🚀 Head of Sales

Responsibilities

• Build and structure the Enterprise Accounts team, including both Account Executives (AE) and Account Managers (AM).
• Develop and execute an international sales strategy to expand Semji’s global footprint.
• Lead and scale a high-performing sales team across Mid-Market and Enterprise segments.
• Manage and evolve the Professional Services program in alignment with revenue goals.
• Drive performance through implementation of advanced sales methodologies (e.g., MEDDIC, SPIN, Challenger).
• Ensure accurate sales forecasting and effective pipeline management, collaborating with RevOps as needed.
• Support and coach the team on complex deal structuring, strategic account planning, and consultative sales approaches.
• Coordinate closely with cross-functional teams including Marketing, SDRs, Customer Success, and Product.
• Optionally support the growth of channel partnerships and ecosystem development.
• Achieve and exceed sales targets across segments through predictable and scalable sales execution.
• Successfully enter and grow new international markets, positioning Semji as a leader in its category.
• Close and manage Enterprise deals >€50k with a strategic and value-driven approach.
• Strengthen account retention and upsell by fostering a strong collaboration between Sales and Customer Success.
• Build and nurture a sales culture of performance, accountability, and continuous improvement.
• Leverage data and performance metrics to continuously optimize team structure and processes.
• Contribute to the design of compensation plans and performance incentives aligned with business objectives.
• Manage a growing team of Account Executives, Account Managers, and work closely with SDRs and RevOps.
• Collaborate daily with the Marketing and Customer Success teams.
• Report directly to the CEO, and join the Executive Committee after successful completion of the probation period.

What we're looking for

• 7+ years of experience in B2B SaaS Sales, including international business development.
• Proven experience leading sales teams in a high-growth or scale-up environment.
• Deep knowledge of long and complex sales cycles (~6 months) and large Enterprise deals >€50k.
• Experience managing both new business acquisition and account expansion/retention.
• Prior involvement in setting up or scaling a Professional Services offering is a plus.

Technical & Sales Skills

• Strong expertise in strategic selling, value-based selling, and account-based selling (ABS).
• Mastery of modern sales processes and frameworks (MEDDIC, Challenger, SPIN, etc.).
• Experience with sales forecasting, pipeline management, and CRM tools.
• Solid understanding of RFP processes, contract negotiation, and deal structuring.
• Bonus: familiarity with partnership/channel strategy and ecosystem building.
• Excellent communicator, both one-on-one and in front of executive stakeholders.
• Strong leadership and team development abilities.
• Decision-maker, capable of thriving in ambiguity and dynamic environments.
• Data-driven and performance-oriented mindset.
• High level of executive presence, adaptability, and resilience.
• Skilled in negotiation, conflict resolution, and strategic planning.

Seniority level

• Director

Employment type

• Full-time

Job function

• Business Development and General Business

Industries

• Software Development