Head of eCommerce, New Business Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Head of eCommerce, New Business Sales based in the United States.

This is a senior commercial leadership role focused on scaling a high-performing outbound sales organization within the eCommerce marketing space. You’ll lead Sales Directors and Account Executives while building the processes, coaching culture, and operational discipline required for predictable growth. The role combines revenue ownership, pipeline strategy, sales enablement, and talent development in a fast-growing technology environment. You’ll work closely with Marketing, Revenue Operations, Enablement, and Product Marketing to strengthen the entire go-to-market engine. As a senior external representative, you’ll also engage with industry leaders and participate in events, panels, and podcasts. The position is remote-first and offers significant scope to shape a scalable new-business organization across North America.

Accountabilities:
- Lead and scale the outbound new-business sales organization, establishing repeatable processes that consistently convert qualified pipeline into revenue.

- Develop and implement sales playbooks that move teams from high-volume prospecting toward strategic, account-based selling and consistent execution throughout the sales funnel.

- Manage and coach Sales Directors and Account Executives through structured pipeline reviews, accurate forecasting, performance management, and ongoing professional development.

- Build a predictable pipeline-generation engine by partnering closely with Marketing, aligning inbound and outbound strategies, improving lead quality, and leveraging intent data.

- Establish disciplined sales operating rhythms, reporting practices, forecasting processes, and performance standards to support sustainable revenue growth.

- Champion AI-powered prospecting, workflow automation, and modern sales technologies to improve productivity, coaching, and pipeline generation while maintaining a consultative customer experience.

- Represent the organization externally through industry events, panels, podcasts, and strategic conversations with enterprise eCommerce marketers and industry leaders.

- Partner cross-functionally with Revenue Operations, Enablement, Product Marketing, and other teams to align go-to-market execution and improve sales effectiveness.

- Build a culture centered on accountability, coaching, performance, career development, and continuous improvement across a diverse sales organization.

Requirements

- Proven leadership experience scaling high-performing outbound B2B sales organizations with responsibility for pipeline, forecasting, and revenue performance.

- Deep experience selling into eCommerce organizations, particularly within SaaS, account-based marketing, demand generation, MarTech, or adjacent technology environments.

- Strong understanding of modern eCommerce and marketing personas, buying processes, and enterprise sales motions.

- Builder's mindset combined with strong operational discipline and the ability to establish repeatable processes in a fast-growing environment.

- Experience across transactional and enterprise sales motions, with exposure to AdTech, MarTech, programmatic advertising, DSPs, B2B intent platforms, or related marketing technologies preferred.

- Strong knowledge of CRM reporting, pipeline analytics, forecasting, and intent-data platforms such as 6sense, Demandbase, or Bombora.

- Demonstrated ability to collaborate with Marketing, Revenue Operations, Enablement, and Product teams to improve demand generation, pipeline quality, and go-to-market execution.

- Exceptional communication, presentation, negotiation, and executive presence, with confidence representing the organization with customers, partners, and at industry events.

- Strong coaching and people-management capabilities, including experience managing sales leader