Head of Sales

• Responsibility for the sales performance and continued development of the entire Key Account team
• Leadership and individual coaching of Key Account Managers (KAMs)
• Defining specific development goals and action plans with team members
• Coaching on real accounts, opportunities, and customer situations
• Developing KAMs in new customer acquisition, strategic account management, value selling, stakeholder management, negotiation, and closing
• Joint preparation and debriefing of important customer meetings and negotiations
• Fostering independence and ownership within the team
• Translating company and sales goals into clear team objectives and expectations
• Joint responsibility with the KAMs for revenue, pipeline, account development, and new customer acquisition
• Ensuring a robust pipeline and realistic forecasting
• Identifying risks, pipeline gaps, and performance deviations, and initiating concrete corrective measures
• Conducting regular account and opportunity reviews
• Establishing consistent sales standards and developing best practices
• Strengthening a focus on acquisition, growth, and closing
• Developing the team from reactive customer support toward proactive and strategic business development
• Strengthening ownership of the pipeline, revenue, and sustainable subscription growth
• Approximately 20% direct sales activity with selected accounts and opportunities
• Personally acquiring new customers and contributing to strategic or complex opportunities
• Using direct sales activities to demonstrate best practices, maintain market proximity, and coach the team

• Experienced sales professional with a proven track record of managing complex sales processes
• Experience in successful new customer acquisition
• Experience in strategic account development
• Experience with complex sales processes
• Experience with value selling
• Experience in stakeholder management
• Experience in negotiation and closing
• Experience with pipeline and forecast management
• Experience with partner and ecosystem selling
• Entrepreneurial and commercial mindset
• Ideally, sales leadership experience or readiness to take the next step from Senior KAM to Head of Sales
• Ability to transfer sales expertise to others
• Ability to act as a coach and leader, set clear expectations, and hold team members accountable for results