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Sales Leader, Operations - Private Equity (SaaS/B2B)
AI Summary
Join Turn/River Capital's Operations team as a Sales Leader, focusing on accelerating growth for software portfolio companies. You will contribute to the sales playbook and partner with portfolio company sales leaders to drive renewal sales targets through data-driven strategies. Requires extensive B2B SaaS sales leadership experience and a quantitative, analytical approach.
Key Highlights
Own and contribute to the Turn/River sales playbook for B2B SaaS renewal sales.
Partner with portfolio company sales leaders to exceed renewal sales targets.
Focus on growth levers: Volume, Conversion (Gross Retention), and Price (Net Retention).
Benefits & Perks
Annual base salary of $340,000
Eligible for Turn/River carry program
Discretionary bonus program
Medical, dental, and vision insurance covered 100% for employee & dependents
Flexible vacation policy
401K matching
Paid parental leave
Commuter benefits
Health and Wellness benefits
Household Services benefits
Home Office benefits
Annual Home Office Equipment Reimbursement
Donation matching
Work from home Monday & Friday
Energetic work environment with snacks and weekly team lunches 3x per week
Holiday parties, annual company offsite and retreat, annual summer "work from anywhere" month
Job Description
About Turn/River
Turn/River Capital is a private equity firm that applies a proprietary growth engineering strategy to investing, partnering with software businesses to accelerate growth and build enduring value. The firm’s team of equal parts investors and operators provides hands-on operational support and the flexible capital to systematically scale marketing, sales and customer success at its portfolio companies. Founded in 2012 and based in San Francisco, Turn/River has $5.6bn in committed capital and invests globally with a focus on North America and Europe.
About The Role
We are looking for the next Sales Leader to join Turn/River's Operations team. This person will have two primary responsibilities:
- Alongside the other Turn/River Sales Leads, own and continuously contribute to the Turn/River sales playbook. This playbook serves as the best practices guide for our network of portfolio companies in how to accelerate each element of renewal sales, from 6 months before contract expiration to a closed renewal sale, in a SaaS/ B2B environment.
- Partner with sales leaders (CROs to line managers) from a subset of Turn/River’s portfolio companies and support them to over-achieve their renewal sales targets. You can do this by structuring improvement to focus on key growth levers, categorized by Turn/River as either Volume (% of renewals with expansion and price increase), Conversion (Gross Retention %) or Price (Net Retention % and Contract Terms).
- Support analysis of companies during the due diligence process, developing a deep understanding of the existing sales organization’s process, efficiency, and team performance
- Partner with the sales leaders at Turn/River portfolio companies to drive revenue growth; provide guidance and support implementation of best practices
- Continuously test and contribute to Turn/River’s renewal sales best practices, and share internally for application across the Turn/River portfolio
- Foster a sales culture focused on repeatable and predictable processes
- Work closely with Marketing, New and Expansion Sales, and Customer Success functional counterparts at Turn/River to ensure a cohesive revenue generation strategy and execution
- 10+ years of experience building and leading sales teams in the B2B software / SaaS space
- Experience scaling sales teams to 50+ sellers
- Previous experience in a highly quantitative role, including but not limited to RevOps, PE/VC, consulting, sales strategy, banking, or engineering
- Experience across all end-customer segments (SMB, Mid-Market, Enterprise) and sales cycles (High Velocity and Enterprise)
- Deep understanding of the critical elements to grow a sales organization as a company scales such as hiring, team composition, and org structure/design
- Proven ability to create predictability in the renewal sales funnel through implementing process best practices
- Experience leading teams that have sold through various pipeline sources: Inbound, Outbound (BDR-sourced, AE-sourced), Channel
- Highly analytical. You take a data-driven approach to sales optimization.
- Strong project management, organizational skills, and process management
- Nice to have: deep knowledge of AI applications for software sales
- San Francisco, hybrid work model
- The annual base salary for this role is $340,000 taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience, training, licensure, certifications, and organizational requirements.
- This role is eligible to participate in the Turn/River carry program and a discretionary bonus program.
The below benefits are offered to full-time employees based out of our San Francisco office:
- An opportunity to make an impact across multiple high-growth tech firms
- Competitive salary and discretionary bonus
- Medical, dental, and vision insurance covered 100% for employee & dependents
- Flexible vacation policy
- 401K matching
- Paid parental leave
- Commuter benefits
- Health and Wellness benefits
- Household Services benefits
- Home Office benefits
- Annual Home Office Equipment Reimbursement
- Donation matching
- Work from home Monday & Friday
- Energetic work environment with snacks and weekly team lunches 3x per week, centrally located near multiple public transit lines
- A company that enjoys having fun: holiday parties, annual company offsite and retreat, annual summer "work from anywhere" month
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