Head of Sales - Channel, Outbound and GTM

We're building our go-to-market engine from the ground up and need one leader to own it. You'll run three things together: a channel and partner network, an outbound SDR engine, and direct sales closures. This is a hands-on, high-ownership role. You'll set the plays, build the team, and carry the number, and you won't need someone checking in on you every week.

The core responsibilities for the job include the following:

Channel and partnerships:

• Build and grow a partner network across ERP resellers, implementation partners, and system integrators (Tally, Zoho, SAP B1, Marg, and similar ecosystems).
• Onboard, train, and enable partners so they can pitch and sell our product on their own.
• Run joint pipeline reviews, partner incentives, and co-selling motions.

Outbound engine:

• Set up and lead an SDR function: target account lists, databases, sequences, calling cadence, and demo booking.
• Define ICPs and segments across manufacturing, distribution, D2C, and 3PL.
• Track and improve funnel metrics from first touch to demo to proposal to closure.

Direct sales and GTM:

• Close mid-market and enterprise deals directly where needed.
• Work with leadership on pricing, positioning, and the sales playbook.
• Hire, coach, and manage a small team of SDRs and account executives as the function scales.

Requirements:

• 8-12 years in B2B sales, with at least 3-4 years selling software into supply chain, logistics, warehousing, manufacturing, or distribution.
• Proven experience building or running channel or partner sales, ideally with ERP or tech partners.
• Hands-on experience setting up outbound: prospecting, sequences, and SDR management, not only inbound or field sales.
• Comfortable talking operations with a warehouse head or a COO: inventory, order fulfillment, dispatch, WMS, and ERP workflows.
• A builder mindset: you've done 0-to-1 or 1-to-10 in a startup or a fast-growing SaaS company.
• Strong ownership: you work with limited supervision and own the outcome end to end.

Good to have:

• Background at a WMS, logistics-tech, distribution-SaaS, or ERP company (e. g., Unicommerce, Increff, Shipsy, LogiNext, Bizom, FieldAssist, Vinculum, or ERP partner firms).
• An existing network among ERP partners or supply chain decision-makers.
• Experience with CRM and sales tools (HubSpot, Salesforce, Zoho CRM, Apollo, LinkedIn Sales Navigator).