About Blue Wheel
Blue Wheel is a digital performance marketing agency that helps brands connect the people, platforms, and insights that drive growth across modern commerce. With more than 100 team members and four offices across the U.S., we've built a culture where curiosity is encouraged, ownership is expected, collaboration is valued, and trust is earned through action. These principles guide how we work with clients and how we support one another as a team. If this sounds like a team you want to build with, we'd love to meet you.
About the Role
Owns end-to-end revenue growth across Sales and Marketing for digital e-commerce marketing agency, while ensuring alignment with delivery teams and executive stakeholders. Responsible for lead management and stewardship/development, win rate and deal quality, conversion and revenue realization, as well as translating plans & performance into clear insights for leadership and private equity. Charged with pipeline convers, deal execution and forecasting. This person will preferably have experience in an agency setting, with experience in digital advertising, paid media, and Amazon marketplace advertising.
Core Accountability
Own total revenue performance: pipeline, bookings (ACV), and revenue recognition
Negotiation of all deals ensuring profitability and maximizing revenue potential
Improve conversion across the funnel, especially presentation → closed won
Ensure Sales, Marketing, and Delivery operate as a connected system from pitch promise to fulfillment
Serve as the primary growth voice to C-suite and private equity stakeholders
Lead and maintain relationships with lead gen partnerships and keep a pulse of industry & client trends to stay calibrated to market demands
KEY RESPONSIBILITIES
Revenue & Forecasting
Own revenue targets across $150K to $700K deal sizes
Build and maintain accurate forecasts across pipeline, win rate, and revenue realization
Identify gaps and implement plans to close them (pipeline, CVR, deal velocity)
Pipeline Conversion & Deal Execution
Own performance of all opportunities from qualification through close
Improve win rate across all stages, with emphasis on late-stage conversion
Identify and address drop-off points in the funnel
Drive deal strategy, pricing approach, and packaging to increase close probability
Sales Process & Discipline
Standardize qualification criteria, discovery, and deal progression
Define and enforce stage gates and exit criteria
Improve pipeline hygiene and CRM accuracy
Reduce variability in how deals are run across AEs
Support Marketing by driving outbound leads & finding/managing lead gen partners.
Team Leadership & Development
Lead and support AEs (2) to improve close rates and deal quality, goal setting and feedback/coaching
Stay actively involved in late-stage deals and key accounts
Implement and standardize best practices for sales process & techniques, messaging, and qualification
Delivery Alignment
Act as primary bridge between go-to-market and delivery teams
Ensure sales narratives, proposals, and scopes align with delivery capabilities
Evolve and refine agency credentials and overall pitch story as needed to reflect changing marketplace variables (client/partner feedback, trends, etc.) and agency capabilities
Identify gaps between what is sold vs what is delivered and resolve them
Partner with delivery leadership to improve CVR through stronger, more credible solutions
Maintain quality of briefings and proper hand-off/onboarding to internal teams for new client kick-offs
Go-to-Market & Positioning
Ensure new rebrand leads to pipeline and conversion impact
Align offerings, pricing, and messaging to improve competitiveness
Continuously refine ICP targeting ($50M to $500M brands)
Collaborate with marketing to influence and add input on full-funnel demand generation across inbound, outbound, events, paid, and partnerships (lead gen)
Executive & Private Equity Reporting
Own all growth reporting to CEO, C-suite, and private equity stakeholders
Translate pipeline, conversion, and revenue data into clear insights, risks, and actions
Lead preparation for board meetings, executive updates, and investor reporting
Provide visibility into performance vs plan, including drivers of over/underperformance
Quantify growth opportunities and risks tied to pipeline, win rate, pricing, and market conditions
Support diligence, strategic initiatives, and ad hoc requests from private equity partners
Ensure alignment between growth strategy and broader financial and operational goals
Cross-Functional Alignment
Partner with Marketing to improve lead quality and conversion
Provide structured feedback on messaging, ICP fit, and objections
Ensure clean handoff from sales to onboarding
KPIs
ACV (new bookings)
Revenue recognition vs plan
Conversion rates (especially presentation → closed won)
Pipeline coverage and quality
Leads by source
Forecast accuracy and executive confidence in reporting
Knowledge & Experience Requirements:
8–12 years in B2B sales leadership (SaaS, professional services, or agency) in the eComm space
Demonstrated success managing $5M–$20M+ revenue portfolios
Track record closing deals $150K–$700K range
E-commerce, paid media, digital marketing, Amazon marketplace, or marketing services/digital agencies
Core Competencies
Pipeline management and forecasting discipline
Sales process design and CRM rigor
Late-stage deal conversion and negotiation
Team leadership (managing 2–5 AEs minimum)
C-suite and board-level communication
Cross-functional alignment (sales delivery)
Employee Benefits
Employees at Blue Wheel are offered the following benefits and perks while employed:
Healthcare: Medical, Dental, Vision, Accident, Critical Illness, Life & Disability, FSA/HSA Options
Retirement: Company-sponsored 401(k) option with Company match
PTO: Generous Paid Time, Sick Time, Floating Holidays, Volunteer Day, and Bereavement Time
Paternal Leave: Paid 12-week leave for primary parent and 2-week for secondary parent
Holiday: 10 paid holidays, along with light week between Christmas and New Years
Fringe: Mental Health Days, Health and Wellness Reimbursement, Employee Assistance Program, Employer-paid Coaching Sessions
Blue Wheel operates and hires in the following states: CT, CO, FL, ID, IL, KS, MI, MN, NJ, NY, OR, PA, TN, TX, and WA