June 15th, 2026
Even with the most compelling product, customers don't just appear out of thin air and pipelines don't magically fill themselves. (Don't we wish they did!) Behind every record-breaking quarter and every market expansion, there's usually a Head of Sales---a senior leader orchestrating everything from outbound strategy to high-stakes negotiations.
Still, this role isn't just about hitting quotas or managing a team of account executives. It's about building a revenue engine. A great Head of Sales designs the playbook, motivates the team, and chooses the right tools to make sure the company consistently closes business in the right markets.
So, let's dig in: What exactly does a Head of Sales do, how much do they get paid, and how can you go about hiring one for your business?
Read on for the answers to these questions and more.
What is the Head of Sales?
The Head of Sales is the executive responsible for overseeing all revenue-generating efforts for a company---whether that's outbound prospecting, inbound qualification, partnerships, or enterprise deal-making.
Sometimes they may be called VP of Sales, Sales Director, or Sales Lead, but the scope is largely the same: They build and manage strategies and teams to meet your bottom line. And they're responsible for ensuring sales outcomes are tied directly to company goals.
For startups, specifically, hiring a Head of Sales might be the difference between "founder-led selling" to building a scalable sales machine. For more established companies, it's what supercharges growth and keeps competitors on their toes.
What does the Head of Sales do?
Day to day, the job is about more than picking up the phone and closing deals. The Head of Sales sets the tone, pace, and culture of the sales team all while never losing sight of results. What does that involve exactly?
Their core responsibilities include:
- Crafting the revenue strategy: Define target markets, design sales processes, and set quotas that meet business objectives.
- Building and scaling teams: Recruit, train, and mentor account execs, SDRs, and managers.
- Forecasting sales and measuring performance: Own the sales pipeline and leverage CRM data to report to project and analyze sales results.
- Leading major deals: Guide strategic accounts or enterprise negotiations to close high-value opportunities.
- Collaborating with cross-functional teams: Partner with marketing for lead gen, product for customer feedback, and finance for pricing strategies---keeping everyone on track to meet sales goals.
- Establishing repeatable processes: Beyond just landing one-off deals, build frameworks and playbooks that make success scalable.
- Driving culture and motivation: Create a culture of accountability and productivity to help teams consistently crush targets.
Experienced Sales Executive with significant background building winning teams and gaining new distribution with priority retail accounts
Who does the Head of Sales report to?
In many companies, the Head of Sales answers directly to the CEO. In others, the role sits under another C-suite leader like Chief Revenue Officer (CRO) or Chief Operating Officer (COO).
When reporting directly to the CEO, the Head of Sales often has strategic authority to shape go-to-market direction and influence high-level decisions. Under a CRO, their role may be more focused on execution across markets or divisions. In either scenario, the Head of Sales is positioned as a primary driver of revenue and key advisor for business growth strategy.
What skills should a Head of Sales have?
This isn't a gig for someone who only knows how to sell. It requires leadership, analytics capabilities, and operational excellence. Basically, the most effective Heads of Sales bring a toolkit that blends strategy and vision with hands-on execution.
Here's a closer look at the key skills they should have:
- Strategic thinking: Heads of Sales must be able to design and adapt go-to-market strategies that match company goals.
- Leadership and coaching: They should have the leadership experience needed to inspire, mentor, and scale high-performing teams.
- Analytics and forecasting: Sales leaders should be comfortable with KPIs, pipeline management, and revenue modeling.
- Negotiation: Putting boots on the ground, they must be skilled at closing complex enterprise deals and communicating company value.
- Cross-functional collaboration: Heads of Sales often have to partner with marketing, product, and customer functions across the org.
- Adaptability: They should be able to pivot according to changing sales markets, and thrive in both scrappy startup environments and structured organizations.
How much does a Head of Sales make?
Hiring the right Head of Sales is a serious investment---but one that should pay for itself. According to Glassdoor, a Head of Sales in the U.S. typically earns between $222,000 and $415,000 annually in base salary. Of course, compensation depends on many factors like company size and candidate experience. Also, remember to account for performance incentives, commissions, and equity grants, since the Head of Sales role is directly tied to revenue generation.
