Head of Sales

About the role

Fidelity Private Shares is a trusted partner to high-growth private companies. We are poised for our next phase of expansion and are seeking a dynamic Sales Leader to drive our sales team to new heights. The team supports the innovation economy through a market leading equity administration platform. We offer solutions and capabilities that support private companies, their employees, and community stakeholders during the entire corporate lifecycle. The Sales Leader for Fidelity Private Shares will be responsible for leading and scaling our sales organization, including Account Executives (AEs), to drive revenue growth and market penetration. This role will be pivotal in shaping the sales strategy, fostering a high-performance culture, and building strong relationships with private companies seeking best-in-class cap table and equity administration solutions. The ideal candidate is a proven sales leader with a track record of success in B2B SaaS or fintech, a passion for leading teams, and the ability to navigate complex sales cycles with C-suite stakeholders. Primary responsibilities include: Note: This is a build role. The Sales Leader will own the following FPS sales motions: incentive design, sales and prospecting motions, codifying our highest-performing channels (PLG, Client Referrals, Competitive Takeaways), establishing a coaching cadence, and partnering with Customer Success on onboarding, expansion, and retention. Sales Strategy and Execution: Develop and implement a comprehensive sales strategy to achieve revenue targets and expand market share in the VC backed private company sector. Team Leadership: Lead, mentor, train, and inspire a team of Account Executives, fostering a culture of accountability, collaboration, and continuous improvement. Performance Metrics: Refine and track KPIs to measure team performance, optimize sales processes, and drive operational efficiency. Pipeline Management: Oversee the sales pipeline, ensuring consistent lead generation, qualification, and deal closure while maintaining accurate forecasting and reporting. Cross-Functional Collaboration : Partner with the BPM, marketing, product, and customer success teams to align go-to-market strategies, enhance product offerings, and ensure a seamless customer experience. Market Expansion: Identify new market opportunities, refine ideal customer profiles, and drive targeted outreach to high-growth private companies. Industry Expertise : Stay informed on trends in private company equity management and venture capital space to position Fidelity Private Shares as a thought leader. The Expertise We're Looking for and The Skills You Bring Bachelor's degree in business, Finance, Law or a related field 8 years of B2B sales experience, with at least 3-5 years in a second line sales leadership role managing AEs and SDRs, preferably in SaaS, fintech, or financial services. Proven Track Record: Demonstrated success in scaling sales teams and driving significant revenue growth in a high-growth environment. Direct experience scaling a sales organization in a venture-backed or corporate-innovation environment. Multi-motion sales experience: PLG-supported sales, outbound, channel/partner-led, and field. Experience operating within a parent company / corporate innovation environment with mature governance, compensation policy, and brand standards. Comfort with the productive balance between startup velocity and enterprise oversight is essential. Direct experience with VC-backed buyer journeys from pre-seed through Series C and beyond. Demonstrated ability to operationalize a partner / channel motion in addition to direct sales. Industry Knowledge: Familiarity with cap table management, equity administration, or related financial and legal services for private companies is a strong plus. Leadership Skills: Exceptional ability to motivate and develop high-performing teams, with a focus on coaching and professional growth. Strategic Mindset: Ability to craft and execute sales strategies that align with company goals and adapt to market dynamics. Communication: Excellent verbal and written communication skills, with the ability to articulate value propositions clearly and persuasively. Analytical Acumen: Proficiency in CRM tools (e.g., Hubspot), sales forecasting, and data-driven decision-making. Customer-Centric Approach: Strong relationship-building skills with experience engaging C-level executives in complex sales cycles. Note: Fidelity is not providing immigration sponsorship for this position The Team Fidelity is a leader in the equity administration space. We enable builders and operators from start-ups to fortune 500 companies to seamlessly manage their equity and empower their workforce through Fidelity's robust financial wellness offerings. The base salary range for this position is $96,000-$210,000 per year. Placement in the range will vary based on job responsibilities and scope, geographic locatio