We are seeking an experienced and driven Head of Sales to join our client’s team based in Tallinn, Estonia. Their product is an innovative platform that helps manufacturers within several industries monitor and automate their processes. In this role as the Head of Sales, you will report to the Head of Operations and oversee a Sales / Account Management team. The position is hybrid based in Tallinn, and it falls under the Revenue Department.
You will collaborate closely with the CEO, CFO, Head of Marketing, and Partnership Managers.
Your main focus will be on building an outbound-focused Enterprise sales strategy to increase the adoption of the company’s services within existing client portfolios. Additionally, you will work on improving the current inbound sales processes to maximize sales from leads generated by the Marketing team.
Key Responsibilities:
As the Head of Sales, you will:
- Take strategic and tactical steps to grow the company’s Annual Recurring Revenue.
- Be responsible for building and developing the Sales team.
- Create Sales targets aligned with company objectives.
- Analyze the health of sales funnels, including conversion rates at different sales stages, client/partner acquisition costs, and average time to close deals, and present actionable plans for improvement.
- Standardize best practices across the Sales team and throughout the client journey.
How Success Looks Like:
- Effective team management with clear results at a team member level.
- Proactive cooperation with relevant stakeholders, ensuring everyone is informed and input is collected efficiently.
- Successful launch and scaling of enterprise sales, generating MRR.
- Ownership of MRR generated by Sales and meeting overall Sales targets.
- Proactive generation and execution of innovative ideas within the Sales function.
- Establishing a solid foundation for the Sales function through relevant processes, systems, and structure for future growth.
To excel in this role, you should have:
- Proven results from being in a leading Sales role, comprehensive knowledge of the sales funnel from lead acquisition to signing, experience in analyzing data, making data-driven decisions, and building and leading Sales teams.
- The ability to develop and execute a business strategy, think strategically, and familiarity with major CRM tools.
Additional qualifications that would be advantageous:
- Experience in selling SaaS, exposure to clients in the manufacturing industry, scaling a Sales organization, or previous engagement with Enterprise clients.
- Personal traits and abilities including an open leadership style, proactivity, and an initiative-driven approach.