Head of Sales

Glartek, a VC-backed company founded in 2017, is a global leader of EHS Augmented and Connected Worker solutions for the Asset-Intensive and Manufacturing industries and our mission is to increase the efficiency and safety of shop floor procedures performed by humans, related to operations, safety, quality, production and training. Our innovative software combines the Augmented Reality (AR), Artificial Intelligence (AI) and Internet of Things (IoT) domains to bring visibility, optimization, and reassurance of field operations. Glartek has offices in Lisbon and Leiria, Portugal. The company has large customers, such as DS Smith, Daimler and Lactalis, in multiple countries.

This is a fantastic opportunity to be part of the growth of the company, reporting directly to the CEO and working in close collaboration with the product and customer teams. This intense and demanding role will require you to lead sales activities, from the definition of strategy plan, all the way up to the deal negotiation and closing. You will be involved in direct and channel-based fast-paced and large international opportunities, with complex sales processes and multiple stakeholders involved. Last but not least, you will be empowered and accountable for a wide range of initiatives, which will give you the opportunity to own your career path and shape the future of Glartek.

Tasks

• Develop and execute a comprehensive sales strategy to drive new business growth and expand the customer base;
• Build a scalable and repeatable sales process to maximize pipeline efficiency and revenue generation;
• Successfully manage and win sales opportunities to maximize new opportunities;
• Oversee lead generation, prospecting, and pipeline management while implementing best practices for sales execution;
• Manage relationships with key accounts and foster long-term partnerships to drive customer success and retention;
• Lead and review mid and long-term strategic Account Planning;
• Create and review client proposal presentations and RFI/RFP responses;
• Understand customer needs and requirements and identify sales opportunities;
• Team with selected channel partners to build pipeline;
• Stay informed about competing value propositions and identify new business opportunities;
• Track weekly, monthly, and quarterly performance and sales metrics;
• Recruit, train, and manage a high-performing team of Account Executives, BDRs and Presales;
• Collaborate with marketing, product, and customer success teams to align sales initiatives with business objectives;
• Collaborate closely with the leadership team to shape business growth strategies;
• Represent the company at industry events and client meetings, promoting our value proposition and building brand awareness;

Requirements

• 4+ years of experience in Industrial Software and/or SaaS sales;
• Proven track record of building and leading high-performing sales teams in dynamic, growth-oriented environments;
• 360º sales experience (inbound and outbound prospecting; inside and field sales; and direct and channel-based sales experience);
• Understanding of the EHS market landscape and customer pain points;
• Excellent verbal and written communications skills;
• Ability to multi-task, prioritize, and manage time effectively
• Highly motivated, resilient, adaptable, creative, and, amongst all, results-driven person;
• Possesses an energetic, outgoing, and friendly demeanour;
• Strong listening, presentation and sales skills;
• Persuasive and goal-oriented person;
• Excellent Leadership and negotiation skills;
• Experience working with Salesforce.com, HubSpot, Pipedrive or similar CRM;
• BSc degree in Business Marketing, Industrial Engineering or equivalent is a plus;
• Fluent in Portuguese & English. Fluent in another European language is a plus;

Benefits

You will be working on a ground-breaking product, where you can use your creativity and knowledge to help solve challenging technical and social problems. You will benefit from:

• Relaxed Culture & Flat Hierarchy: We foster an open and collaborative environment;
• 25 Vacation Days: including a special day off to celebrate your birthday, an extra day around Christmas and New Year’s;
• Stock Options: Own a piece of our success;
• Health, dental and vision insurance: Comprehensive coverage starting after one year;
• Meal Allowance;
• Learning & Development: 5 exclusive days per year for company-paid training and company library with a selection of technical books;
• Team Buildings: Regular events to strengthen our community including an annual hackathon (with rewards);
• Flexible holidays and working hours;
• Hybrid work (we require new hires to spend at least 3 full days per week in the Lisbon or Leiria office);
• Free coffee and refreshments in our offices;
• Your preferred IT setup (Mac or PC) and any required devices for your work;
• Home Office Setup: We'll provide what you need to work comfortably from home;
• Annual Bonus: Receive up to two additional salaries each year;
• Referral Program: Earn €250 for every successful referral;

No agencies. We do not accept CVs from 3rd parties.