About the Position

Head of Sales

RevenueCat is seeking a Head of Sales to lead our commercial system and drive revenue growth for our app monetization platform. We're in 50%+ of newly shipped subscription apps, processing $16B+ in annual purchase volume, and helping everyone from a solo developer to the OpenAI mobile team understand and grow their revenue.

Location

Americas
EMEA

Employment Type

Full time

Location Type

Remote

Department

GrowthSales

Compensation

On-Target Earnings (60/40 Split) $363K • Offers Equity

RevenueCat Compensation Philosophy

RevenueCat gives app businesses the infrastructure and tools to build, run, and improve their monetization. Since graduating from YC's S18 batch, we've grown into the default monetization platform for mobile.

The Role

We are looking for a Head of Sales to build and lead the commercial system that converts RevenueCat's market position, product signals, and customer demand into dependable revenue, regardless of that revenue coming in the form of an immediate contract, a self-serve credit-swipe, or long-term expansion.

In the ‘app monetization platform’ category, RevenueCat currently has about a 90% market share, ranging from the biggest apps in the world (ChatGPT, Ladder, VSCO) to a long tail of 100,000+ indies and startups vying to make it big. We only power roughly 25% of in-app revenue, though: The majority of apps still tries to build this themselves. Your job will be to show them the error of their ways. Not (just) to close a deal, but because we truly, deeply believe we will help them make more money.

Why We Are Hiring for This Role Now

We have more opportunities than the current team can consistently identify, prioritize, and pursue. Our reputation and market position produce consistent touch points with the majority of potential prospects, without those touch points turning into economic opportunities. At the same time, we’re rapidly expanding into new markets and product areas that need more proactive sales support than we can deliver.

We need a leader who can make several motions work together without forcing them into one generic process:

Complex evaluations involving technical, business, security, legal, and procurement stakeholders.
Faster mid-market opportunities that require strong qualification and commercial momentum.
Self-exploration where customer behavior reveals an opportunity before a formal handraise.
Carefully researched outbound engagement with app businesses where RevenueCat has a specific reason to be useful.
Partner-sourced and selected regional motions whose economics must be demonstrated before they are scaled.

Responsibilities

Own the function. Set goals, metrics, operating cadences, headcount plans, budget, organization design, executive communication, and the performance bar across Sales.
Build a multi-motion Sales system. Define how strategic, mid-market, product-led, outbound, partner, and regional opportunities are identified, qualified, staffed, and advanced, across a growing product portfolio.
Create qualified pipeline beyond inbound. Develop focused account and outbound programs grounded in customer evidence, specific use cases, market events, and product signals rather than undifferentiated prospecting.
Close the coverage gap. Ensure high-potential product usage, sign-ups, inbound requests, support interactions, and target-account signals quickly result in a named owner and an intentional next action.
Build the team. We have good building blocks in place but the team needs to be significantly expanded to take on our current scale. Hire and develop exception talent, and define what makes a great sales team member at RevenueCat.
Remain close to customers. Participate in customer conversations every week and personally lead or support opportunities with unusual economic, technical, or organizational complexity.
Make the forecast useful. Establish definitions and inspection habits that distinguish real, qualified opportunity value from incomplete records, existing usage conversions, renewals, total contract value, or loosely influenced demand.
Help shape pricing and packaging. Bring a clear Sales point of view to cross-functional pricing and packaging decisions, using customer evidence to advocate for structures that support value, adoption, and durable growth.
Get cross-functional collaboration right. Define how Sales works with Customer Growth, Partnerships, Marketing, Finance, Revenue Operations, Product, Engineering, TAM, and Support without creating duplicate account ownership or executive rescue as the default operating model.
Create learning from every deal. Turn repeated discovery patterns, objections, migrations, wins, and losses into better playbooks, reusable assets, Product evidence, and team training.

Requirements

Core Skills:
- Sales Leadership
- Cross-functional Collaboration
- Pipeline Management
- Customer Engagement
Secondary Skills:
- Technical Fluency
- Strategic Planning
- Outbound Sales
- Partnerships

What Success Looks Like

We help even more apps make even more money, without turning Sales into the standard SaaS “spray and pray” factory.

What You Will Need to Be Successful

5+ years of experience leading Sales in a technically complex B2B environment, including responsibility for managers or senior team leads as well as individual contributors.
Success across multiple distinct motions such as strategic enterprise, mid-market, product-led Sales assistance, focused outbound, channel, or regional selling.
Experience creating qualified pipeline rather than depending entirely on inbound demand or a large SDR organization.
Enough product and technical fluency to talk to Engineering about a possible migration without relying on Sales Engineering for every conversation.
Fluency with pipeline inspection, forecasting, conversion data, capacity planning, and performance management.
Evidence of hiring, coaching, developing leaders, raising standards, and making difficult talent decisions.
Strong cross-functional collaboration with Product, Engineering, Marketing, Finance, Operations, Partnerships, and post-sale teams.
A desire to stay personally engaged with customers and live commercial work as the organization grows (and an understanding of why this matters).

Ideally, You

Have worked in a product-led or usage-based business where self-service remains an important customer path.
Understand app infrastructure, payments, monetization, developer platforms, or another domain with meaningful implementation complexity.
Have built a productive Account Executive and Sales Engineering partnership.
Have experience with partner-sourced, international, or regional programs.
Have sold to buying groups spanning engineering, product, growth, finance, security, legal, and procurement.

What We Offer

Competitive equity in a fast-growing, Series C startup backed by top-tier investors, including Y Combinator
10-year window to exercise vested equity options
A fully remote environment designed around autonomy and flexibility
4-5 weeks of flexible time off annually
Paid desk at a co-working space
Workspace budget and continuous learning stipend

Interviewing at RevenueCat

Our interview process is rigorous on purpose. We want to be sure that everyone we bring on is genuinely excited about this work, aligned with how we operate, and ready to meet our high bar for performance. Curious what that actually looks like? Read more in our blog post on how we hire at RevenueCat, including tips to help you succeed.

Head of Sales

Job description