Head of Sales B2B SaaS for KMU

You own the sales engine: the team, the numbers and the motions we sell through. You are a playing coach who carries your own book, coaches the existing team, and designs and hires the sales structure as it grows.

What you'll do

• Own win rate, cycle time and average contract value as your numbers, per motion rather than in aggregate
• Own sales operations and bring structure to a team that has grown without much of it: process, cadence, forecasting, routing rules, quota and commission design, a CRM somebody can trust
• Design the shape of the sales team with us, then hire it. Which roles, which split, in which order.
• Hire, onboard and coach the reps. You are accountable for who joins the team, not only for what they do afterwards.
• Run inbound properly and build outbound from close to nothing, then be honest about which one deserves the next hire
• Build the consultative motion for larger contract values through one-off work such as prior-year closings
• Use the deadlines the business already has. VAT returns, annual accounts, the notice period on an existing advisor contract: there is always a clock, and finding it and using it is a large part of closing here.
• Keep selling. You should be closing enough yourself to know what the reps are hearing.

What you'll need

• AI-native, not AI-curious. Claude or an equivalent is your daily sparring partner rather than a tool you open occasionally.
• You have hired sales people before, and some of them worked out.
• You have run both inbound and outbound yourself, not managed one and read about the other
• You have led a small B2B sales team in a high-volume environment and carried the number yourself before that
• You build structure without building bureaucracy. Playbooks and process that reps actually use.
• You are commercially literate. You can hold a conversation about pricing, structure and what a deal can afford without escalating every question.
• German at native or C2 level is required. English at B2 or above.

Nice to have

• Tax, accounting, SME-stack or fintech background
• Franchise systems, multi-entity groups or holding structures
• Partner-led or channel sales
• Experience in a company that grew fast around you

What they offer

• Base salary 75,000-100,000 EUR plus variable component, on-target earnings 95,000-150,000 EUR+
• Stock options