Head of Sales

About the role

Role: Head of Sales
Location: Munich, Germany
Language: German (native) + English (C1)
WFH policy: Hybrid, 3-4 days per week in office
Industry: Construction Tech / B2B SaaS
Product: Digital procurement platform for construction materials
Size and functions of local team: Sales (2 AEs), BD (1 BDR)+ Founder led sales (current acting HoS)

Role description: 
You will be the Head of Sales of the team, fbut will start with a transtion period, focused on closing enterprise deals the first 3-6 months months, these deals will be handed over from the Founder, who needs to understand how you run enterprise deals. Once confident in the Enterprise sales fit, you will transition into the Head of Sales role, taking over sales management tasks from the founder, and getting more involved into strategtic and process optimization, coaching the AE's and SDRs, etc. 

Vertical: Construction industry (traditional/old industries)

Market: Germany + Switzerland, enterprise and mid-market

Buyer persona: Procurement leaders/operations heads in construction companies

Deal size: €100K+ ACV

Deal cycles: Enterprise + mid-market POCs, mix of inbound and outbound (BDR support + AE self-generation)

Tasks: Full-cycle sales, building processes/playbooks, mentoring BDRs, growing enterprise accounts and mid-market POCs, pipeline management in HubSpot

Unique about the company (that you don't read online (USPs to the candidate):

Working with 9/10 largest Swiss construction companies already (proven their product market fit) 

You are the first sales leader, helping a company exposed to very strong VC's transition from Founder Led Sales to a Professional Sales Org. 

Hands-on role with ability to shape GTM processes from scratch, helping a high-profile SaaS scale-up transition from founder-led sales to a professional sales organization. 

Growth perspective (for the candidate in the role/company):

Start out as Ent. AE with contractual ste up to Head of Sales upon hitting certain requirements 

Exposure to building scalable processes and early GTM playbooks

High ownership over DACH market expansion

Must-haves:

4+ years as AE B2B closing experience 

Previous sales leadership experience, can be 1st line management (e.g. Sales teamlead of AE's) 

Worked at least at 2 companies (experienced different environments ideally corporate + start-up combination) 
Previous BDR experience (showing a strong ability to build a pipeline) 

Strong Enterprise experience, showing you closed several deals €100K+ ACV with high stakeholder deal complexity. 

Start-up/scale-up experience

Experience selling into traditional/old industries

Comfortable building structure/processes (playbooks)

Hands-on, adaptable, can operate in immature processes, deal with ambiguity 

Nice to haves:
Construction industry experience
POC/trial sales experience
Exposure to best-practice sales org playbooks 
​​​​​​​Mentoring/junior enablement experience

Salary range & secondary benefits:
Up to €200K OTE (50/50 split)
VSOP available
Wellpass subscription, workations, offsites
Personal development budget (certifications, conferences, books)
Free meals, snacks, drinks

Hiring process:
Recruiter screen – 30 min
Hiring manager interview – 30 min
Case study presentation – 60 min
Team meeting (same day)
Final interview – 30 min