Head of Sales

We are seeking an experienced Head of Sales to lead and scale our commercial growth for an EDI and B2B integration platform.

Requirements

• Define and own the global sales strategy for EDI and B2B integration solutions.
• Build and manage revenue forecasts, targets, and KPIs.
• Drive new business acquisition and expansion revenue within existing accounts.
• Identify and prioritize target verticals (e.g. logistics, retail, manufacturing, fintech).
• Develop enterprise and mid-market pricing and packaging strategies.
• Build, coach, and manage a high-performing sales team (AEs, SDRs, Account Managers, Marketing Manager).
• Establish a strong sales culture focused on performance, accountability, and learning.
• Define clear sales processes, qualification frameworks (MEDDICC, SPICED, etc.), and playbooks.
• Partner closely with Marketing on lead generation and demand creation.
• Lead and close complex, multi-stakeholder enterprise deals.
• Support negotiations with procurement, legal, IT, and operations stakeholders.
• Navigate long sales cycles and RFP-driven buying processes.
• Act as executive sponsor for strategic customers and partners.
• Work closely with Product, Engineering, and Customer Success to align roadmap and customer needs.
• Provide structured feedback from prospects and customers to influence product strategy.
• Partner with Customer Success to ensure smooth handovers, renewals, and upsell opportunities.
• Develop and manage strategic partnerships (ERP vendors, systems integrators, logistics platforms).
• Enable partner-led sales motions where appropriate.
• Represent the company at industry events, conferences, and customer meetings.

Benefits

• Competitive compensation
• Performance-based incentives

Tagged as: Forecasting