Head of Sales - North America

ABOUT POTLOC

Potloc is a global survey technology company specializing in delivering high-quality insights to top consulting and private equity firms. Our innovative approach ensures transparency, accuracy, and speed in market research. With a strong footprint in North America and Europe, Potloc is expanding its presence in the U.S. market to accelerate growth and strengthen relationships with key clients, supported by $75M in funding.

CONTEXT

Potloc’s expansion into North America represents a pivotal step in our global growth strategy, with the region set to become our primary revenue driver. 

The U.S. office, launched in early 2024, serves as a cornerstone for this expansion, currently comprising 10 professionals, including Account Executives, Business Development Representatives, an Alliance Manager, and a Sales Director.

As we strengthen our foothold, we continue to collaborate with leading private equity firms and top-tier consulting companies, reinforcing our position as a trusted partner in delivering high-value insights. The growth and maturity of our North American operations will shape the future of Potloc and play a crucial role in defining our global trajectory.

Potloc partners with top consulting firms and leading investment firms across the U.S., providing them with high-quality insights to drive strategic decisions.

MISSION

The Head of Sales will be responsible for leading and scaling Potloc’s U.S. operations, reporting to the COO. This role is crucial for driving revenue growth, building lasting relationships with top consulting and private equity firms, and ensuring seamless collaboration with the global team. The Head of Sales will oversee the P&L, hiring, and strategic expansion efforts to establish Potloc as a dominant player in the U.S. market.

Key responsibilities & expected outcomes

• Revenue Growth: Drive 100% year-over-year revenue growth in the U.S. and Canada, making North America the primary growth engine for Potloc. Ensure sustainable and profitable expansion through strategic client acquisition, deeper market penetration, and operational efficiencies.

• Team Leadership & Hiring: Recruit, train, and structure a high-performing sales team, ensuring strong performance and employee retention.

• Client Expansion: Develop deep relationships with consulting and private equity firms, increasing repeat business through commercial engagements.

• Operational Excellence: Collaborate with marketing, product, operations, and supply teams to ensure seamless execution and high client satisfaction (NPS).

• Performance Reporting: Provide monthly updates on key business KPIs, including revenue, margin, NPS, and Performance Reporting.

Challenges & opportunities

• Global Client Leverage: Capitalize on our successful collaborations with top clients worldwide to generate new business opportunities and strengthen our market position in the U.S.

• Top-of-Funnel Growth: Optimize outreach strategies to attract new clients and strengthen Potloc’s market presence.

• Collaboration Across Teams: Ensure seamless integration between the U.S. office and Potloc’s global teams.

• Employee Retention: Maintain strong retention rates while balancing profitability and operational efficiency.

• Long-Term Client Relationships: Build lasting relationships with top consulting and private equity firms by driving repeat business and expanding commercial engagements through frequent survey-based projects.

KEY QUALIFICATIONS & COMPETENCIES

Must-Haves:

• Deep knowledge of how consulting and private equity firms operate.

• At least 10 years of experience in B2B sales in the U.S. market.

• Experience scaling a business in the U.S. market.

• Experience working in a scale-up B2B tech company ($25M to $50M journey)

• Strong organizational and leadership skills, backed by credibility and proven experience in managing and scaling sales teams while consistently delivering results. 

• Ability to work asynchronously and collaborate across departments.

Other important considerations:

• Experience in primary research, expert networks, and survey-based insights.

• Background working with or within consulting firms (e.g., McKinsey, Bain) or private equity firms, delivering actionable insights for strategic decision-making.

Culture fit & values:

• Experience working in a multicultural environment, collaborating with colleagues across multiple regions (EMEA)

• Thrives in an autonomous, fast-paced, and adaptable environment.

• Collaborative mindset, and a strong focus on client success.

• Comfortable working with demanding clients

COMPENSATION & LOCATION

• Location: New York City (HQ) with travel across the U.S. for key client meetings as needed and to our Montreal HQ at least once per quarter.

• Compensation: Attractive compensation package, offering total on-target earnings (OTE) ranging from $350K to $500K, based on experience, structured with a 50/50 split between base salary and performance-based incentives

• Variable compensation: Based on US revenue and gross profit.

• Stock options: Competitive stock options package based on job level

HIRING PROCESS

• Initial Screening (if not referred): Introductory call with our Talent Acquisition team to discuss your background, experience, and career aspirations.

• Co-founder Meeting: Conversation with Louis Delaoustre, who leads revenue at Potloc, to align on vision, impact, and expectations for the role.

• Technical Assessment: A case study or practical exercise to evaluate your problem-solving skills and expertise.

• US Team Meeting: Discussion with key team members to assess collaboration, culture fit, and role integration.

• Executive Committee & Board Member Meeting: Final conversation with senior leadership and a board member to ensure strategic alignment and long-term potential.

• Job offer