Head of Sales

This is a fully remote position, open to applicants in Ireland.

📋 Description

• Spearhead and enhance the commercial growth of an EDI and B2B integration platform.

• Formulate and take ownership of the global sales strategy for EDI and B2B integration solutions.

• Create and oversee revenue forecasts, targets, and key performance indicators (KPIs).

• Drive new business acquisition and expand revenue within existing accounts.

• Identify and prioritize target verticals (such as logistics, retail, manufacturing, and fintech).

• Develop pricing and packaging strategies for both enterprise and mid-market segments.

• Recruit, mentor, and manage a high-performing sales team.

• Establish a robust sales culture centered on performance, accountability, and continuous learning.

• Define clear sales processes, qualification frameworks (including MEDDICC, SPICED, etc.), and playbooks.

• Collaborate closely with Marketing to generate leads and create demand.

• Lead and finalize complex, multi-stakeholder enterprise deals.

• Assist in negotiations with procurement, legal, IT, and operations stakeholders.

• Navigate extended sales cycles and RFP-driven purchasing processes.

• Act as the executive sponsor for key customers and partners.

• Collaborate with Product, Engineering, and Customer Success teams to align the roadmap with customer needs.

• Provide structured feedback from prospects and customers to inform product strategy.

• Partner with Customer Success to ensure seamless transitions, renewals, and upsell opportunities.

• Develop and manage strategic partnerships with ERP vendors, systems integrators, and logistics platforms.

• Represent the company at industry events, conferences, and customer meetings.

⛳️ Requirements

• 10–15+ years of experience in B2B sales, including at least 3–5 years in a sales leadership position.

• Proven track record in selling EDI, B2B integration, iPaaS, or complex enterprise SaaS solutions.

• Demonstrated ability to build and scale sales teams effectively.

• Successful history of closing enterprise-level deals (€100k+ ARR or equivalent).

• Experience engaging with both technical and business stakeholders.

• Strong knowledge of EDI standards (such as EDIFACT, X12, etc.) and/or API-based integrations.

• Familiarity with ERP systems (e.g., SAP, Oracle, NetSuite, Dynamics).

• Understanding of workflows within supply chain, logistics, retail, manufacturing, or financial services.

• Background in managed EDI services or trading partner networks.

• Strategic mindset with strong commercial insight.

• Exceptional communication, negotiation, and executive presence skills.

• Data-driven perspective on forecasting and pipeline management.

• Capability to distill complex technical concepts into business value.

• Hands-on leader adept in both player and coach roles.

• Experience in a scale-up or high-growth SaaS setting.

• Proficient in selling through partners and resellers.

🏝️ Benefits

• Opportunity to lead and influence the commercial strategy of a rapidly growing EDI platform.

• High-impact role with direct contribution to company growth.

• Competitive remuneration with performance-based incentives.

• Collaborate with a strong product team addressing real, complex integration challenges.