Urrly
Head of Sales (Player–Coach) – Enterprise Software
Urrly, Washington, District of Columbia, us, 20022
VP / Head of Sales (Player–Coach) – Enterprise Software
Location:
Remote (DC area preferred) Comp:
$175,000–$200,000 base + uncapped variable ( $350,000 OTE ) Travel:
~50–60% (industry conferences, customer onsite, team sessions) About 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)
Establish forecast discipline: stage definitions, dashboards, hygiene, cadences in HubSpot
Partner with marketing on monthly webinars and an 8–10 conference annual strategy
Close complex enterprise deals (nuclear ACVs $100–200K+; utilities $20K SW + $200K services)
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
International market entry experience
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 .
#J-18808-Ljbffr
Location:
Remote (DC area preferred) Comp:
$175,000–$200,000 base + uncapped variable ( $350,000 OTE ) Travel:
~50–60% (industry conferences, customer onsite, team sessions) About 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)
Establish forecast discipline: stage definitions, dashboards, hygiene, cadences in HubSpot
Partner with marketing on monthly webinars and an 8–10 conference annual strategy
Close complex enterprise deals (nuclear ACVs $100–200K+; utilities $20K SW + $200K services)
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
International market entry experience
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 .
#J-18808-Ljbffr