Head of Sales

The Head of Sales will own and drive enterprise and public-sector revenue growth for Workforce Optimizer (WFO), a workforce management and optimisation SaaS platform serving healthcare, aviation, facilities management, hospitality, and large enterprises.

This is a player-coach role. The successful candidate will personally close strategic deals, build and coach a high-performing enterprise sales team, and establish a repeatable sales motion aligned with long procurement cycles, regulated environments, and complex solution selling.

Key Responsibilities

1. Revenue Ownership & Deal Closure

• Own new ARR and professional services revenue targets
• Personally lead and close large, complex enterprise and government deals
• Manage the full sales lifecycle:
• Discovery & value framing
• Executive presentations and demos
• Commercial structuring and pricing
• Contract, procurement, and legal negotiations
• Act as executive sponsor for strategic accounts

2. Sales Strategy & Go-To-Market

• Define and execute WFO’s enterprise go-to-market strategy
• Establish clear Ideal Customer Profiles (ICPs) and vertical focus
• Build and maintain a strong, qualified pipeline
• Drive account-based selling for key logos and lighthouse customers

3. Sales Team Leadership (Player-Coach)

• Recruit, onboard, and coach Enterprise Account Executives
• Develop sales capability in:
• Solution selling
• Value-based pricing
• Public-sector procurement
• Set clear sales targets, quotas, and performance expectations
• Conduct deal reviews and ensure pricing discipline

4. Sales Process & Playbook Ownership

• Create and continuously improve WFO’s sales playbook, including:
• Discovery frameworks
• Demo and pilot strategy
• Proposal and commercial models
• Ensure consistent and repeatable sales execution across the team
• Improve sales forecasting accuracy and pipeline hygiene

5. Market & Partner Engagement

• Represent WFO in:
• Customer executive briefings
• Industry events and conferences
• Strategic partner discussions
• Support partnerships with system integrators and technology partners where relevant

Requirements

Must-Have

• 10+ years of B2B sales experience, with at least:
• 5+ years in enterprise or public-sector SaaS sales
• Proven track record of closing:
• 6-7 figure enterprise or government contracts
• Strong experience selling:
• Complex, configurable software platforms
• Solutions involving integration, implementation, and services
• Hands-on experience navigating:
• Government procurement and tender processes
• Long sales cycles and multi-stakeholder decision making
• Experience managing and coaching senior sales professionals

Nice-to-Have (Strong Advantage)

• Experience selling into: Healthcare, aviation, logistics, or regulated industries
• Familiarity with: Workforce management, HR tech, or optimisation software
• Exposure to: SAP SuccessFactors, Workday, or enterprise ERP ecosystems
• Regional sales exposure (APAC)

Benefits

Competitive senior-level compensation, strong sales enablement, long-term growth incentives, and the opportunity to build and lead an enterprise SaaS sales function with real market impact.

• Hybrid work setup with flexibility to manage enterprise and public-sector engagements
• Sales enablement tools provided, including laptop, mobile, CRM, and demo environments
• Clear performance incentives, including accelerators and long-term growth opportunities
• High autonomy and visibility, with direct access to leadership and influence on GTM strategy