Head of Sales (all genders) B2B SaaS for KMU

Job description

Germany runs on its small and medium businesses, and far too much of their money and attention goes into staying compliant. Bookkeeping, VAT returns, annual accounts: unavoidable work that nobody wants and everybody overpays for. We take it off them. Because none of it is optional, what we are building is infrastructure rather than software, and the purpose is simple: make it cheaper to run a company in Germany. 100 to more than 700 customers in eight months, and still a small team. So these roles are broad by design. You own an area, not a slice of one, there is more to build than there are people, and the scope grows as fast as you do. We work in English internally, as the team is international, but the market is German. Tasks You own our sales engine: the team, the numbers and the motions we sell through. What you inherit on day one. 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 meaning…