Head of Sales

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

📋 Description

• Responsible for the sales performance and continuous growth of the entire Key Account Management team.

• Act as a player-coach, leading and mentoring KAMs.

• Establish individual development objectives and action plans with team members.

• Offer coaching based on real accounts, opportunities, and customer scenarios.

• Enhance KAMs' skills in new customer acquisition, strategic account management, value-based selling, stakeholder management, negotiation, and closing deals.

• Prepare for and conduct debriefs on customer meetings and negotiations with KAMs.

• Delegate responsibilities to the team, promoting independence and ownership.

• Convert company and sales goals into specific team objectives and expectations.

• Take ownership of revenue, pipeline, account development, and new customer acquisition.

• Ensure a strong pipeline and accurate forecasting.

• Identify risks, pipeline gaps, and performance variations, initiating necessary actions.

• Conduct regular reviews of accounts and opportunities.

• Set clear sales standards and best practices.

• Foster an acquisition-, growth-, and closing-focused mindset.

• Transition the team from reactive customer support to proactive and strategic business development.

• Allocate approximately 20% of time to direct sales activities.

• Manage a select number of personal accounts and opportunities, seek new customer acquisition, and collaborate with KAMs on strategic or complex opportunities.

• Lead by example, integrating direct market experience into team coaching.

⛳️ Requirements

• Proven sales professional with a strong history of managing complex sales processes.

• Demonstrated success in acquiring new customers.

• Expertise in strategic account development.

• Familiarity with intricate sales processes.

• Proficient in value-based selling.

• Experienced in stakeholder management.

• Skilled in negotiation and closing techniques.

• Knowledgeable in pipeline and forecasting management.

• Experience with partner and ecosystem selling.

• Possess an entrepreneurial and commercial mindset.

• Ideally, have sales leadership experience or be prepared to advance from Senior KAM to Head of Sales.

• Capability to impart sales knowledge to others.

• Ability to set clear expectations as a coach and leader, holding team members accountable for results.

🏝️ Benefits

• Remote work opportunity within Germany.

• Employee position.