- About the Role
Owns end-to-end revenue growth across Sales and Marketing for digital e-commerce marketing agency, while ensuring alignment with delivery teams and executive stakeholders. Responsible for lead management and stewardship/development, win rate and deal quality, conversion and revenue realization, as well as translating plans & performance into clear insights for leadership and private equity. Charged with pipeline convers, deal execution and forecasting. This person will preferably have experience in an agency setting, with experience in digital advertising, paid media, and Amazon marketplace advertising.
Core Accountability- Own total revenue performance: pipeline, bookings (ACV), and revenue recognition
- Negotiation of all deals ensuring profitability and maximizing revenue potential
- Improve conversion across the funnel, especially presentation closed won
- Ensure Sales, Marketing, and Delivery operate as a connected system from pitch promise to fulfillment
- Serve as the primary growth voice to C-suite and private equity stakeholders
- Lead and maintain relationships with lead gen partnerships and keep a pulse of industry & client trends to stay calibrated to market demands
KEY RESPONSIBILITIES
Revenue & Forecasting
- Own revenue targets across $150K to $700K deal sizes
- Build and maintain accurate forecasts across pipeline, win rate, and revenue realization
- Identify gaps and implement plans to close them (pipeline, CVR, deal velocity)
Pipeline Conversion & Deal Execution
- Own performance of all opportunities from qualification through close
- Improve win rate across all stages, with emphasis on late-stage conversion
- Identify and address drop-off points in the funnel
- Drive deal strategy, pricing approach, and packaging to increase close probability
Sales Process & Discipline
- Standardize qualification criteria, discovery, and deal progression
- Define and enforce stage gates and exit criteria
- Improve pipeline hygiene and CRM accuracy
- Reduce variability in how deals are run across AEs
- Support Marketing by driving outbound leads & finding/managing lead gen partners.
Team Leadership & Development
- Lead and support AEs (2) to improve close rates and deal quality, goal setting and feedback/coaching
- Stay actively involved in late-stage deals and key accounts
- Implement and standardize best practices for sales process & techniques, messaging, and qualification
Delivery Alignment
- Act as primary bridge between go-to-market and delivery teams
- Ensure sales narratives, proposals, and scopes align with delivery capabilities
- Evolve and refine agency credentials and overall pitch story as needed to reflect changing marketplace variables (client/partner feedback, trends, etc.) and agency capabilities
- Identify gaps between what is sold vs what is delivered and resolve them
- Partner with delivery leadership to improve CVR through stronger, more credible solutions
- Maintain quality of briefings and proper hand-off/onboarding to internal teams for new client kick-offs
Go-to-Market & Positioning
- Ensure new rebrand leads to pipeline and conversion impact
- Align offerings, pricing, and messaging to improve competitiveness
- Continuously refine ICP targeting ($50M to $500M brands)
- Collaborate with marketing to influence and add input on full-funnel demand generation across inbound, outbound, events, paid, and partnerships (lead gen)
Executive & Private Equity Reporting - Own all growth reporting to CEO, C-suite, and private equity stakeholders
- Translate pipeline, conversion, and revenue data into clear insights, risks, and actions
- Lead preparation for board meetings, executive updates, and investor reporting
- Provide visibility into performance vs plan, including drivers of over/underperformance
- Quantify growth opportunities and risks tied to pipeline, win rate, pricing, and market conditions
- Support diligence, strategic initiatives, and ad hoc requests from private equity partners
- Ensure alignment between growth strategy and broader financial and operational goals
Cross-Functional Alignment
- Partner with Marketing to improve lead quality and conversion
- Provide structured feedback on messaging, ICP fit, and objections
- Ensure clean handoff from sales to onboarding
KPIs- ACV (new bookings)
- Revenue recognition vs plan
- Conversion rates (especially presentation closed won)
- Pipeline coverage and quality
- Leads by source
- Forecast accuracy and executive confidence in reporting
- Knowledge & Experience Requirements:
8-12 years in B2B sales leadership (SaaS, professional services, or agency) in the eComm space
Demonstrated success managing $5M-$20M+ revenue portfolios
Track record closing deals $150K-$700K range
E-commerce, paid media, digital marketing, Amazon marketplace, or marketing services/digital agencies - Core Competencies
Pipeline management and forecasting discipline
Sales process design and CRM rigor
Late-stage deal conversion and negotiation
Team leadership (managing 2-5 AEs minimum)
C-suite and board-level communication
Cross-functional alignment (sales delivery)
Employee BenefitsEmployees at Blue Wheel are offered the following benefits and perks while employed:
- Healthcare: Medical, Dental, Vision, Accident, Critical Illness, Life & Disability, FSA/HSA Options
- Retirement: Company-sponsored 401(k) option with Company match
- PTO: Generous Paid Time, Sick Time, Floating Holidays, Volunteer Day, and Bereavement Time
- Paternal Leave: Paid 12-week leave for primary parent and 2-week for secondary parent
- Holiday: 10 paid holidays, along with light week between Christmas and New Years
- Fringe: Mental Health Days, Health and Wellness Reimbursement, Employee Assistance Program, Employer-paid Coaching Sessions
Blue Wheel operates and hires in the following states: CT, CO, FL, ID, IL, KS, MI, MN, NJ, NY, OR, PA, TN, TX, and WA
