Head Of Sales

hace 4 semanas

Madrid, Madrid, España Humann Team&Talent A tiempo completo

We are looking for a Head of Sales for one of our clients, an international leader in the SaaS industry specialized in ERP software solutions and digital services for SMEs.
The company is growing exponentially in Spain and internationally, and you will be part of an ambitious project to have a strong impact on their sales strategy.
The potential candidate will spearhead the development and execution of the company's sales strategy in Spain, focusing on customer acquisition, revenue growth, and retention.
This position involves leading a high-performing sales team (25 people), fostering partnerships, and implementing strategies to expand the company's footprint in the competitive SaaS market.
He/she will also align closely with the marketing team to optimize lead generation and conversion efforts.
Key Responsibilities:

  • Develop and execute digital sales strategies to meet or exceed revenue goals, focusing on SaaS subscription growth and customer retention.
  • Build, mentor, and manage a sales team across the different business units.
  • Identify and execute cross-selling and upselling opportunities within the existing customer base to maximize revenue per customer.
  • Lead and execute business development initiatives to support the sales objectives through partners, vendors, and other stakeholders, e.g., commercialization through telco companies, reach collaboration agreements with associations that gather potential customers.
  • Collaborate closely with the Head of Marketing to align sales campaigns with digital marketing initiatives, ensuring cohesive customer journeys from acquisition to conversion.
  • Manage the sales budget, ensuring optimal allocation of resources to achieve maximum ROI.
  • Create and develop a new outbound strategy, training the team and creating all the tools needed to maximize sales revenue.
  • Create, plan, and develop a new Sales Channel creating new partnerships in the local Spanish Market to increase revenues through indirect sales strategies.
  • Leverage data and analytics tools (e.g., Salesforce, CRM platforms) to track sales performance, measure effectiveness, and refine strategies.
  • Oversee the development of customized proposals and sales materials to address specific client needs.
  • Represent the company in Spain at industry events, conferences, and trade shows to build brand awareness and generate business leads.
  • Stay updated on industry trends, SaaS market developments, and competitive dynamics to adapt strategies proactively.
Key Competencies:
  • Lead Generation and Conversion: Proven experience in generating high-quality leads for SaaS products through targeted inbound and outbound marketing strategies.
  • Understanding of SaaS Model: In-depth knowledge of the SaaS business model, subscription-based pricing strategies, Customer Acquisition Cost (CAC), and customer lifetime value (CLTV) calculations.
  • Leadership and Team Development: Ability to recruit, train, and manage a high-performing digital sales team.
  • Cross-selling, Upselling, and Customer Retention: Ability to identify cross-selling and upselling opportunities and create targeted campaigns to increase revenue from existing customers.
  • Product Knowledge: Comprehensive understanding of the SaaS product, its features, benefits, and competitive advantages.
  • Competitor Analysis: Continuous monitoring of competitors in the SaaS market to identify market trends, benchmark offerings, and develop strategies to maintain a competitive edge.
  • Customer-Centric Approach: Proven ability to build strong, lasting relationships with clients through consultative selling and personalized communication.
  • Analytical and Data-Driven: Proficiency in leveraging analytics to evaluate sales performance and uncover opportunities for growth.
  • Technological Proficiency: Experience in implementing and managing sales platforms like Hubspot (preferred but not mandatory), Salesforce, CRM, and other analytics software commonly used in the SaaS industry.
  • Budget Management: Experience in managing budgets effectively, optimizing resource allocation, and maximizing return on investment (ROI).
  • Adaptability and Creativity: Adaptability to changing market trends and consumer behavior. Creativity to develop innovative and unique digital marketing campaigns.
Qualifications and Experience:
  • Bachelor's degree in business, marketing, or a related field.
  • Minimum of 8/10 years of experience in digital sales, preferably in the IT and/or telco sectors.
  • Strong leadership and team management skills.
  • Ability to delegate tasks effectively and foster a collaborative team environment.
  • Excellent communication and interpersonal skills.
  • Excellent written and verbal communication skills. Ability to present sales strategies and results to stakeholders clearly and persuasively.
  • Languages: Spanish and English required; high level of spoken and written skills. Italian preferred, not mandatory.
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