A Head of Sales, sometimes called the Sales Lead, runs your sales function for you. They set the target and the process, coach the sellers and keep the forecast honest, so you stop being the only person who can close a deal.

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No tech background needed. This guide explains the role in plain English: what it is, when you need it, what to expect and how to choose the right Volunteer.

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In plain English

What does a Head of Sales do for you?

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Think of a football manager.

You own the club and decide where it is going. The manager picks the team, sets the tactics, coaches the players every week and is accountable for the results on the pitch.

Sets the target and the plan

A clear revenue goal and how the team will reach it.

Builds a repeatable process

Every lead moves through the same steps, so results are predictable.

Coaches the team

Sellers improve every week instead of guessing.

When you need one

Signs it is time to bring one in.

If two or more of these sound familiar, add this role to your Sales team.

Bring one in when

✓You are still closing every deal yourself
✓You have sales Volunteers but nobody leading them
✓You cannot say what revenue next month will look like
✓Leads arrive but nobody follows them up consistently
✓You are preparing to grow the sales team

You can wait if

…You do not yet have a product customers can buy
…You are still testing who your customer is (start with the Idea Validation team)

What they own

Four areas a Head of Sales takes off your plate.

Revenue target and strategy

Who to sell to, how and how much.

Sales process

The stages a deal moves through and what happens at each one.

Team and coaching

Recruiting, onboarding and developing the sellers.

Pipeline and forecast

An honest view of what will close and when.

What to expect

Across a 60 Volunteer day term.

Volunteers give up to three hours a day, Monday to Friday, over three months or more. Daily and weekly updates keep you informed, and rapid feedback from you in the first two weeks makes the biggest difference.

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Weeks 1 and 2

Learns the product, the customer and your current sales, then shares a first view of the target and the process. Expect daily updates and give rapid feedback.

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By mid term

A defined sales process, a clean pipeline in the CRM and a weekly sales meeting running.

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By day 60

A forecast you can trust, a coached team and a sales playbook the next Head of Sales can pick up.

Choosing the right Volunteer

What to ask, and what to look for.

You do not need to be an expert to recruit well. Use these questions at interview and listen for the signs below.

Questions to ask

?How would you set a realistic sales target for us?
?Walk me through a sales process you built.
?How do you coach a seller who is missing their numbers?
?How will you keep me updated without taking up my whole day?

Good signs

✓Talks about process and people, not only personal deals
✓Asks about your customers and pricing before promising numbers
✓Shows how they measured and improved a team

Red flags

✕Promises a revenue figure before understanding the product
✕Wants to sell to everyone
✕Cannot explain how they would forecast

Your part as a Tech Founder

Give them this, and they deliver from Day 1.

✓Your revenue goals and current customers
✓Access to the CRM and sales tools
✓Time to join key customer calls early on
✓A weekly 30 minute pipeline review
✓A signed Volunteer Agreement before they start

Who they collaborate with

The roles around your Head of Sales.

Account Executive

Runs discovery and demos. Understands each buyer and shows how the product helps them.

Read the guide →

SDR

Sales Development Representative

Finds the right prospects. Companies and people who match your ideal customer.

Read the guide →

Sales Operations Support

Sets up the CRM. Stages, fields and views that match your sales process.

Read the guide →

FAQ

Questions Tech Founders ask.

Can a Volunteer really lead my sales team? +

Yes. Many experienced sales leaders volunteer to lead a function at a tech startup. You remain the founder and make the final calls on pricing and strategy.

Is the Head of Sales paid commission? +

No. Volunteers cannot be paid, including commission or any taxable reward in kind, during or after the Volunteer Term. They give their time for experience and a reference.

Which plan do I need? +

Sales sits within the Advanced (GTM) plan, which covers Marketing, Sales and Customer Success with up to 100 Volunteers.

How much does it cost to recruit this role? +

Volunteers give their time for experience, not pay. You subscribe to the Advanced (GTM) plan at £250 a month or £2,500 a year, which lets you recruit up to 100 Volunteer team members across Marketing, Sales and Customer Success. See the plans.

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Ready to recruit your Head of Sales?

Create your company account, list an Opportunity with the matching template and start meeting Volunteers this week.

Create account → Back to the Sales team