Head Of Sales

Parkade is SaaS for private parking, creating a better world with easier (and far less) parking. We help apartments, condos, offices or anyone with private parking move from managing their parking with stickers, hang tags and spreadsheets to automating all parking management, enforcement and customer service. We also help their parking revenue skyrocket.
Why is this such an exciting opportunity? We're beloved by our customers, have carved out a differentiated position in a massive market and count some of the country's most talented investors as backers.
We've already achieved product-market fit: Our CEO sold Parkade into dozens of buildings from 2021 to 2022 and wrote an initial sales playbook. He spent 2023 building the sales team, which now has two AEs and two SDRs, who are all hitting quota and iterating on our sales process. The sales team has now sold the product to hundreds of customers who love Parkade (<1% annual churn). Lead volume has jumped 10x in a year, and the unit economics are nearly unparalleled in our industry (prop-tech).
We're looking for a Head of Sales to take us into hypergrowth, and help Parkade become the first billion-dollar parking-software company and a household name.
Job description
You will:

• Take primary responsibility for at least tripling our annual revenue over the next year. You'll do this by increasing close rate on the 50-75/leads/mo we're getting, working to generate more leads and creating an extremely high-performing sales team.
• Design, communicate, own and iterate on your team's commission and quota plans, ensuring competition, fairness and a mutually beneficial relationship between Parkade and sales-team members.
• Get to know our customers: Property managers, asset managers and real estate owners/developers. Understand their roles, how they manage parking today, how they buy/deploy technology and how Parkade can make their lives better and richer.
• Perfect our mid-market sales motion of selling Parkade to large properties, one at a time. On top of perfecting that sales motion, help us move up-market, by figuring out how to sell Parkade to multiple buildings or entire real-estate portfolios at once (enterprise).
• Source, recruit and hire on a top-caliber sales team, to scale our sales operation.
• Learn every inch of the sales process, from lead, to down-funnel, to onboarding, to happy customer. This should include owning some sales yourself, especially enterprise.
• Drive continuous improvement in sales effectiveness through coaching, training, call feedback and mentoring of your individual contributors.
• Identify and adopt cutting-edge technologies that help you get the job done better.
• Work closely with our marketing team (1 person so far) to improve the marketing-to-sales lead process and our product engineering team to fill key product gaps.
• Report directly to the co-founder/CEO.

Qualifications
You have:

• At least 8 years of total sales experience.
• Two to 6 years of Sales management experience, including 2+ years at a high-growth SaaS startup with average deal sizes of five-to-low-six figures.
• Experience taking a sales team from $1-2m→$10m ARR at least once, ideally twice.
• Spent time as both account executive (or equivalent) and SDR/BDR (or at least managed SDRs/BDRs), plus experience working on sales operations, enablement, and strategy projects.
• A proven track record of achieving and exceeding revenue targets as both IC and manager.
• A successful track record both honing and scaling a single ICP, as well as developing and expanding GTM strategy into new and existing markets.
• Stellar room presence, whether you're meeting with coworkers, running a discovery call on zoom or presenting at a conference.

Bonus points

• You have a passion for changing the built world and creating a safer, greener, more affordable world that doesn't have vastly too much parking.
• You're familiar with prop tech, or have sold SaaS to apartment buildings before.

Compensation
Target $280k OTE, with a 50-50 split between base and variable comp. However, variable comp is uncapped, so there's an opportunity to make far more cash if you nail this role. Our first salesperson is already earning more than double his original variable comp, so we have the data and experience to back this up.
Expect $280k in cash comp by the end of year one if you and your team are on target and meeting quotas, and more in future years as your team and our revenue grow. We'll review and discuss the math in the hiring process.
Additionally, you'll be granted significant equity, so you'll become a part owner in the company and benefit from the financial upside of Parkade's tremendous growth. Our two founders' three prior startups exited to acquisition or IPO.
Benefits

• Health, dental and vision insurance to ensure all your bases are covered for you and your family
• Flexible PTO to give our employees a little extra R&R when they need it
• Remote work program to allow for flexibility between home and the office
• Parental leave (8 weeks, fully paid) after six months of full-time employment
• Smaller benefits galore, like 401k, commuter benefits, dependent care FSA, etc.

Location
Ideally, you're located in the San Francisco Bay Area - and if you're in the Bay Area, you're interested in working frequently in our San Francisco office. We are also open to stellar remote candidates throughout the United States, though we have a strong preference for people in or near California.