Head of Revenue (Orbit)

PCR supports complex, regulated organizations with technology asset management solutions. Orbit is PCR’s new cloud product for software lifecycle management, unifying software spend, usage, renewals, vendor contracts, and ROI insights, with an AI layer to surface key insights.

Location: Remote

Responsibilities

• Own revenue end to end, hands on
• Build pipeline through targeted outbound, webinars and events, partnerships, and leveraging PCR’s installed base
• Run deals end to end from discovery to demo to pilot or proof to proposal to negotiation to close
• Sell to cross functional stakeholders and buying committees across IT, procurement, finance, and operations
• Maintain strong CRM hygiene, forecasting, and a consistent weekly operating cadence for pipeline reviews and deal strategy
• Create and run outbound motions including account lists, sequencing, messaging tests, and a call email LinkedIn mix
• Develop campaigns that create spikes in demand such as webinars, customer showcases, partner sessions, and conference follow ups
• Establish a simple measurable funnel and iterate quickly using conversion rates, cycle length, and win loss themes
• Use PCR’s credibility, relationships, and customer access to accelerate trust and shorten cycles
• Spend meaningful time in customer conversations to understand workflows, blockers, and urgency drivers
• Turn insights into structured inputs for product and engineering including requirements, prioritization, integrations, packaging, and what needs to be true to win and expand
• Partner closely with product and engineering to sharpen workflows and push fast iterations that improve conversion, adoption, and retention
• Create early proof points such as reference customers, case studies, and outcome narratives
• Continuously look for opportunities to expand Orbit into adjacent needs across the higher ed and public sector IT workflow where PCR plays today
• Identify and validate new modules, integrations, and next products through discovery, then help turn the best opportunities into a clear build and sell plan
• Bring a GM mindset to growth by increasing ACV, improving retention and expansion, and strengthening Orbit’s strategic position over the next three to five years
• Create the repeatable sales playbook including ICP, messaging, talk tracks, demo narrative, objection handling, sequences, and lightweight enablement
• Recommend when to add capacity such as SDR, marketing support, partners, and CS based on leading indicators and what is proven
• Help define the longer term commercial approach including coverage model, partner strategy, and the operating cadence that scales

Requirements

• 6 to 12 plus years in B2B SaaS revenue roles with full cycle closing experience
• Proven ability to create pipeline, not just work inbound, and deliver against a revenue target
• Experience selling into multi stakeholder, multi budget environments with comfort navigating procurement, legal, and security
• Strong discovery, presentation, negotiation, and written communication skills
• High ownership and operational discipline, you run a tight cadence, keep deals moving, and improve the system
• Experience in a startup, early stage, or bootstrapped environment where you wore multiple hats and built GTM foundations
• Demonstrated ability to work with product, identify product opportunities from customer feedback, and translate them into must haves with product and engineering
• Experience launching a new product or building a repeatable motion from scratch