VP / Head of Sales (Player–Coach) – Enterprise Software

Overview

VP / Head of Sales (Player–Coach) – Enterprise Software at Urrly . This role is a player–coach leader responsible for coaching a small AE team while actively closing deals and building a scalable go‑to‑market engine. The incumbent will work with the interim CRO and CEO and has a path to CRO for high‑impact performers.

Compensation and Benefits

Base pay range: $175,000.00/yr - $200,000.00/yr

Additional compensation types: Commission

Location: Remote (DC area preferred)

Travel: ~50–60% (industry conferences, customer onsite, team sessions)

OTE: $350,000

The Company

Our client builds training and performance support systems for mission-critical, highly regulated industries in the energy sector—primarily nuclear and utilities. Their software ensures operators maintain compliance, competency, and safety in environments where human error has real-world consequences. Backed by one of the most reputable private equity firms in the Northeast , the company is entering a scale phase with aggressive growth plans, including international expansion. This is not an HR LMS sale . The solutions serve operations, safety, and compliance teams with qualification and certification workflows aligned directly to regulatory frameworks.

The Role

Our client is hiring a Head of Sales as a player–coach (roughly 70% coach / 30% sell). This leader will manage and grow a small AE team, establish a top-of-funnel engine, and drive new-logo acquisition while building on strong renewal momentum. You’ll work directly with the interim CRO and CEO while owning the path to CRO yourself.

Responsibilities

• 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)
• Partner with marketing on monthly webinars and an 8–10 conference annual strategy
• Lead international nuclear expansion : account plans, associations, lighthouse wins
• Strengthen RevOps reporting while maintaining speed to revenue

Success Profile

• 90 Days: Top‑of‑funnel motion in play, AEs trending to demo targets, forecast hygiene in place
• 180 Days: New logos closed, 3–4× pipeline coverage, ROI data from conferences/webinars
• 12 Months: International nuclear traction, repeatable outbound playbooks, scalable GTM motion

Candidate Background

• 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
• Exposure to nuclear, utilities, or other regulated verticals
• Early‑stage playbook creation; PE‑backed scale‑up experience

Why This Role

• Dominant footprint in U.S. nuclear, with international expansion still untapped
• Backing and resources from a top‑tier private equity sponsor
• Direct line to the CRO and CEO
• Clear, accelerated path to CRO for high‑impact performers

Next Steps

This search is already in the late innings, and our client wants to meet 3 more top candidates before final decisions. If your background fits, apply today — we’ll move quickly to review and set up a video interview within 24–48 hours .

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