About the Sales Team at AtoB
The Sales team at AtoB is tasked with driving sustainable, predictable revenue growth for the company. This revenue growth allows us to continue to serve our customers and our mission of modernizing the payments infrastructure for trucking and logistics.
Sales team values and operating principles
The Sales team at AtoB is a group of low ego, high performance team members committed to building a better company and a better version of themselves in the process.
We take the craft of sales seriously and are motivated to consistently meet and exceed our revenue targets through a relentless focus on brilliance in the basics.
We are obsessed with making and meeting commitments.
Team members who have high standards and are committed to improving themselves will do well here. Those who would rather drag their feet, complain, and are comfortable maintaining the status quo will not.
This leader will be responsible for building and executing a cohesive revenue strategy that spans our high-velocity outbound motions, mid-market and emerging upmarket plays, and our growing account management and expansion engine. Today, approximately 80% of new business is generated via high-volume outbound outreach to SMB and Mid-Market customers, primarily in a phone-based, inside sales environment. As such, the ideal candidate has a proven track record leading large, outbound-centric sales organizations where success is driven by activity, quality of conversations, and disciplined execution.
You will directly manage a team of 6 managers and 55 individual contributors, spanning both full-time employees and offshore BPO team members. Experience partnering with and scaling offshore BPO teams is a strong plus.
A core mandate for this role is to successfully move AtoB up-market while continuing to scale our existing high-velocity engine. This includes hiring and ramping 20+ new Account Executives over the next 6 months, evolving our go-to-market coverage model, and ensuring we have the systems, processes, and culture in place to support sustained growth.
Beyond new business, you will refine and scale our expansion and cross-sell motions and build out a more robust Account Management function focused on multi-product adoption, customer outcomes, and long-term retention.
This is a highly strategic, hands-on role for a strong systems thinker who understands how people, process, and technology intersect to create predictable, efficient revenue. Experience in or close partnership with Revenue Operations is a significant plus.