Head of Sales

The person accountable for the revenue number, and therefore for whether the outbound machine produces enough pipeline to hit it.

A Head of Sales lives three months ahead of everyone else: this quarter's number is decided by the pipeline built last quarter. That makes them the natural owner of the outbound motion, even when a marketing team runs the tools.

The good ones hire slowly, insist on a documented playbook before the second rep, and spend a surprising amount of time on the list rather than on the deals.