Head of Sales, HiveWatch
$160-190k
50/50 split + Equity
Office located in El Segundo, CA
Physical security system platform
Be an early applicant
Physical security system platform
21-100 employees
Be an early applicant
$160-190k
50/50 split + Equity
Office located in El Segundo, CA
21-100 employees
Company mission
To facilitate better communication and operations by empowering the modern security team with data-forward insights and solutions.
Role
Who you are
- Experience Level: 8+ years total experience, 5+ years managing sales teams
- The ideal candidate thrives in fast-paced startup environments, embraces ambiguity, and isn't afraid to roll up their sleeves to close deals alongside their team
- 8+ years of B2B sales experience with proven track record of quota achievement
- 5+ years managing and scaling sales teams
- Strong SaaS sales background with experience selling to enterprise and mid-market accounts
- Proven ability to close $100K+ deals, especially with extremely technical buyers
- Demonstrated success in early-stage high-growth startup environments (Series A/B preferred)
- Experience developing sales processes, compensation plans, and performance management systems
- Proven ability to hire, develop, and retain top sales talent
- Strong analytical skills with experience using CRM systems (Salesforce preferred) and sales analytics tools
- Excellent communication and presentation skills for both internal and external audiences
- Strong strategic thinking combined with hands-on execution—you’re a player-coach who thrives in fast-paced, early-stage environments
- Physical security industry experience a plus
- Must be located in Los Angeles or willing to relocate
- Willingness for frequent travel (50%) to planned and last-minute events, customer sites, and conferences
What the job involves
- Reports to: VP of Revenue
- We're seeking an experienced Head of Sales to lead our growing sales organization and scale our GTM motion for this next stage of company growth
- You’ll be joining at a pivotal moment
- HiveWatch has seen rapid adoption and strong product-market fit and now, we’re looking to amplify our reach with strategic, focused, and high-impact enterprise and mid-market sales execution
- You'll lead our sales team: own team performance against quota, shape our sales strategy, and work closely with leadership to accelerate our growth trajectory
- Lead, mentor, and scale a high-performing sales team of Account Executives
- Oversee Partnerships Manager and the developing partner program
- Recruit, hire, and onboard top sales talent to support aggressive growth targets
- Conduct regular 1:1s, performance reviews, and provide ongoing coaching and development
- Foster a collaborative, results-driven sales culture focused on continuous improvement
- Own and deliver on monthly and quarterly team quotas
- Design competitive commission structures that drive performance and retention
- Monitor pipeline health, conversion rates, and other key sales metrics
- Provide accurate revenue forecasting and reporting to executive leadership
- Partner with VP of Revenue to refine go-to-market strategy and sales processes
- Optimize sales methodologies, tools, and enablement programs
- Work with Partnerships Manager to continue develop the Partner program, a large and growing revenue stream for the company
- Collaborate with Marketing on lead generation, qualification, and handoff processes
- Work with Customer Success to ensure smooth customer onboarding and expansion opportunities
- Personally manage and close strategic deals to maintain market pulse and credibility
- Handle complex, high-value prospects requiring executive involvement
- Create outbound prospecting strategies
- Demonstrate sales processes and best practices through direct selling activities
- Participate in key customer meetings, demos, and negotiations
- Offer coaching on individual calls
- Frequent travel to customer and prospect sites, conferences, and other events; sometimes at short notice
- Continue to own stakeholder relationships long past the sale closes, supporting the implementation and customer success teams to drive expansions, renewals, and upsells
- Partner with Product and Engineering teams to communicate customer feedback and requirements
- Work with Finance on pricing strategies, contract terms, and revenue recognition
- Collaborate with People team on sales compensation, performance management, and hiring
- Collaborate with Legal on complex contract negotiations and improvements to the contracting process
Our take
HiveWatch is modernizing the security industry by bridging the gap between security-driven and tech-driven physical security systems. The data collected from its sensors and operational programs is used to improve existing installed security systems, helping businesses and organizations transition from reactive-only responses to programs that identify threats before they happen.
HiveWatch has differentiated itself from existing physical security information management (PSIM) companies by being “cloud native” from the moment of inception. This means it is able to avoid issues traditional PSIM systems face when protecting employees and business operations across a largely distributed workforce.
The company has already attracted significant attention in the security industry and has raised impressive funding with leading investors including former Twitter CEO & COO Dick Costolo, Adam Bain of 01A, and Stephen Curry’s venture firm Penny Jar Capital. The new funding will enable the company to build a better customer experience and expand its engineering team.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (1 round)
Oct 2021
$20m
SERIES A
Total funding: $20m
Company benefits
- Work-Life Balance: Work from home 2 days a week, unlimited PTO for salaried employees (and yes, we actually encourage you to use it!), and paid company holidays
- Family Friendly: Flexible scheduling for family commitments – from recitals to doctor appointments, and optional pet insurance for your furry family members
- Health Benefits: Comprehensive medical, dental, and vision coverage for you and your dependents, along with mental health support and resources, optional HSA or FSA plans, and life and disability insurance
- Perks & More: 401(k), regular team events and celebrations, learning and development opportunities, and an employee referral program.
Company HQ
El Segundo, CA
Leadership
Ryan Schonfeld
(Co-Founder & CEO)Founder & current CEO of RAS Consulting & Investigations. They have also been a consultant for the U.S. Department of State for 10+ years, having worked on Diplomatic Security's counter-terrorism initiative, the Anti-terrorism Assistance Program.
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