Head of Sales - Icebreaker Labs : Job Details

The Company

Sofar is on a mission to connect the world's oceans. We design, build, and deploy the largest privately owned network of marine weather sensors to power the world's best marine weather forecasts. Our data helps our customers to increase efficiency and reduce emissions, delivering tools to governments and other stakeholders to understand impacts of climate change on extreme weather and ocean health. We live on Planet Ocean, and our goal is to create the ocean intelligence needed to ensure a sustainable future.

The Role:

We're seeking a dynamic Head of Sales to lead our Global Sales and Customer Success organizations, driving revenue growth and expanding our impact in the maritime and climate-tech sectors. This strategic leader will shape and scale the sales function, working closely with the CEO to refine our go-to-market strategy while also being a hands-on player-coach, capable of closing enterprise deals and mentoring a growing team. The ideal candidate has a proven track record in enterprise sales, with experience building and leading high-performing teams, developing long-term customer relationships, and navigating complex sales cycles in B2B technology.

Impact You'll Own:

• Sales Leadership: Own the overall global sales strategy, pipeline management, and revenue targets across all product verticals, ensuring growth and scalability.
• Team Management: Lead and develop the Wayfinder Sales, Spotter Sales, and Customer Success teams, fostering a high-performing, mission-driven culture.
• Strategic Planning: Collaborate with the CEO and leadership team to define and execute go-to-market strategies that align with company goals and market opportunities.
• Customer Success: Ensure exceptional customer experiences, driving long-term partnerships and loyalty through proactive engagement and support.
• Cross-Functional Alignment: Partner with Product, Marketing, and Engineering teams to ensure customer needs are met and feedback is integrated into product development.
• Market Expansion: Identify and pursue new market opportunities, strategic partnerships, and sales channels to expand Sofar's reach and impact.
• Data-Driven Decision Making: Leverage data and analytics to optimize sales strategies, forecast revenue, and track performance metrics.

About You

• Proven experience leading enterprise sales and customer success functions, ideally in a high-growth, mission-driven environment.
• Track record of owning revenue targets and delivering exceptional results.
• Strategic thinker with the ability to align sales goals with broader company objectives.
• Strong leadership and team-building skills with a focus on collaboration and accountability.
• Passion for Sofar's mission and a strong understanding of climate tech or ocean intelligence (preferred but not required).

Estimated Salary Range

• $250,000-$400,000 OTE
• The range listed is what we reasonably expect to pay for this role at the time of this posting. We may ultimately pay more or less than the posted range and may be modified in the future. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, experience, and equity package.

Sofar's Commitment to Climate Justice

We at Sofar Ocean acknowledge that careers in the marine sciences have traditionally been, and remain, non-diverse work environments, thereby limiting the entry and prosperity of underrepresented groups in the space. Many of these same groups are disproportionately affected by climate change, and are often excluded from decision making that directly address their interests and needs.

We are committed to addressing these climate injustices and highly encourage people who identify as women, LGBTQ+, Black, Indigenous, and people of color (BIPOC) to apply.

Employee Conduct

It is the responsibility of every employee to contribute to a positive work environment through cooperative and professional interactions with co-workers, customers, and vendors.

Equal Employment Opportunity

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other factors prohibited by law.

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