Head of Sales

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

📋 Description

• Lead and nurture the development of the team.

• Guide representatives on a deal-by-deal basis, fostering the instincts and skills required to elevate good closers to exceptional ones.

• Conduct weekly pipeline reviews and one-on-ones that emphasize both growth and performance metrics.

• Accelerate the onboarding process for new hires — minimizing bad habits and enhancing productivity swiftly.

• Identify early signs of struggle in representatives, collaborate on solutions, and transform weaknesses into strengths.

• Take ownership of the pipeline and forecasting processes.

• Maintain a comprehensive view of every active deal: its stage, next steps, responsible owner, and estimated closing date.

• Monitor activities and outcomes meticulously — address stalled deals and follow-up deficiencies before they lead to setbacks.

• Manage the team’s forecasting and keep leadership updated with a transparent and honest assessment.

• Evaluate key customer-facing materials: proposals, pricing, and demo preparations — enhancing quality where necessary.

• Develop the documentation and resources used by representatives: playbooks, scripts, objection handling guides, and onboarding materials.

• Establish a clear benchmark for what constitutes "good" performance, assisting each representative in achieving it at their own pace.

• Collaborate with Marketing, Product, and Customer Success to ensure seamless handoffs and continuous feedback.

⛳️ Requirements

• Over 6 years of experience in leading and developing a B2B SaaS sales team (preferably with SDRs and AEs).

• A natural coach who adheres to a strict process and pays attention to detail — you review call recordings, ensure CRM cleanliness, and provide specific coaching.

• A proven history of enhancing the performance of your peers, not merely achieving your own targets.

• Proficient with CRM systems and sales tools — you convert activity data into actionable next steps.

• Experience in selling to enterprise clients or navigating complex, multi-stakeholder deal cycles.

• Outstanding communication skills coupled with a patient and straightforward coaching approach.

• Results-driven, well-organized, and comfortable in a fast-paced startup environment.

🏝️ Benefits

• Competitive base salary along with a clear and transparent bonus structure.

• Fully remote work with flexibility across EU and UK time zones.

• Paid time off.

• Company-issued laptop.

• Sales-driven atmosphere.

• A collaborative and genuinely supportive team that delivers results.

• Direct influence on product and company growth.

• Opportunities for growth at the intersection of AI, science, and beauty.