Head of Sales (B2B, IT Services, AI-Enabled GTM)

About TopSource Global

TopSource Global is an IT outsourcing and consulting company providing software development, product engineering, QA, digital transformation, AI-enabled solutions, and managed services. [Add: years in business, team size, key technologies, main markets, 1−2 client examples.]

We are building our commercial function from the ground up. We are looking for a Head of Sales who will own and scale the complete B2B sales engine, starting as a hands-on player-coach and growing into the leader of a sales team.

About the Role

You will be the first dedicated sales leader at TopSource Global, reporting directly to [CEO / COO]. You will combine sales strategy, outbound execution, CRM discipline, automation, and AI-assisted selling, and you will personally own the sales cycle from first contact to signed contract.

Your focus areas:

1. Strategy & GTM

• Define and refine ICPs, buyer personas, target segments, and the go-to-market strategy.
• Build clear sales stages, qualification criteria, forecasting rules, and KPIs.
• Create and maintain the TopSource Sales Playbook.

2. Pipeline & Outreach

• Build and run outbound campaigns across email, LinkedIn, calls, partnerships, and account-based outreach.
• Generate and manage qualified pipeline for the US and European markets.

3. Deal Execution

• Lead discovery, qualification, proposal, negotiation, and closing.
• Drive account expansion within existing clients.

4. Sales Operations & Automation

• Own the commercial use of HubSpot, ensuring CRM accuracy and pipeline visibility.
• Identify and implement sales automation (Zapier, Make, n8n, or similar).
• Build reusable AI prompts and sales workflows.

5. Team Building (later stage)

• Define the future sales team structure, then hire and onboard your first sales hires as the pipeline grows.
• What We Are Looking For

Must have:

• 7+ years of B2B sales or business development experience.
• Experience selling IT services, software development, technology consulting, SaaS, digital transformation, or managed services.
• Proven track record of managing the full sales cycle and closing deals with senior decision makers.
• Strong experience generating outbound pipeline.
• Experience selling to US and/or European clients.
• Strong consultative selling and negotiation skills.
• Strong CRM and sales operations discipline.
• English level C1 or higher, written and spoken.
• Ability to overlap with [US/EU time zones, specify hours] for client calls.

Tools (hands-on experience with a CRM and outbound platforms is required; the following are our stack):

• HubSpot CRM
• Apollo
• LinkedIn Sales Navigator
• Lemlist (or similar outreach platforms)
• Google Workspace

Nice to have:

• MEDDICC / MEDDPICC, SPICED, or Account-Based Selling methodologies.
• Experience with Zapier, Make, or n8n.
• Experience building a sales process or team from scratch.

AI in Your Daily Workflow

We want someone who already uses AI (ChatGPT, Claude) as part of everyday selling, for example for:

• Company and account research and prospect analysis
• Outreach personalization
• Discovery preparation and meeting summaries
• Opportunity analysis and pipeline reviews
• Proposal development and objection handling

Practical prompt engineering skills and experience creating reusable prompt templates are highly desirable.

What Success Looks Like

First 30 days

• Review the current offering, pricing, case studies, and delivery capacity.
• Validate and refine the ICP and priority segments.
• Set up the HubSpot pipeline stages and qualification criteria.

First 60 days

• Launch outbound campaigns: [N] active sequences across [channels].
• Build initial sales dashboards and KPIs.
• Publish the first version of the Sales Playbook.

First 90 days

• Generate [N] qualified opportunities and [N] discovery meetings, with a pipeline value of $[X].
• Establish a weekly forecasting and pipeline review routine.
• Have AI-assisted sales workflows running and documented.

6−12 months

• Close [N] deals / reach $[X] in revenue.
• Define the team structure and make the first sales hire.

Why Join TopSource Global

This is an opportunity to build a modern sales organization rather than inherit an existing one. You will have real influence over:

• GTM strategy and sales process
• Sales technology and AI adoption
• Revenue operations

• Future sales team structure and hiring

You will work directly with the TopSource Global leadership team ([CEO / COO]) and have the opportunity to grow into [VP Sales / CRO / Sales Director] as the company scales.

Terms & Conditions

• Format: 100% remote, (full-time / part-time)
• Engagement: (contractor (B2B / sole proprietor) / employment contract)
• Location: (countries / regions)
• Compensation: (fixed monthly rate: $X-$Y gross per month) + commission
• Commission: (X% of closed-won revenue / structure, payout timing, cap or no cap)
• Target total earnings (OTE): ($X-$Y per year at target performance)
• Additional: (paid vacation, sick days, tools budget, training budget, equipment)

Hiring Process

• Application and short screening call (30 min)
• Interview with [CEO / COO]: experience and sales approach (60 min)
• Practical task: [e.g., a 30−60−90 day plan or an outreach sequence for a chosen segment]
• Final conversation with the leadership team
• Offer, with a target timeline of [X weeks] from application

How to Apply

Send your CV and a short answer to this question: «Describe the largest IT services deal you personally closed: the client, deal size, sales cycle, and your role.»