Head of Sales
AppFollow is a b2b SaaS that helps teams manage their app reputation at scale: we collect, analyze and manage reviews from app stores, trustpilot, steam and other sources. We help these teams build better through tracking feedback to optimizing app store presence and automating workflows (now with AI).
A strong AE (top 10% track record) who has been leading or mentoring others informally and is ready to step into full ownership — hungry, analytical, and unafraid of building process from scratch.
A proven sales leader from a defined geo or segment who is ready to take ownership of a global org and scale it.
Day-to-day team management including things like: pipeline validation
forecast review
deal/pricing reviews
call listening
customer negotiations
1-1 w/team members
etc.
Close cross-team collaboration with CX, Marketing & Growth teams
Leadership engagement: annual / quarterly / monthly targets planning & reviews (internal QBRs & MBRs)
reporting & status updates
pricing & packaging strategizing
KPIs: Forecasted / Closed-won / Closed-lost MRR
Team attainment
Pipeline CRs (SQLs / SALs)
Proven track record in B2B SaaS sales, ideally if you managed a small team at $5M-$20M ARR revenue stagу
Hands-on Salesforce experience: reporting, pipeline review — holding the team accountable through data, not just conversations
Experience with both inbound and outbound sales motions
Ability to build and maintain a reliable forecast
Strong communication skills to work with a remote, distributed team across US and EU time zones
Comfort with ambiguity and incomplete infrastructure
Previous sales experience in mobile apps ecosystem
Deep familiarity with structured sales methodologies (MEDDIC or similar)
Familiarity with sales engagement tools
Experience in a founder-led, product-led company where sales and product work closely together
Metrics-driven approach — you make decisions based on data, not gut feel alone
Accountability and agency — you own outcomes, flag problems, and don't wait for commands
Directness — you communicate clearly and honestly, even when it's uncomfortable
Team player — you build trust across functions, not just within your own team
Remote position and ability to work with top customers all over the globe
Leadership position that allows you to execute your strategy & vision
A lot of traveling opportunities: "go to interesting places & meet interesting people"
We also do: Equity options & annual bonuses
Quarterly & annual meetups + company all-hands offsite
Role overview
We're looking for sales team leader with ambition to grow revenue and scale GTM across the board with clear focus on outcomes (instead of outputs) implying predictability, measured results, clear reporting and cross-team collaboration. For sales process specifically it means consistent qualification, predictable forecasting, and the accountability structure. It's a builder's role: you'll have authority to implement changes if dimmed required. As a part of the leadership team, you'll influence overall GTM strategy and collaborate with all team leaders on company's key projects. You'll inherit current team of eight people (SDRs, AEs, MDR and Sales Ops)This role is right for you if you're one of these two profiles:
Either way, you lead with data, hold yourself and others accountable, and would rather have a hard honest conversation today than manage a problem quietly until it becomes a crisis.
Key responsibilities & KPIs
What We're Looking For
Must-haves:
Strong differentiators:
What we value:
