Head of Sales
We're hiring a Head of Sales to build and own new-logo revenue for OTP Blue in the US market. This is a player-coach role: you'll lead the outbound engine and the team, and you'll personally close strategic deals. We need someone who has already run a sales team, lives and breathes top-of-funnel (prospecting → booked calls), can close on their own, speaks excellent English, and can prove it all with numbers.
About OTP Bluee
OTP Bluee is a profitable B2B SaaS company providing the messaging infrastructure behind modern AI agents: iMessage, WhatsApp, RCS and SMS unified on a single API and number, across 8 countries. We serve ~150 paying customers, primarily in the US, and we're SOC 2 certified. The company was founded in 2020 by serial entrepreneurs with 10+ ventures, a major exit, and Forbes recognition; our sister company OTP Blue is a B2B telecom/CPaaS platform. You'd be joining a lean, fast-moving team with real product-market fit and room to build the sales function from the ground up.
What you'll own
- End-to-end new business.
- End-to-end new business. Own the full outbound motion for US B2B SaaS new logos — ICP definition, prospecting and sourcing, outreach sequences, qualification, discovery calls, demo, negotiation and close.
- Build and lead the team. Hire, onboard, coach and manage SDRs and Account Executives. Set quotas, run pipeline reviews, and build the playbooks, scripts and cadences the team runs on.
- Carry a quota yourself. Lead from the front — personally close strategic and larger deals, not just oversee them.
- Own the process and the stack. Design and continuously optimize the sales process and tooling (CRM, sequencing, enrichment, dialers, reporting). Keep the funnel measurable.
- Forecast and accountability. Own pipeline, forecast and revenue targets, and report directly to the founders on GTM, pricing and ICP. Partner with Customer Success on smooth handoff and expansion.
Must-have requirements
These are non-negotiable. If your CV doesn't show them, this isn't the right role.
- Proven people-management of a sales team. You have hired, coached and led SDRs and/or AEs and hit team targets. This is the single most important requirement.
- Deep top-of-funnel expertise. You know prospecting and sourcing cold — building outbound sequences, qualifying, and consistently getting prospects onto calls. You can teach it, not just talk about it.
- Hands-on closer. A strong personal track record of closing B2B deals yourself — you're a seller first, manager second.
- Proven, quantifiable track record. Real numbers: quota attainment, revenue and pipeline generated, deal sizes, team results. Be ready to walk us through them.
- Excellent English (C1+). You're fully comfortable selling to and negotiating with US decision-makers, in writing and on calls.
- B2B SaaS sales background. You've sold software to businesses and understand SaaS sales cycles and metrics.
Nice-to-have (a real plus, not required)
- Experience selling API, developer or infrastructure products (e.g. Twilio, Sinch, Stripe, SendGrid, or similar).
- Direct experience selling into the US market.
- Fluency with a modern sales stack and AI tools — HubSpot/Salesforce, Apollo/Clay, Outreach, AI-assisted SDR tooling. (AI fluency is teachable; a growth mindset matters more.)
- Experience standing up or scaling a sales org from an early stage.
- Exposure to CPaaS / messaging / telecom or to selling to AI-agent and automation companies.
What the first 90 days look like
- Get deep on the product, ICP and current pipeline; refine the target list and messaging.
- Stand up a repeatable outbound motion and the reporting to measure it.
- Personally book and close early deals to validate the playbook.
- Make the first one or two hires and start coaching them on the cadence you've proven.
Compensation & logistics
- Structure: competitive monthly base + uncapped commission on closed new business + a quarterly performance bonus.
- Indicative band: base around $4,000/mo with on-target earnings of roughly $7,000–8,000+/mo, uncapped upside for over-performance. Final package depends on experience and track record.
- Setup: fully remote (Ukraine), full-time, reporting directly to the founders, with a direct line into product and GTM decisions.