Head of Sales (all genders) B2B SaaS for KMU

Two sales people, one freelance closer, and everything our COO and CFO has been carrying alongside his actual job. So you are a playing coach for the first months: you carry your own book, you coach two people, and you hire the next ones yourself rather than being handed a team.

Our pipeline today is almost entirely inbound. Outbound is a motion we expect to build, and we do not yet know how large a part of the mix it becomes. We need somebody who has run both, because the answer depends on what you find.

We have deliberately not decided what the sales team should look like. There are too many sensible ways to build one, and the right shape depends on which motions prove out. You design that structure with us and then you hire it, which is why hiring experience is not negotiable in this role.

what you will 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. Our subscription tiers are small, and a meaningful part of first-year revenue comes from one-off work such as prior-year closings, which is where the larger deals sit.

• 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.

, whether that was your own company or a function you ran as if it were one

• 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 can tell the difference between a rep who processes what arrives and a rep who goes and gets it, in an interview rather than in month four

• You are commercially literate. You can hold a conversation about pricing, structure and what a deal can afford without escalating every question.

• You coach directly and you are honest about who is not working out

• You are honest in the CRM even when the number is ugly

the level we are hiring at

If you have been the second person in a function somewhere good and this is your step up, that is the profile we want. As the team grows, the path from here is Head of Sales.

We keep the team small by giving people leverage instead of headcount. That is why the AI point above is a requirement rather than a preference, and why we expect everyone here to get visibly better at it every month.

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