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 $4,0
