Head of Sales - Remote

Overview

Tern is a venture-backed software company on a mission to reshape the $127B travel agency industry—by giving power back to the entrepreneurs who built it. Nearly 98% of travel agencies are small businesses. These businesses have been chronically underserved by technology. We’re here to change that. Our platform helps travel advisors run more efficient, professional, and profitable operations—giving them the modern infrastructure they need to lead the next chapter of travel. But the impact goes beyond business. Travel advisors help clients move more intentionally through the world. When a traveler works with an advisor, they're more likely to avoid overtouristed hotspots and more likely to spend their dollars in places where they can do real good. That’s the kind of travel we want more of. At Tern, we believe in small business. We believe in the power of travel. And we’re building the future of both.

In Short

• Own Revenue: Set and hit aggressive ARR targets as we scale from early product-market fit to a repeatable, scalable sales motion.
• Build the Team: Recruit, onboard, and coach our founding AE hires. Create a high-performing, accountable sales culture.
• Define GTM Strategy: Collaborate with Product and Marketing to refine our ICP, value proposition, and messaging across our travel agency and advisor segments.
• Build and Enhance Systems: Design and implement the sales processes, tech stack, and infrastructure we need to scale.
• Close Deals: Lead by example—sell into high-priority accounts, nurture relationships, and build pipeline.
• Partner Across the Business: Work closely with the leadership and cross-functional stakeholders to influence pricing, the product roadmap, and Tern’s overall growth strategy.

Requirements

• 4–7+ years of B2B SaaS sales experience, with 2+ years in a sales leadership role.
• Proven success in early-stage environments—building from $0–$10M+ in ARR.
• You thrive in ambiguity, you bring clarity to the chaos, you figure out what works, you’re constantly testing new ideas - you’re relentless in your pursuit of figuring out what works and what doesn’t.
• You’re a player/coach - you go deep on deals, you run highly rigorous pipeline reviews, you train on demo flows, and manage escalations.
• You win large deals and you enable your team to be successful winning theirs.
• You’re data-driven and process-oriented, you sweat the details and you apply new levels of rigor to the sales function.
• You obsess over win rates.
• You aggressively prioritize ramp time for new hires and invest heavily in their success.
• Experience selling into travel, marketplaces, or workflow/SaaS tools is a plus.
• Strong communicator with an entrepreneurial mindset—you think like a founder, not just a function owner.

Benefits

• Compensation: OTE $250k with uncapped upside.
• Equity: Strong equity package depending on background and stage fit.
• Benefits: Health, dental, vision, 401(k), generous PTO, etc.