Head of Sales US West

About the Team At GOAT Group, the Business Development team is central to the strategic growth of our company. Composed of individual teams that handle Strategy, New Business Initiatives, Partnerships and Account Management, the department leads a global supply-focused initiative that works with brand partners, retailers and power sellers to secure new inventory and widen exposure for GOAT Group. As our company continues to expand both at home and abroad, you will play an integral part in this exciting next chapter. Role Overview  As the Head of Sales Operations, you will be the strategic architect behind our growth engine. You won't just manage traditional dashboards; you will actively integrate AI-driven automation, predictive analytics, and machine learning into our sales workflows to directly influence top-line growth. The ideal candidate thrives at the intersection of data, technology, and human motivation, turning complex marketplace dynamics into actionable sales plays.  Our mission for this role is to eliminate friction for our sales team, maximize lead velocity, and build a scalable infrastructure that predictably doubles our seller and listing footprint year-over-year.  In this role, you will:  Process Architecture & Lead Management  * Pipeline Engineering: Design and manage the end-to-end sales funnel for seller acquisition (Lead → Prospect → Onboarded → Active Listing).  * Lead Generation Strategy: Operationalize inbound and outbound lead flows. Implement tools and workflows to ensure the sales team is targeting the highest-value sellers with the right product categories. * Friction Reduction: Audit the seller onboarding journey to identify and remove bottlenecks, ensuring sellers can list products as quickly as possible.  Performance Reporting & Analytics  * Single Source of Truth: Build and maintain dashboards that track KPIs, including seller acquisition costs (CAC), conversion rates per stage, and Time to First Listing.  * Forecasting: Provide leadership with accurate supply-side growth forecasts based on pipeline velocity and historical data.  * Listing Health: Track not just the number of sellers, but the volume, quality of products listed and pricing to ensure marketplace liquidity.  * KPI Reporting: Define, track, and report on key performance indicators (KPIs) for individual reps and the broader sales organization.  Sales Incentives & Compensation  * Plan Design: Create and manage sales incentive programs (SIPs) that align rep behavior with business goals. * Quota Setting: Establish fair, challenging, and data-backed quotas for the sales and account management teams. * Contests & SPIFFs: Design short-term incentives to drive immediate action during seasonal peaks or new category launches.  Tech Stack & Enablement  * CRM Ownership: Serve as the primary administrator for our CRM, ensuring data hygiene and building automation that saves reps time.  * Sales Enablement: Equipping the team with the playbooks, scripts, and competitive intelligence needed to convert savvy sellers.  We are looking for:  * Experience: 7+ years in Sales Operations, with at least 2–3 years in a marketplace or platform-based business. * You understand the unique challenge of "selling" a platform to sellers (brands, retailers, individual sellers). * Analytical Mindset: You look at a spreadsheet and see a story, you capture the “why” behind the numbers. * You are deeply analytical but can translate complex data and insights into simple, executable strategies for the sales team.  * AI & Automation Expertise: Hands-on experience implementing and managing AI-powered sales tools. * Strong understanding of how to leverage predictive analytics and machine learning models for forecasting and pipeline health.  * Incentive Expert: You understand the psychology of sales reps and know how to build comp plans that motivate without creating perverse incentives.  * Builder Mentality: You are comfortable moving from high-level strategy to deep into the weeds to fix a broken automation or clean a lead list. GOAT Group uses geographic pay tiers based on the employee’s home state to align compensation with market differences across the U.S. Hiring Range: Tier 1 (Includes states such as California, New York (including New York City), Washington, Illinois and other higher-cost markets) $159,600 - $199,400 USD Tier 2 - (Includes mid-cost markets across the U.S.) $143,700 - $179,600 USD Tier 3 - (All other U.S. locations) $135,700 - $169,600 USD The hiring range for this position is below, plus benefits (401K, paid time off, dental, medical, vision, disability, life insurance options). To determine starting pay within the hiring range, we carefully consider a variety of factors, including primary work location, role/level, a candidate’s skills, experience, market demands, and internal parity. You may reach out to a recruiter for additional information. Hiring Range: $135,680—$199,400 USD GOAT Group represents the leading platforms for authentic sneakers, apparel and accessories. Operating four distinct brands–GOAT, Flight Club, Grailed and alias–GOAT Group has a global community of more than 60 million members across 170 countries. GOAT is the global platform for the greatest products from the past, present and future. Since its founding in 2015, GOAT has become one of the leading and most trusted sneaker platforms in the world, and has expanded to offer apparel and accessories from select emerging, contemporary and iconic brands. Through its unique positioning between the primary and resale markets, the company offers styles across various time periods on its digital platforms and in its retail locations, while delivering products to over 60 million members across 170 countries. Established in New York City over 15 years ago, Flight Club revolutionized