Head of Sales

About Kernel

Kernel provides enterprise Rev Ops teams with agentic company data for their CRMs.

We’ve raised a $14M Series A from top VCs and operators at Plaid, OpenAI, Slack and others to build the AI-native alternative to Dun & Bradstreet’s entity and hierarchy data.

Rev Ops teams at companies like Navan, Gong, Mistral, and Alpha Sense use Kernel to build and maintain confidence in their CRM company data, eliminating duplicates and broken hierarchies without inhumane levels of manual review. The result is territories that can be defended, credibility with sales and leadership, and AI initiatives that actually work because the underlying company data is trustworthy.

Our data management platform combines entity-level intelligence with mass-action tooling to give Rev Ops teams the data quality and control needed to plan confidently and deploy AI successfully.

• We have strong product market fit. In 2025 we grew ~5x with world class net dollar retention, mostly from founder-led sales, and now have AEs hitting quota with an emerging playbook.

• We are are looking for our founding Head of Sales to own and scale our sales function as we further accelerate in 2026. This is a once in a lifetime leadership role for someone who has built and scaled high-performing sales teams in fast-moving, technical environments.

• You will be accountable for sales end-to-end and manage our AEs as well as SDRs. We currently have 4 SDRs and 4 AEs with an expectation to double the team size in the next few months.

• You will work closely with Anders (CEO), a second-time founder with +10 years of B2B enterprise sales and product experience.

• You will work with the rest of our leadership team to define everything from ICP to financial objectives and ensure strong collaboration with other teams.

• You will ensure clear performance expectations are met, allocate resources effectively, and ensure that companies targets are distributed strategically across the team.

• You will help us ensure that we run a high conversion, outcomes-first sales process that delivers value at every step, and that sets us up or good ongoing relationships with our customers.

• You will manage our team of SDRs + AEs, and work alongside our recruiters to grow the team.

• You will be accountable for the overall performance of the sales team, and will escalate underperformance when necessary.

• We expect someone who is willing an able to roll up their sleeves for the opportunities that take our playbook to the next level.

• As part of your own deal execution, you will lead by example and enable our Sales team to become best-in-class, carrying high quotas, and exceeding them.

• Define the qualification, and deal process for complex Rev Ops sales processes.

• Build and manage pipeline, partner with marketing where needed, and create repeatable plays that convert.

• Establish forecasting rigor: stage definitions, pipeline hygiene, and predictable commit accuracy.

• Weekly deal reviews, MEDDPICC discipline, win-loss learning, and continuous improvement.

• 7 to 12+ years of B2B SaaS sales experience, including leading enterprise or strategic sales for a technical product.

• Experience managing and hiring both SDRs and Account Executives.

• Proven exposure to having doubled the headcount of a Sales team, and grown revenue by a factor of at least 5x over the course of a year.

• Proven track record closing 5-figure to 7-figure deals technology deals.

• Comfort operating in ambiguity: you can build process, messaging, and territory strategy without heavy existing structure.

• Bonus:
  The deeper your knowledge of Rev Ops, data and GTM tools the better.

• Need lots of structure or polished specs.

• You like spending weeks agonizing for weeks on a single initiative, or don’t want to rapidly iterate and run experiments.

• Require detailed instructions.

• Prefer remote or hybrid work (requires 4+ days in London office) and/or can’t travel to clients (US+Europe)

• Don’t enjoy the pace of an early-stage startup.

• Want to primarily be closer,…