Urrly

Head of Sales – Player-Coach, Enterprise Software

Urrly

full-time

Posted on:

Location Type: Remote

Location: Remote • District of Columbia • 🇺🇸 United States

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Salary

💰 $175,000 - $200,000 per year

Job Level

Lead

Tech Stack

Apollo

About the role

  • Lead a 3-AE pod (+ RevOps resource) focused on new-logo growth
  • Act as a player–coach: close deals personally while hiring, coaching, enabling AEs
  • Build a repeatable pipeline engine: outbound (HubSpot/Apollo), webinars, conferences, partners
  • Drive demo productivity to ~8 new demos/AE/month (or 6 if AM duties apply)
  • Establish forecast discipline: stage definitions, dashboards, hygiene, cadences in HubSpot
  • Partner with marketing on monthly webinars and an 8–10 conference annual strategy
  • Close complex enterprise deals (nuclear ACVs $100–200K+; utilities $20K SW + $200K services)
  • Lead international nuclear expansion: account plans, associations, lighthouse wins
  • Strengthen RevOps reporting while maintaining speed to revenue

Requirements

  • 6–10+ years in enterprise B2B sales with regulated/mission-critical buyers (energy, industrial, defense, aviation, EHS, pharma, etc.)
  • Proven player–coach: managed AEs while personally closing six-figure+ multi-stakeholder deals
  • Outbound and pipeline builder from low brand awareness; CRM/process discipline
  • Strong forecasting rigor (MEDDICC or equivalent) in HubSpot (preferred) or Salesforce
  • Executive presence with Ops/Safety/Compliance/IT buyers; consultative and credible
  • High EQ/IQ, grit, and a genuine passion for sales—able to run through walls and bring the team with you
  • Nice to Have: Sold compliance, training, or workforce-qualification solutions
  • Nice to Have: Exposure to nuclear, utilities, or other regulated verticals
  • Nice to Have: International market entry experience
  • Nice to Have: Early-stage playbook creation; PE-backed scale-up experience

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
B2B salesforecastingpipeline buildingCRM disciplineMEDDICCclosing complex dealsaccount planningreportingsales processplaybook creation
Soft skills
leadershipcoachingconsultative sellingexecutive presencehigh emotional intelligencegritteam collaborationcommunicationadaptabilitypassion for sales