ABOUT TERN

Tern is a venture-backed software company on a mission to reshape the $127B travel agency industry by giving power back to the entrepreneurs who built it.

Nearly 98% of travel agencies are small businesses. These businesses have been chronically underserved by technology. We're here to change that. Our platform helps travel advisors run more efficient, professional, and profitable operations, giving them the modern infrastructure they need to lead the next chapter of travel.

But the impact goes beyond business. Travel advisors help clients move more intentionally through the world. When a traveler works with an advisor, they're more likely to avoid overtouristed hotspots and more likely to spend their dollars in places where they can do real good. That's the kind of travel we want more of.

At Tern, we believe in small business. We believe in the power of travel. And we're building the future of both.

HEAD OF SALES

Tern has product-market fit. We have 10,000+ users, a growing enterprise pipeline, and a sales team that's actively closing deals. What we don't yet have is the person who can take this motion to the next level. Sharper targeting, bigger deals, faster cycles, more GMV flowing through Tern.

That's this role.

You'll spend your days co-selling on enterprise deals with the team, running a rigorous weekly pipeline review in HubSpot, and building the ICP clarity that lets marketing actually fill top of funnel. Some weeks you'll be closing a deal yourself. Some weeks you'll be coaching a rep through an objection they've hit three times. Most weeks, both.

This is a player/coach role in the real sense, not "leadership with some selling." You carry a direct quota. You're expected to close. You're also expected to make the people around you better at closing. If you've been a strong individual contributor waiting for your shot as a leader, this is it.

WHAT YOU'LL DO

Own agency revenue. Carry a personal quota on enterprise accounts. Co-sell on complex deals with existing reps on SMB and MM motion to shorten cycles and model the motion for the team.
Coach the team. Run structured weekly pipeline reviews with our Account Executives. Identify where deals stall, install the fix, and track whether it worked.
Define the ICP. Sharpen our target profile within the midmarket to move the reps up-market, Partner with marketing to turn it into something actionable- specific agency fit, trigger events, signals.
Own HubSpot. Pipeline hygiene, stage definitions, activity logging, forecasting. If it's not in HubSpot, it didn't happen.
Build the playbook. Document what's working. Codify objections, the demo flow, the enterprise close motion. Make it repeatable so the next AE ramps faster.
Recruit and develop. As we scale, you'll have input on who joins the team and own their ramp.

WHAT YOU HAVE

Individual sales track record. You've carried and hit quota, not just managed people who do. You can still run a full sales cycle from discovery to close.
Coaching and rep development. You've taken a rep from inconsistent to quota-carrying. You know what actually changes behavior, and it's not just more deal reviews.
Enterprise and SMB range. You understand the difference between a fast-cycle SMB deal and a 90-day enterprise motion. You can run both and teach both.
Pipeline rigor. You sweat HubSpot hygiene. You run structured pipeline reviews. You forecast with real data, not gut feel.
ICP and GTM fluency. You can define a target customer precisely enough that marketing can build a list from it. You've worked with a marketing team to close the loop between outbound and conversion.
Always know the number. You maintain a precise understanding of the agency monthly revenue outlook, EOY trajectory, and any risks or tailwinds that matter.
4–7+ years in B2B SaaS sales, with at least 2 years in a player/coach or sales leadership role.

BONUS POINTS

Experience selling into travel, hospitality, or agency-model businesses
Sold to owner-operated small businesses
Built a sales playbook from a blank page

WHAT WE VALUE @ TERN

🌱 We're always leveling up. Whether you're deepening your craft, learning from a teammate, or embracing a new challenge, growth is core to our identity.

🧭 We act with optimistic agency. We take initiative, seek clarity, and move forward, even when the path isn't obvious.

💪 We have extraordinary ambition. We're here to reshape the future of travel and we're building for it with urgency, clarity, and conviction.

👂 We deeply understand our users. At every level of the organization, we obsess about understanding those we serve and the industry we operate in.

📣 We speak up and move forward. Everyone at Tern has a voice and a responsibility to use it.

🏃 We move fast and sweat the details. Velocity matters. But speed isn't chaos: we stay aligned, own our outcomes, and care deeply about quality.

🤣 We take the work seriously, but not ourselves. We hire kind, driven people who elevate the room.

WHY THIS ROLE IS EXCITING

Travel Agents are a $127B industry that has never had a modern, well-capitalized company build a real sales motion for agency software. Most players in this space have cobbled together tools and hoped advisors would find them. Tern is different. We are an industry changing product, real traction with an obsessed user base, and a clear enterprise story that hasn't been fully told yet.

This is the role that tells it. You'd own the revenue function at a company with a proven product market fit, a team that's already selling, and a market that's wide open at the enterprise layer.

WHY JOIN TERN?

Be part of a mission-driven team transforming the travel planning space
Work with a supportive, curious, and creative team

Head of Sales