Silo: Director of Sales – Platform Revenue (SaaS | ERP + Labor Management + Payments)
Role highlights
125,000–150,000 USD
Full Time
Permanent
Executive
Remote
The Director of Sales – Platform Revenue role requires over 7 years of B2B SaaS sales experience with proven leadership in driving Annual Recurring Revenue (ARR) growth and implementing disciplined pricing and contracting strategies. Candidates must demonstrate expertise in managing the full revenue cycle including new business acquisition, expansions, renewals, and pricing strategy, particularly transitioning from legacy license models to subscription-based ARR. Experience selling platform or modular SaaS products, especially in ERP, labor management, operations, supply chain, or ag-tech sectors, is highly valued. The role demands strong analytical skills to manage forecasting, pipeline health, KPIs, and CRM data accuracy, with proficiency in HubSpot or similar CRM systems essential. Leadership capabilities include coaching and developing sales teams (SDRs and AEs), enhancing workflows, playbooks, and best practices across the sales cycle, and fostering a value-based selling approach with disciplined discounting through a deal desk. Cross-functional collaboration skills are critical, partnering with Marketing for campaign and pipeline generation, Product for customer insights and packaging strategies, and Customer Success to drive renewals and upsells. The position offers the opportunity to influence go-to-market strategy and ARR transformation within a mission-driven, remote work environment. Compensation includes a base salary range of $125,000 to $150,000 plus commission, emphasizing leadership growth and diversity commitment.
About the role
Headquarters: Remote (United States)
Website: usesilo.com
Role Summary
- Lead ARR growth and elevate the sales team
- Drive new business, renewals, pricing strategy, and forecasting
- Work cross-functionally to accelerate platform adoption
- Build value-based selling motion and scalable processes
Responsibilities
Revenue Leadership
- Own the full revenue engine: new logos, expansions, renewals, pricing strategy
- Lead migration from legacy license/NRR models to subscription ARR
- Drive multi-year contracting and pricing discipline for long-term adoption
Pricing, Packaging & Deal Strategy
- Develop and enforce pricing guardrails
- Lead a lightweight deal desk for value-based selling and healthy discounting
- Partner with Product & Finance on packaging, modular pricing, and ARR transformation
Pipeline & Forecasting
- Build forecasting rigor using accurate CRM data
- Monitor KPIs, pipeline health, conversion rates, and team productivity
- Ensure disciplined CRM usage within HubSpot
Team Coaching & Development
- Coach and elevate SDRs and AEs
- Provide ongoing training in discovery, objection handling, negotiation, and value selling
- Strengthen workflows, playbooks, and best practices for the full sales cycle
Cross-Functional Collaboration
- Partner with Marketing on campaigns, messaging, and pipeline generation
- Work with Product to deliver customer insights and support packaging/features
- Collaborate with Customer Success to drive renewals, upsells, and price increases
Requirements
- 7+ years of B2B SaaS sales experience, including sales leadership
- Proven success driving ARR growth and implementing pricing/contracting discipline
- Highly analytical; comfortable managing dashboards, forecasting, and KPIs
- Experience selling platform or modular SaaS products (ERP, operations, supply chain, or ag-tech a plus)
- Strong coaching mindset; able to elevate team performance
- Expertise with HubSpot or similar CRM systems
Benefits
- Pivotal role in shaping GTM strategy and ARR transformation
- Work with passionate, mission-driven teams improving the food system
- Influence the direction of a growing platform with expansion potential
- Competitive compensation and leadership growth opportunities
- Base salary: $125,000–$150,000 + Commission
- Commitment to building a diverse team; all backgrounds encouraged to apply