About this role
About PCR & OrbitProfessional Computing Resources (PCR) supports complex, regulated organizations, especially higher education and the public sector, with technology asset management solutions across hardware and telecom.
Orbit is PCR’s new cloud product for software lifecycle management. Orbit unifies software spend, usage, renewals, vendor contracts, and ROI insights into a single system of record, paired with an AI powered layer that helps teams surface what matters and what to do next.
Orbit has a strong runway through PCR’s installed base, with a large horizontal opportunity beyond it. Orbit is the starting point, not the finish line. We intend to keep shipping modules and adjacent products over time to address more of the IT workflow in higher ed and the public sector, leveraging PCR’s distribution and Valsoft’s operational strength to move quickly.
The roleWe’re hiring a Head of Revenue to lead Orbit’s go to market from launch through early scale. This is the first dedicated commercial hire for Orbit. You will own pipeline creation, run full cycle deals, and build the repeatable sales motion we will scale over time.
This is a hands on operator role. You will be a key bridge between the market and product, turning customer discovery into clear requirements, prioritization, and shipped capabilities that drive adoption and profitable growth. You will also continuously look for ways to grow Orbit and expand the opportunity, both by extending Orbit into adjacent workflows and by identifying new modules or product opportunities beyond Orbit that fit the higher ed and public sector IT workflow where PCR already plays today.
As traction grows, we will add tools and capacity such as marketing support, SDR support, and partners, but early on you will be the person driving momentum.
What you’ll do and own1) Own revenue end to end, hands onOwn new revenue for Orbit and take a hands on approach to closing businessBuild pipeline through targeted outbound, webinars and events, partnerships, and leveraging PCR’s installed baseRun deals end to end from discovery to demo to pilot or proof to proposal to negotiation to closeSell to cross functional stakeholders and buying committees across IT, procurement, finance, and operationsMaintain strong CRM hygiene, forecasting, and a consistent weekly operating cadence for pipeline reviews and deal strategy2) Build demand in a scrappy, repeatable wayCreate and run outbound motions including account lists, sequencing, messaging tests, and a call email LinkedIn mixDevelop campaigns that create spikes in demand such as webinars, customer showcases, partner sessions, and conference follow upsEstablish a simple measurable funnel and iterate quickly using conversion rates, cycle length, and win loss themesUse PCR’s credibility, relationships, and customer access to accelerate trust and shorten cycles3) Translate market feedback into shipped must havesSpend meaningful time in customer conversations to understand workflows, blockers, and urgency driversTurn insights into structured inputs for product and engineering including requirements, prioritization, integrations, packaging, and what needs to be true to win and expandPartner closely with product and engineering to sharpen workflows and push fast iterations that improve conversion, adoption, and retentionCreate early proof points such as reference customers, case studies, and outcome narratives4) Keep expanding the opportunity, Orbit and beyondContinuously look for opportunities to expand Orbit into adjacent needs across the higher ed and public sector IT workflow where PCR plays todayIdentify and validate new modules, integrations, and next products through discovery, then help turn the best opportunities into a clear build and sell planBring a GM mindset to growth by increasing ACV, improving retention and expansion, and strengthening Orbit’s strategic position over the next three to five years5) Build the foundation for scaleCreate the repeatable sales playbook including ICP, messaging, talk tracks, demo narrative, objection handling, sequences, and lightweight enablementRecommend when to add capacity such as SDR, marketing support, partners, and CS based on leading indicators and what is provenHelp define the longer term commercial approach including coverage model, partner strategy, and the operating cadence that scales
Ideal background and requirementsMust haves6 to 12 plus years in B2B SaaS revenue roles with full cycle closing experienceProven ability to create pipeline, not just work inbound, and deliver against a revenue targetExperience selling into multi stakeholder, multi budget environments with comfort navigating procurement, legal, and securityStrong discovery, presentation, negotiation, and written communication skillsHigh ownership and operational discipline, you run a tight cadence, keep deals moving, and improve the systemExperience in a startup, early stage, or bootstrapped environment where you wore multiple hats and built GTM foundationsDemonstrated ability to work with product, identify product opportunities from customer feedback, and translate them into must haves with product and engineeringExperience launching a new product or building a repeatable motion from scratchNice to havesHigher ed, public sector, or healthcare experienceFamiliarity with ITSM, ITAM, SAM, procurement, vendor management, or contract lifecycle conceptsPartnership or channel experience with resellers, associations, consultants, or ISV partnersAI curiosity and comfort positioning AI enabled workflows credibly with practical value, not buzzwords
CompensationBase salary plus bonus tied to value creation in Orbit, specifically profitable MRR growth, with a ramp period and milestone based accelerators aligned to early stage execution.
Location and travelRemote friendly, with travel for key customer meetings, conferences, and relationship building as needed.