Head of Sales

ABOUT FRAGMENT Every large enterprise runs procurement software such as Coupa, SAP Ariba, Jaggaer, or GEP. These systems digitize procurement processes, but they still leave exceptions for humans to resolve. When a three-way match fails, a change order arrives, or a duplicate invoice appears across ERPs, people still have to investigate, make judgment calls, and close the loop. Fragment https://fragment.ai/ changes that.

Its AI agents resolve procurement exceptions end to end, not simply routing or flagging them. The platform reasons across ERP systems, procurement documents, supplier data, custom databases, SaaS applications, and institutional knowledge. It sits on top of the systems customers already use, without requiring a rip-and-replace or months of integration work. Fragment builds AI agents and a contextual data engine for procurement, addressing a market opportunity of more than $700B.

Within its first year, Fragment signed numerous Fortune 500 companies and its customer base, all $1B+ revenue enterprises, continues to grow, with the majority of pipeline coming from customer references. Fragment has grown revenue 30x in the first half of this year and is now looking for a Head of Sales to partner directly with the CEO and build the enterprise sales organization that can turn early customer momentum into a category-defining company.

THE ROLE Sales today is still highly founder led. You will take what is working, make it repeatable, and build the commercial organization around it. That means personally leading important enterprise opportunities, creating pipeline, refining how Fragment sells, and recruiting and developing an exceptional team. Fragment sells into the world's largest and most complex enterprises. Winning will require more than running demos and managing a pipeline.

You will need to understand how to map stakeholders, identify centers of power, build champions, create urgency, coordinate engagement across an account, navigate procurement and security, and drive a complex process to a close. WHAT YOU'LL DO - Partner directly with the CEO to define Fragment's enterprise go-to-market strategy and turn founder led sales into a repeatable, rigorous sales motion. - Personally lead and close strategic Fortune 500 opportunities while staying deeply involved in the field. - Build pipeline.

Identify the highest-value accounts, open doors, educate the market, and create demand. - Build the operating system for complex enterprise selling: account planning, stakeholder mapping, qualification, pipeline management, forecasting, deal strategy, and executive engagement. - Develop a systematic playbook for breaking into, winning, and expanding within F1000 accounts. - Build and lead a world-class enterprise sales team, recruiting and coaching exceptional sellers as the company scales. - Establish the metrics, processes, operating cadence, and culture that will define sales at Fragment. - Bring customer and market insight back into product and company strategy, working closely with the teams deploying Fragment inside customers.

WHAT WE'RE LOOKING FOR The strongest candidates will have: - Full-cycle enterprise sales experience and a true hunter mentality. You have repeatedly won new logos and owned deals end to end and created opportunities from start through close. - A track record of winning complex, high-value deals inside large, sophisticated enterprises with multiple stakeholders and nonlinear sales processes. - Training inside an exceptional enterprise sales organization with a rigorous approach to account strategy and execution. - A deep understanding of the entire revenue funnel. - Experience selling something buyers are not yet accustomed to buying.

Educate a market, build trust, and help customers see a new way to solve an existing problem. - The ability to map organizations, identify power and influence, develop champions, and orchestrate coordinated account strategies. - Strong executive presence and the ability to earn credibility with senior leaders at Fortune 500 companies. - A builder mentality. You want to create the playbook, team, culture, and operating cadence rather than inherit them. - High intensity, curiosity, resilience, low ego, and a desire to prove something.

Experience selling to Chief Procurement Officers, Chief Supply Chain Officers, finance leaders, or other enterprise operations buyers is valuable, but not required. YOU MIGHT BE A GREAT FIT IF You've been part of a truly exceptional enterprise sales organization and have thought: I know how this machine works. Now I want to build one. You understand both the art and science of enterprise selling. You can develop an executive relationship intuitively, but you also believe great sales organizations are built on disciplined execution.

You've sold products that required customers to think differently rather than simply buy something they already knew they needed. Building a team excites you. You're comfortable operating without a fully developed playbook because you'd rather create it yourself. And despite your success, you still have something to prove. WHY FRAGMENT - Massive opportunity: Fragment is applying AI agents to procurement, a $700B+ market where large enterprises still rely heavily on people to resolve repetitive, rules-based exceptions. - Real enterprise traction: Fragment signed Fortune 500 customers within months of launch, and its customers are all enterprises with more than $1B in revenue. - Hypergrowth: Revenue grew 30x in the first half of this year, with the majority of pipeline coming from customer references. - Differentiated product: Fragment's agents resolve exceptions autonomously across existing enterprise systems rather than merely routing or flagging them. - Exceptional team: The CEO previously led and scaled three Zoom products past $300M in revenue, and the CTO is a former AI researcher who has spent his career in enterprise AI and led engineering teams from seed through Series C. - A true build opportunity: The commercial organization is early enough that the Head of Sales can meaningfully define how Fragment sells, who it hires, and the culture it builds.