sneaker retail as the original consignment store for rare shoes. Carrying the rarest exclusives and collectible sneakers, Flight Club has evolved from a one-stop sneaker destination, to a cultural hub for sneaker enthusiasts and novices alike. With three brick-and-mortar locations in New York City, Los Angeles and Miami, Flight Club remains the premier source for authentic, rare sneakers. Founded in 2013, Grailed is the leading community-driven marketplace for rare luxury, streetwear and vintage fashion. The marketplace was built for enthusiasts, by enthusiasts, and features products from brands including Supreme, Raf Simons, Gucci, Saint Laurent, Balenciaga, Prada and more. With a highly curated selection of resale pieces including inventory exclusive to the platform, Grailed makes fashion accessible. The company is backed by strategic investor Foot Locker, Inc. as well as some of the leading names in venture capital including Park West Asset Management, T. Rowe Price Associates, Inc., Franklin Templeton, Adage Capital Management, Ulysses Management, D1 Capital Partners, Accel, Andreessen Horowitz, Index Ventures, Matrix Partners, Upfront Ventures, Webb Investment Network and Y Combinator. GOAT Group will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, if applicable. By applying, you authorize GOAT Group to send you text messages regarding your job application, interview and/or onboarding process, and other job opportunities at GOAT Group. If you are a California resident, please review our California Privacy Rights Notice for Job Applicants [https://drive.google.com/file/d/1pB5MpWDWy_tuFPxbN53P-mHzsJ4-WbHM/view?usp=sharing]. If you are an EU or UK resident, please review our EU / UK Candidate & Employee Privacy Notice. 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Join us as we scale our business by building on our tremendous success around the world. The massive database market is going to double over the next few years and TiDB is a global player positioned as a major disruptor with TiDB Database and Database as a Service offering. TiDB is the proven enterprise database foundation for the AI era. We help companies solve today’s database problems. Cost, scale, downtime, and complexity. With a distributed SQL architecture that is already battle-tested at enterprise scale. And now we help those same companies future-proof for innovating with AI, by giving them one unified foundation for transactional state, vector context, real-time analytics, and safe agent operations. In a world where AI agents need to work on fresh data, act safely, and scale economically, TiDB is not another database add-on. It is the highway system for agentic workloads. Large and high-growth organizations in markets as varied as financial services, logistics, gaming, e-commerce and software as a service have successfully deployed and expanded their TiDB footprint on mission-critical applications. Our strong open-source community roots (40,000+ stars on GitHub), innovative products and inclusive culture draw passionate and dedicated people to our company. Learn more about TiDB careers and join our team to be at the forefront of innovation and growth. ROLE OVERVIEW: In this role, you will represent TiDB’s products and services, leveraging deep product knowledge to communicate how our solutions address customer needs. You will be responsible for generating leads and building relationships by nurturing warm prospects and identifying new sales opportunities, while continuously refining outbound communications using approved messaging and marketing assets. You will manage and maintain a pipeline of interested prospects, engage sales executives on next steps, and track all activities in our CRM and engagement tools. Additionally, you will help identify best practices to strengthen the company’s lead-generation playbook. This is a full-time contract position with the flexibility to work remotely from anywhere in the continental United States. ***PLEASE NOTE THAT WE ARE CURRENTLY CONSIDERING ONLY CANDIDATES BASED ON THE WEST COAST.*** RESPONSIBILITIES: * Two or more years of business and/or sales development, experience in SaaS/Database/Tech industry preferred. * Track record of high achievement and the desire to meet and exceed measurable performance goals. * Excellent written and verbal communication skills, and strong listening skills (crafting professional and personalized emails). * Experience with a startup and understanding of what it takes to be successful. * Flexible, hungry and determined to be an asset to the team, company and prospects. * Open to learning and eager to grow. within a sales organization. * The technical aptitude to master our sales tech stack and previous experience using Salesforce Outreach, Hubspot, ZoomInfo and LinkedIn Sales Navigator preferred. * Conduct high-volume prospecting through multi-channel outbound sales motions to generate qualified leads. * Develop multi-touch activities including writing emails and talking points for call scripts to engage and qualify prospects. * Maintain detailed and accurate customer records using Salesforce and Outreach. * Identify the needs of prospects and suggest appropriate products or services. * Educate prospects and guide them onto the next stage of their evaluation by scheduling meetings with Account Executives. * Reporting to Head of Sales and Director of Revenue Operations. QUALIFICATIONS: * Bachelor’s degree (or equivalent) or at least two years of relevant work experience. * Experience as a Sales Development Representative, with a track record of achieving sales quotas. * Proficiency using CRM tooling, and AI applications like Claude, Chat GPT and GoogleNotebook etc. We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. TiDB also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at TiDB.