Parabol | Head of Revenue

Head of Revenue

Location: Fully Remote

About Parabol:
Parabol transforms meetings into collaborative workflows, enabling organizations to save time and drive better results. We serve private and public-sector clients, especially those in regulated industries such as defense, finance, and healthcare. With our recent knowledge-management solution, Parabol is positioned to meet a $300M market opportunity as Atlassian ends support for Data Center Confluence.

Role Overview:
As Head of Revenue, you will have full ownership of Parabol’s revenue functions, working with the CEO and reporting to our board. You'll develop and scale our customer success, inbound, and outbound sales teams, building strategy and operational playbooks as a player-coach.

Responsibilities:

• Oversee the entire revenue lifecycle: new customer acquisition, onboarding, success, renewals, and expansion across private and public sector accounts.
• Design, test, and revise sales playbooks for inbound and outbound sales motions.
• Sell as a player-coach, directly managing strategic accounts and closing deals while preparing to scale the team.
• Set revenue targets, quotas, and compensation plans for yourself and future sales team members.
• Build outbound strategies to complement a strong inbound funnel, including enterprise and public-sector outreach.
• Drive retention and expansion through effective education and engagement initiatives for budget holders and end-users.
• Collaborate with the CEO on pricing and packaging to align revenue with product strategy.
• Prepare board-ready reports covering pipeline, forecasts, ARR growth, churn, and expansion metrics.

• Proven experience across the full sales lifecycle: account hunting/closing, renewals, and expansion.
• Skilled in building and refining sales playbooks, comp plans, and targets.
• Player-coach mentality; adept at both closing deals hands-on and building repeatable processes.
• Experience with both private and public sector sales; government/defense procurement experience preferred, but not required.
• Ability to build outbound sales processes from scratch, optimizing inbound efforts.
• Comfort with CEO-level reporting and board visibility.
• Potential for growth as a first-time CRO/Head of Revenue; track record of results required.
• Remote-first work experience and proficiency in modern CRM tools (HubSpot or equivalent).