Head of Sales
Role overview
The Military Veteran (“TheMilVet”) is a specialized executive search firm that places
high-caliber military veterans into leadership roles at PE-backed and VC-backed
companies, including GM, VP of Ops, CGO, President, COO, CEO, CFO, EVP, Regional
President, VP of Sales, Business Development Manager, Mission Success Lead, and
similar positions.
The Head of Sales will own and scale our go-to-market and new business function, with
a mandate to build a repeatable, data-driven sales engine that supports our growth of
40% YOY, while maintaining exceptional client and candidate quality.
Key responsibilities
Go-to-market strategy and leadership
● Define and continuously refine TheMilVet’s value proposition and ideal customer
profiles across:
● PE-backed aggregator platforms and operating companies.
● Seed through Series C VC-backed dual-use, defense, aerospace, advanced
energy, nuclear, and home services businesses scaling to multiple
locations.
● Segment the market and prioritize where to go deeper vs. where to experiment,
based on TAM, win rates, sales cycle, deal size, and strategic fit.
● Build and own a clear 12–18 month GTM roadmap that aligns sales activity with
revenue and placement targets.
New business development and pipeline generation
● Design and run a repeatable outreach and relationship-building motion targeting:
● PE funds and their portfolio company executives.
● VC funds and founders in defense/dual-use/aerospace/advanced
energy/nuclear.
● Home services platforms and multi-location operators.
● Operationalize multi-channel prospecting (warm introductions, LinkedIn, targeted
email sequences, events, content, and partner referrals) with clear weekly activity
and conversion goals.
● Personally drive key founder-level and C‑suite conversations at priority accounts,
from first touch through signed search engagements.
Sales process, metrics, and forecasting
● Architect and optimize the full sales funnel, from targeted account lists to
discovery, proposals/search launches, and closed placements.
● Implement rigorous pipeline and performance metrics, including:
● Qualified opportunities opened.
● Active searches / proposals.
● Win rate by segment.
● Average fee per placement.
● Sales cycle length.
● Pipeline coverage (e.g., 3–4x revenue).
● Build a simple, transparent reporting and forecasting cadence for the founder
and leadership team, with monthly and quarterly reviews tied to the annual
revenue goal.
Team building, enablement, and collaboration
● Work closely with the founder and delivery/recruiting team to align sales
promises with execution capacity and candidate supply.
● Translate client feedback and market signals into insights for marketing, service
design, and candidate community building.
● Over time, recruit, onboard, and coach a small sales/BD team (AEs/BDMs or
SDRs) as growth and performance justify headcount.
Objection handling, positioning, and thought leadership
● Develop and continuously refine messaging to differentiate TheMilVet from:
● Large global search firms.
● Generalist recruiters and non-veteran-focused firms.
● Create and institutionalize objection-handling playbooks around:
● Veteran culture fit at the executive level.
● Existing recruiter relationships.
● Fee sensitivity at early-stage companies.
● “Send me info / not now” stalls.
● Partner with the founder to build proof points and case studies that showcase
the impact of veteran executives in PE and VC-backed environments.
Annual targets (2025–2026 planning anchor)
Working with the founder, you will be accountable for designing and executing an
annual sales plan that:
● Translates from baseline 2025 revenue to 40% revenue growth by year-end 2026.
● Breaks revenue, placements, and opportunity creation down into quarterly and
monthly milestones, with clear activity plans (campaigns, events, partnerships,
and key accounts) to support those targets.
● Identifies and manages the key levers for growth: increased volume of qualified
opportunities, higher win rates, optimized deal size, and disciplined pipeline
management.
Ideal candidate profile
Experience
● 7+ years in B2B sales and/or business development, with at least 3 years selling
professional or talent-related services (e.g., recruiting, consulting, SaaS with
complex sales, or services into PE/VC ecosystems).
● Demonstrated success owning a territory or segment, consistently hitting or
exceeding quota and building pipeline from scratch (not just farming an existing
book).
● Experience selling into one or more of:
● Private equity funds and portfolio companies.
● Venture-backed tech (ideally defense/dual-use/aerospace/advanced
energy/nuclear).
● Multi-location/home services or operations-heavy businesses.
Skills and qualities
● Strong strategic and structured thinking: able to break down GTM problems into
ICP → channels → process → metrics rather than operating only tactically.
● Consultative seller: excellent discovery, objection handling, and executive
communication skills; comfortable with complex, multi-stakeholder deals.
● Highly metrics-driven: designs and lives by KPIs, understands pipeline math, and
is comfortable with forecasting and explaining variance.
● Builder mindset: enjoys creating playbooks, cadences, and processes in a
relatively lean, entrepreneurial environment rather than just executing a prebuilt
system.
● Deep alignment with TheMilVet’s mission and the veteran community; prior
military service is a plus but not required.
Reporting and location
● Title: Head of Sales.
● Reports to: CEO, TheMilVet.
● Location: Flexible within the U.S., with preference for strong overlap with
Eastern/Central time and periodic travel to key markets and events.
Compensation
● $200-300K OTE + equity
● Competitive base salary commensurate with experience.
● Performance-based variable compensation tied to revenue, placements, and
other agreed KPIs (e.g., new search engagements opened and win rate).
● Benefits and professional development support to enable long-term success in
the role.
If you are excited to build a high-performing sales engine that connects exceptional
veteran leaders with high-growth companies, TheMilVet would like to hear from you