Head of Sales

As the Head of Sales at Aurora, you will be responsible for developing and executing a comprehensive sales strategy focused on B2B upper middle and SMB accounts. You'll lead a talented sales team, manage the sales pipeline, optimize processes, and ensure effective collaboration with other departments to drive revenue growth.

To be considered for the Head of Sales role at Aurora, candidates should have over 7 years of B2B sales experience in the SaaS industry, with at least 3 years in a leadership role. A proven track record of meeting or exceeding sales targets, strong leadership skills, and proficiency in sales technologies such as CRM software are also essential.

The Head of Sales at Aurora plays a crucial role in driving revenue growth by developing effective sales strategies, leading a high-performing sales team, managing the sales pipeline for optimal conversion, and collaborating with marketing and product teams to align efforts with overall business objectives.

The base salary range for the Head of Sales position at Aurora is between $157,000 and $252,000 per year. The starting base pay will be determined based on relevant experience, skills, qualifications, and market conditions, along with eligibility for bonuses and equity compensation.

A successful Head of Sales at Aurora is driven, analytical, and strategically minded. They demonstrate excellence in communication, have a strong capability to lead and mentor teams, and possess a solid understanding of sales automation technologies, allowing them to effectively analyze data and implement actionable strategies.

When answering this question, emphasize specific strategies you employed to recruit, manage, and mentor team members. Discuss your approach to fostering accountability and collaboration, and provide examples of how your leadership directly contributed to exceeding sales targets.

Share your method for researching market trends, identifying target customer segments, and analyzing competitor strategies. Highlight any tools or frameworks you've used to create a comprehensive go-to-market strategy that ensures alignments across departments while maximizing customer reach.

Discuss your use of historical sales data, trends analysis, and CRM software to provide accurate forecasts. Provide examples of how you've adjusted forecasting methods to adapt to changes in market conditions, ensuring that projections remain reliable for strategic planning.

Indicate that addressing underperformance starts with understanding the root causes. Explain your approach to providing constructive feedback, creating personalized improvement plans, and maintaining open communication to encourage a supportive environment for growth.

Share a specific example that includes your role, the strategy you implemented, and the results it generated. Use metrics to quantify success, such as improved conversion rates or exceeded revenue projections, while explaining the rationale behind your approach.

Emphasize the importance of continuous market research in understanding customer needs, identifying trends, and staying ahead of competitors. Explain how you integrate insights from research into your sales strategy to ensure relevance and effectiveness.

Highlight your belief in the value of customer engagement and open communication. Discuss any specific strategies you've used, like personalized follow-ups or regular feedback sessions, to nurture relationships and ensure high customer satisfaction.

Explain your structured approach to managing the sales pipeline, such as tracking key metrics at each stage, regularly reviewing progress with your team, and using CRM tools to maintain an organized and transparent view of opportunities.

Discuss your proactive approach to collaboration by establishing clear communication channels and regular meetings with departments like marketing and product management. Provide examples of successful joint initiatives that drove business results.

List the sales technologies and CRM software you've had experience with. Explain how these tools have enhanced your sales processes, improved data analysis, or streamlined communication within your team, showcasing your adaptability to various tech environments.