Head of Sales – SaaS Experience

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

📋 Description

• Take charge of the sales performance and continuous growth of the entire Key Account Management team.

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

• Collaborate with team members to establish individual development goals and actionable plans.

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

• Enhance KAMs in areas such as new customer acquisition, strategic account management, value selling, stakeholder management, negotiation, and closing techniques.

• Prepare for and conduct debrief sessions after customer meetings and negotiations with KAMs.

• Empower the team by delegating responsibilities, promoting independence, and fostering ownership.

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

• Assume responsibility for revenue, pipeline, account development, and acquiring new customers.

• Ensure the maintenance of a strong pipeline and accurate forecasting.

• Identify risks, pipeline gaps, and performance deviations, and take necessary actions.

• Conduct regular reviews of accounts and opportunities.

• Establish uniform sales standards and best practices.

• Enhance focus on acquisition, growth, and closing strategies.

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

• Foster ownership of pipeline, revenue, and sustainable subscription growth.

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

• Manage a select number of your own accounts and opportunities, pursue new customer acquisition, and collaborate with KAMs on strategic initiatives.

• Lead by example and leverage your market presence to support team coaching.

⛳️ Requirements

• Experience in the SaaS industry.

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

• Demonstrated success in acquiring new customers.

• Experience in developing strategic accounts.

• Familiarity with complex sales processes.

• Knowledge of value selling techniques.

• Experience with stakeholder management.

• Proficient in negotiation and closing deals.

• Competence in pipeline and forecast management.

• Experience in partner and ecosystem selling.

• Possess an entrepreneurial and commercial mindset.

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

• Ability to impart sales knowledge and expertise to others.

🏝️ Benefits

• Opportunity for remote work within Germany.

• Permanent employee position.