Head of Sales

Job Description

Lead and expand the commercial growth of an EDI and B2B integration platform. Define and take ownership of the global sales strategy for EDI and B2B integration solutions. Establish and oversee revenue forecasts, targets, and KPIs. Stimulate new business acquisition and increase revenue within current accounts. Identify and focus on target verticals such as logistics, retail, manufacturing, and fintech. Develop enterprise and mid-market pricing and packaging strategies. Create, mentor, and manage a high-achieving sales team. Foster a robust sales culture centered on performance, accountability, and continuous learning. Establish clear sales processes, qualification frameworks using methods like MEDDICC or SPICED, and playbooks. Collaborate closely with Marketing on lead generation and demand creation. Oversee and finalize complex, multi-stakeholder enterprise deals. Assist in negotiations with stakeholders from procurement, legal, IT, and operations. Navigate lengthy sales cycles and RFP-driven buying procedures. Serve as an executive sponsor for key customers and partners. Work in partnership with Product, Engineering, and Customer Success to align the roadmap with customer needs. Provide feedback from prospects and customers to help shape product strategy. Partner with Customer Success to ensure seamless handovers, renewals, and opportunities for upsells. Develop and manage strategic partnerships with ERP vendors, systems integrators, and logistics platforms. Represent the company at industry events, conferences, and customer meetings.

Qualifications

1. 10-15+ years of experience in B2B sales, with at least 3-5 years in a sales leadership role. 2. Proven expertise in selling EDI, B2B integration, iPaaS, or complex enterprise SaaS. 3. Demonstrated success in building and scaling sales teams. 4. History of closing enterprise-level deals (worth €100k+ ARR or equivalent). 5. Experience in selling to both technical and business stakeholders. 6. Comprehensive understanding of EDI standards (EDIFACT, X12, etc.) and/or API-based integrations. 7. Familiarity with ERP systems like SAP, Oracle, NetSuite, and Dynamics. 8. Knowledge of supply chain, logistics, retail, manufacturing, or financial services workflows. 9. Experience working with managed EDI services or trading partner networks. 10. Strategic thinker with solid commercial acumen. 11. Excellent communication, negotiation, and executive presence skills. 12. Data-driven approach to forecasting and pipeline management. 13. Ability to simplify complex technical concepts into business value. 14. Hands-on leader comfortable in both player and coach roles. 15. Experience in a scale-up or high-growth SaaS environment. 16. Experience in selling via partners and resellers.

Benefits

- Opportunity to lead and guide the commercial strategy of a growing EDI platform. - Significant role with direct influence on the company's growth. - Competitive compensation package with performance-based incentives. - Opportunity to work with a strong product that addresses genuine, complex integration challenges.