Fractional Head of Sales & CRO | Pre & Post-Acquisition Revenue Integration
Is a Head of Sales the same as a CRO?
It's easy to mix up Head of Sales and CRO since they both take leadership over sales and revenue. Smaller companies, for example, may use "Head of Sales" as the most senior sales title, while larger organizations differentiate the CRO for broader commercial strategy.
But the truth is they're not exactly the same. While the titles sometimes overlap, there's an important distinction between them:
- Head of Sales: As a strategist and manager, they are primarily focused on overseeing sales operations, team performance, and quota attainment. They might also be responsible for managing a specific sales function and ensuring strategy execution.
- Chief Revenue Officer (CRO): As a C-level executive, they oversee all revenue streams---sales, marketing, partnerships, and customer success. They also work with the C-suite to develop the sales strategy for the entire organization.
How to become a Head of Sales
As with most leadership roles, there's no prescriptive path to becoming Head of Sales. Still, many professionals reach the role by climbing the ranks within sales organizations and proving themselves as both top sellers and capable team managers.
With that in mind, here are the typical steps to being hired as Head of Sales:
- Earn a relevant degree: Complete at least a bachelor's degree in business administration, marketing, communications, or a related field. Some companies prefer candidates with a master's degree, such as an MBA, especially for top leadership roles.
- Start in sales roles: Build foundational experience as a sales development rep, business development rep, or account executive.
- Move into management positions: Begin leading small teams, owning targets, and mentoring junior reps.
- Strengthen strategic skills: Expand your specialized skills by learning forecasting, budgeting, and territory planning.
- Develop executive experience: Build influence with C-suite leadership and investors, not just with sales reps. Demonstrate the ability to scale revenue across regions and industries.
I know what success looks like in todays selling environment. 250+ startups engaged in last 8 months.
How to hire a Head of Sales
Hiring the right sales leader is one of the most impactful decisions you can make. Get it wrong, and you risk stalls in the pipeline and wasted spend. Get it right, and you'll see accelerated growth and expansion into new markets.
The problem is, vigorously sourcing, interviewing, and onboarding that leader can take months---not to mention going through the process of getting buy-in from stakeholders. So by the time you find the perfect fit, you've missed major sales opportunities or suffered leadership gaps.
Thankfully, there is an alternative.
Why consider a fractional Head of Sales?
Not every business needs a full-time Head of Sales right away---or wants to shell out the full-time salary package. That's where a fractional Head of Sales comes in: a senior leader who joins part-time or on a consulting basis to help establish sales strategy or tackle a specific initiative.
Why skip the full-time hurdles and hire a flexible, fractional Head of Sales? Because they offer:
- Cost-effectiveness: Tap into senior sales expertise without the hefty price tag or long-term commitment.
- Adaptability: Scale their involvement based on business growth, seasonal changes, or new market launches.
- Proven experience: Many fractional leaders have built and scaled teams across industries, and are ready to bring their expertise to new clients.
- Immediate impact: These seasoned sales managers can step in right away to execute strategies, mentor teams, and deliver results.
Hire your next Head of Sales with Go Fractional
The Head of Sales drives the one thing businesses can't survive without: revenue. From executing business strategy to closing deals, they are central to whether your company thrives or falters in a competitive market. Still, not every company is ready for a full-time senior leader right off the bat.
That's where Go Fractional comes in. With a network of 1,200+ vetted executives from companies like Google, Uber, Compass, we connect you with experienced, on-demand sales leaders who know how to scale. Instead of spending months shuffling through resumes and interviews, Go Fractional helps you unlock executive-level leadership in as little as 3 days---without the overhead.
Whether you need a fractional Head of Sales, CRO, or go-to-market strategist, we'll help you find the right match for your business initiatives and growth plans.Ready to hire your next sales leader? Start here.
