Head of Sales

ABOUT NECTIR Nectir is the secure AI infrastructure purpose-built for schools. Nectir AI provides 24/7 personalized learning support grounded in course content, without compromising trust, outcomes, or academic integrity. Nectir AI can be integrated into existing Learning Management Systems and is fully FERPA- and SOC 2-compliant. Trusted by 80,000 students across 100+ campuses, Nectir is backed by independent, peer-reviewed research demonstrating a 7.5% campuswide GPA increase. Nectir has raised $18.5M from leading investors including Rethink Impact, Long Journey Ventures, and Entrada Ventures. ABOUT THE ROLE We are seeking a Head of Sales to lead and scale our enterprise sales organization as we expand adoption of our AI platform across schools. This role focuses on selling to senior academic leadership, including Provosts, Vice Presidents of Academic Affairs, Deans, and Presidents. These leaders are actively exploring how AI can responsibly support teaching, learning, and student success. As Head of Sales, you will be responsible for owning revenue outcomes, building a high-performing sales team, and establishing the processes, systems, and discipline required for predictable growth. This is a leadership role for someone who combines: - Deep experience selling into higher education - A track record of building and scaling sales teams - Strong operational and forecasting discipline - The ability to coach and develop enterprise sellers WHAT YOU’LL DO Own Revenue and Bookings - Own and be accountable for revenue targets and bookings - Define and manage team quotas and pipeline requirements - Ensure consistent achievement of revenue goals Build and Scale the Sales Team - Hire, onboard, and develop Account Executives and BDRs - Define clear roles, territories, and coverage models - Build a culture of accountability, performance, and continuous improvement - Coach team members on enterprise selling and higher-ed buying processes Establish a Repeatable Sales Motion - Refine and scale the sales playbook, including: ICP definition, messaging and positioning, sales stages and qualification criteria, and objection handling - Ensure consistent execution across the team Forecasting and Pipeline Management - Establish and enforce forecasting discipline - Ensure accurate and consistent use of CRM in partnership with RevOps - Monitor pipeline health, deal progression, and conversion rates - Provide reliable revenue forecasts to leadership Partner with Marketing and Revenue Operations - Partner closely with Demand Generation to align on target accounts, ICP, and ensure pipeline quality and conversion - Work with Revenue Operations to improve funnel efficiency, refine reporting and attribution, and scale systems and processes Lead Strategic Deals - Serve as executive sponsor on key opportunities - Support AEs in navigating complex, multi-stakeholder deals - Engage directly with senior academic leadership when needed Represent the Voice of the Customer - Bring insights from the field to Marketing (messaging and positioning) and Product (feature priorities and roadmap) - Ensure the organization stays aligned with institutional needs WHAT WE'RE LOOKING FOR Must-Haves - 8-12+ years of enterprise or consultative sales experience in edtech - Proven success selling to Provosts, VPs of Academic Affairs, Deans, or Presidents - Experience building, coaching, and leading a high-performing sales team - Strong track record of meeting or exceeding revenue targets - Experience managing complex, multi-stakeholder deals with strong operational rigor and forecasting discipline - Demonstrated forecasting and pipeline management expertise - Is motivated by improving outcomes in higher education Nice to Haves - Experience selling AI, analytics, or learning technology platforms - Experience scaling sales in a Series A to Series B environment What Success Looks Like in This Role - Revenue targets are consistently met or exceeded - A high-performing sales team is hired, ramped, and retained - A clear, repeatable sales motion is established across the organization - Forecasting is accurate and trusted by leadership - Pipeline generation and conversion are predictable and scalable - Sales, Marketing, and RevOps are tightly aligned WORKING AT NECTIR We're a startup, which means the work moves fast, but the impact is real. You will not be a small cog in a big machine here, but the one building the machine itself. This role is critical to scaling the company from early traction to predictable, repeatable revenue growth. You will define how we: - Build and lead a world-class sales organization - Scale relationships with higher education institutions - Convert demand into consistent revenue - Create a durable foundation for long-term growth Your leadership will directly shape how the company grows and expands its impact across higher education. WHAT WE OFFER - Competitive base salary - Comprehensive health coverage: medical, dental, and vision (for US-based roles only) - 401k with employer match (for US-based roles only) - Equity (stock options), so you share in what we're building - Flexible, remote-first work environment