Head of Sales New El Segundo, CA (El Segundo)

HiveWatch is a tech-forward, inclusive organization fostering the evolution of the physical security industry. We are a diverse team of forward thinkers who empower each other to find creative and collaborative solutions in an industry ripe for modernization. We are passionate about the problems we’re solving for our customers and equally passionate about the company we’re building.

HiveWatch is here to help security teams pivot from chasing threats to preventing them. We protect organizations, people, and property through the intelligent orchestration of physical security programs. With better communication, more insights, and less “noise”, we are modernizing what it means for businesses and their employees to truly feel safe.

Reports to: VP of Revenue
Experience Level: 8+ years total experience, 5+ years managing sales teams

THE ROLE:

We're seeking an experienced Head of Sales to lead our growing sales organization and scale our GTM motion for this next stage of company growth. You’ll be joining at a pivotal moment. HiveWatch has seen rapid adoption and strong product-market fit and now, we’re looking to amplify our reach with strategic, focused, and high-impact enterprise and mid-market sales execution. You'll lead our sales team: own team performance against quota, shape our sales strategy, and work closely with leadership to accelerate our growth trajectory.

The ideal candidate thrives in fast-paced startup environments, embraces ambiguity, and isn't afraid to roll up their sleeves to close deals alongside their team.

Key Responsibilities

• Lead, mentor, and scale a high-performing sales team of Account Executives
• Oversee Partnerships Manager and the developing partner program
• Recruit, hire, and onboard top sales talent to support aggressive growth targets
• Conduct regular 1:1s, performance reviews, and provide ongoing coaching and development
• Foster a collaborative, results-driven sales culture focused on continuous improvement

Revenue & Quota Management

• Own and deliver on monthly and quarterly team quotas
• Design competitive commission structures that drive performance and retention
• Monitor pipeline health, conversion rates, and other key sales metrics
• Provide accurate revenue forecasting and reporting to executive leadership

Sales Strategy & Operations

• Partner with VP of Revenue to refine go-to-market strategy and sales processes
• Optimize sales methodologies, tools, and enablement programs
• Work with Partnerships Manager to continue develop the Partner program, a large and growing revenue stream for the company
• Collaborate with Marketing on lead generation, qualification, and handoff processes
• Work with Customer Success to ensure smooth customer onboarding and expansion opportunities

Individual Contribution

• Personally manage and close strategic deals to maintain market pulse and credibility
• Handle complex, high-value prospects requiring executive involvement
• Create outbound prospecting strategies
• Demonstrate sales processes and best practices through direct selling activities
• Participate in key customer meetings, demos, and negotiations
• Offer coaching on individual calls
• Frequent travel to customer and prospect sites, conferences, and other events; sometimes at short notice.

Cross-Functional Collaboration

• Continue to own stakeholder relationships long past the sale closes, supporting the implementation and customer success teams to drive expansions, renewals, and upsells.
• Partner with Product and Engineering teams to communicate customer feedback and requirements
• Work with Finance on pricing strategies, contract terms, and revenue recognition
• Collaborate with People team on sales compensation, performance management, and hiring
• Collaborate with Legal on complex contract negotiations and improvements to the contracting process

Required Qualifications

• 8+ years of B2B sales experience with proven track record of quota achievement
• 5+ years managing and scaling sales teams
• Strong SaaS sales background with experience selling to enterprise and mid-market accounts
• Proven ability to close $100K+ deals, especially with extremely technical buyers
• Demonstrated success in early-stage high-growth startup environments (Series A/B preferred)
• Experience developing sales processes, compensation plans, and performance management systems
• Proven ability to hire, develop, and retain top sales talent
• Strong analytical skills with experience using CRM systems (Salesforce preferred) and sales analytics tools
• Excellent communication and presentation skills for both internal and external audiences
• Strong strategic thinking combined with hands-on execution—you’re a player-coach who thrives in fast-paced, early-stage environments
• Physical security industry experience a plus
• Must be located in Los Angeles or willing to relocate
• Willingness for frequent travel (50%) to planned and last-minute events, customer sites, and conferences.

What We Offer

• Competitive base salary and variable compensation with significant upside potential. The starting base for this role is between $160,000-$190,000 with a 50/50 split. The provided salary depends on many factors, such as work experience and transferable skills, performance and quota, business needs and impact, and market demands.
• Equity package
• Unlimited PTO
• Beautiful office on Main Street in downtown El Segundo

*Final offer will be at the company's sole discretion and determined by multiple factors, including years and depth of relevant experience and expertise, location, and other business considerations.

BENEFITS & CULTURE:

In an effort to provide for our employees, HiveWatch offers a competitive benefits package which includes:

• Health Benefits: Medical, Vision, Dental and Life Insurance
• Cutting edge solutions in an emerging field with lots of growth potential
• Generous compensation packages
• 401K
• Family friendly & compassionate work culture
• Work with good people who CARE about making the world a better place

What is CARE? HiveWatch enables its employees to CARE for themselves, and each other through unique programs crafted by HiveWatch employees themselves. To deliver on our mission, we empower our employees to consider the meaning of job security on a holistic level. At HiveWatch, you are encouraged to challenge the status quo, provide your unique point of view, and leave fear at the (access controlled) door. In practicing CARE, we:

• Celebrate our diverse workforce and all communities within HiveWatch.
• Assist the varying needs of our employees, from maintaining a work life balance to encouraging personal aspirations.
• Respect one another through our interactions and set personal boundaries.
• Embrace equity through our policies and practices of hiring, promoting, and offering benefits that take care of the whole person, not just the worker.

OUR EEO STATEMENT:

At HiveWatch, you are encouraged to challenge the status quo, provide your unique point of view, and leave fear at the (access controlled) door. HiveWatch enables its employees to CARE for themselves and each other through unique programs crafted by HiveWatch employees.

HiveWatch is an equal opportunity employer and we are committed to cultivating a work environment that supports, inspires, and respects all individuals. We execute our hiring practices so that they are merit-based and we do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity/expression, marital status, age, disability, medical condition, genetic information, national origin, ancestry, military or veteran status, or other protected characteristic.

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