was started two years ago because its founders saw the same problem everywhere: mid-market consumer brands ($50M–$300M revenue) that know they’re underperforming in ecommerce but can’t figure out why—and can’t afford to build an entire internal team to fix it.

So the founders set out to be the fractional ecom team for these brands. By deploying senior specialists in acquisition, conversion, retention, data, operations, technology, and marketing, my client ties everything back to P&L outcomes (contribution margin, variable profit, acquisition cost, etc.) because that’s how their clients’ leadership teams think.

The firm charges $10k–$100k/month for fixed-fee engagements, and they’re profitable with healthy margins. Both founders have actually done sales and know what works, and they offer a differentiated service that clients love once they understand it.

Why is the Role Open?

Until now, the firm has grown almost entirely through Founder relationships and referrals. The two co-founders have done all the selling, and when they run discovery and deliver an assessment, they close at a very high rate. That part works.

What they don’t have is a repeatable sales system that doesn’t depend on their doing everything. They don’t have consistent outbound, nor do they have a consistent pipeline. They don’t have a forecast they trust, and they’re leaving opportunities on the table with existing clients because nobody’s focused on expansion.

Recently, the founders brought on a fractional CMO to start generating inbound leads, and that initiative is ramping now. Realistically, the founders expect to get to 5–10 qualified leads per month, but the deal flow is not there yet. Right now they’re at maybe 2–4 per month.

This is not the right opportunity for you if you are 1./ a pure closer who needs a full pipeline handed to you, or 2./ leads with volume over quality. Additionally, we can’t use SaaS salespeople who’ve mostly ridden inbound, nor can we use people who need a lot of structure and direction.

You’ll be the firm’s first dedicated sales hire. You won’t be inheriting a machine. You’ll be building one alongside founders who are ready to hand off the sales function but will stay involved in large and strategic deals for the foreseeable future.

You won’t believe how much we know about this search …

I spent a ton of time on the phone with the client teasing out exactly what you’ll need to KNOW and DO to hit the ground running in this role. Some of the things I can share with highly qualified candidates include …

1. The “real” background requirements for this position, along with the top five things all resumes MUST have to be considered for the role.
2. The top five problems that exist due to this position being open. These are the little brush fires you will be expected to put out during your first month on the job. Every ecommerce job has these — and this one’s no different.
3. What your average day/week will look like in this role. There’s what you read in the standard ecommerce job posting … then there’s reality. We’ve got the reality.
4. The leading and lagging KPIs that will determine your success in this role. In a nutshell: How you’ll keep score.
5. The major projects you’ll need to complete by Day 100 to be considered a home-run in this position. We’ve got the lowdown on how you can plug-and-play and drive REAL value in this ecommerce job.

I have a massive amount of proprietary intel to share with qualified candidates. My industry research for this assignment exceeds 50 pages! Be sure to TEXT me, Harry Joiner, at (404) 281-2025 for this info. Or simply use the email link when you apply for the role below.

Required:

• 5–10 years of B2B sales experience with consultative, high-ticket services ($500K+ annual contract value)
• Experience selling to mid-market companies ($50M–$300M revenue)
• Background in ecommerce, DTC, digital marketing, or agency/consulting services
• Track record of building sales processes, not just running them
• Strong CRM discipline—you log your own activity without being asked
• Comfortable with outbound prospecting and self-sourcing pipeline and partnering with marketing
• Fluent in P&L language (contribution margin, CAC, LTV) — or willing to get fluent fast

Preferred:

• Experience at an agency or consultancy (not just SaaS)
• Someone who has built process in an environment without much infrastructure
• You’ve probably been the first or second sales hire at an agency or consultancy before—or you’ve always wished you had been
• Intellectual honesty about what you know and don’t know
• Intrinsic motivation—you don’t need a leaderboard to stay hungry
• Comfort with ambiguity
• “Healthy dissatisfaction” — you’re never quite satisfied with how things are

Applications for this ecommerce job are being coordinated by Harry Joiner. To apply, CLICK HERE. Candidates, please be sure to email Harry for additional information that will differentiate you in your candidacy. Due to the intensely competitive nature of this search, thorough preparation for these interviews with this proprietary material is strongly recommended.