Head of Sales

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

📋 Description

• Accountable for the sales performance and ongoing development of the entire Key Account team.

• Provide leadership and personal coaching to Key Account Managers (KAMs).

• Establish specific development objectives and action plans in collaboration with team members.

• Offer coaching on actual accounts, opportunities, and customer scenarios.

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

• Collaborate on the preparation and debriefing of significant customer meetings and negotiations.

• Encourage independence and ownership within the team.

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

• Share responsibility with KAMs for revenue, pipeline, account growth, and new customer acquisition.

• Ensure a strong pipeline and realistic forecasting.

• Recognize risks, pipeline gaps, and performance discrepancies, and implement effective corrective actions.

• Conduct regular reviews of accounts and opportunities.

• Establish consistent sales standards and cultivate best practices.

• Reinforce a focus on acquisition, growth, and successful closings.

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

• Enhance ownership of the pipeline, revenue, and sustainable subscription growth.

• Engage in approximately 20% direct sales activities with selected accounts and opportunities.

• Personally acquire new customers and assist in strategic or complex opportunities.

• Utilize direct sales efforts to exemplify best practices, maintain market presence, and mentor the team.

⛳️ Requirements

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

• Experience in effectively acquiring new customers.

• Background in strategic account development.

• Proficient in handling complex sales processes.

• Skilled in value-based selling.

• Expertise in stakeholder management.

• Experienced in negotiation and closing deals.

• Proficient in pipeline and forecast management.

• Familiarity 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.

• Capable of transferring sales knowledge to others.

• Ability to function as a coach and leader, set clear expectations, and hold team members accountable for their outcomes.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Opportunities for professional development and career advancement.

• A collaborative and dynamic work environment.

• Comprehensive health and wellness benefits.

• Flexible work arrangements to support work-life balance.