Head of Sales

Mission and purpose of the role

The goal of the Head of Sales position for the product is to ensure systematic and managed revenue growth. We are looking for a strong sales personality who will take responsibility for defining and managing the product's overall revenue strategy – from acquiring new customers, through developing the existing portfolio, to pricing and monetization.

You will lead the sales team, shape its structure and culture, and build a predictable, data-driven sales model that will support further growth.

Key responsibilities

• Defining and managing the overall revenue strategy for the product – creating sales plans, forecasts, key objectives, and revenue targets for the team and individuals.
• Responsibility for sales performance, meeting plans, and managing revenue predictability (forecast accuracy, pipeline coverage, governance).
• Managing revenue from new customers – generating and evaluating pipeline, securing SQLs in cooperation with marketing, developing partners, and optimizing the conversion funnel (lead → deal).
• Managing revenue from existing customers – upsell and cross-sell activities, revenue campaigns, and ownership of the customer portal as a tool for revenue growth.
• Pricing & monetization – managing pricing strategy, pricing tiers and packages, commercial terms (T&Cs, contracts, price lists), and discount policy.
• Sales operations & data – ownership and development of key tools (CRM, BI, performance management tools), data quality, and analysis of sales metrics (average deal size, time to deal, conversion rate, CAC).
• Building and managing the sales team – hiring, structure, development, performance management, and setting up compensation plans (OTE, variable component).
• Cross-functional collaboration – developing the partner network, cooperating with support and product management, and connecting market feedback into the product strategy.

KPIs and success metrics

• Revenue growth (%)
• Win rate (%)
• Pipeline coverage
• Forecast accuracy
• CAC
• Average deal size

What we expect from you

• Senior experience in B2B sales in a leadership position (SaaS)
• Demonstrable results in scaling sales and achieving revenue goals in a technology or SaaS company
• Experience managing the entire revenue cycle – new business, expansion, retention, pricing
• Strong analytical and data-driven thinking, the ability to manage a team through metrics and KPIs