Sobre este puesto de Head of Sales en Caseware
What you will be doing:
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Acting as an operational excellence driver: proactively identifying and resolving systemic bottlenecks in the regional sales operation, with particular focus on pricing and the operational processes.
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Help deliver annual and quarterly revenue targets for the region by building and executing a regional sales plan with clear priorities and measurable outcomes.
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Drive consistent pipeline creation through outbound activity and targeted prospecting, and improve win rates through strong qualification and structured deal management.
- Identify and prioritize high-potential segments across firms, corporates, and the public sector, and support new-business development to expand Caseware's reach in the region.
- Maintain accurate forecasts and transparent pipeline visibility, and support the team on complex opportunities with preparation, commercial clarity, and decision-maker alignment.
- Set clear expectations for day-to-day team performance, activity standards, and territory focus, and strengthen the team through ongoing coaching and consistent feedback.
- Run reliable operating rhythms — pipeline reviews, deal inspections, and quarterly planning — and flag performance gaps and blockers early so the team can close business efficiently.
- Advocate directly for the team and region, while fully committing to agreed direction once decisions are made.
- Maintain disciplined use of Salesforce and drive data accuracy, and help shorten sales cycles by refining qualification and removing unnecessary steps.
- Ensure a smooth handover to Customer Success / Consulting so the team delivers a seamless customer experience and strong retention and expansion.
What you’ll bring:
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Experience leading or coaching a sales team, ideally within enterprise or complex B2B software / SaaS sales.
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A hands-on, operational mindset, with a track record of tightening up process, pricing, or deal execution.
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Solid understanding of the Software as a Service (SaaS) business model and ARR-driven sales organizations.
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Firm, timely decision-making and a results orientation, with the ability to move quickly from plan to execution.
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A direct, constructive, and solution-oriented communication style.
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Demonstrated ability to coach, develop, and retain sales talent.
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Comfort working with pipeline management, forecasting, and CRM discipline (Salesforce or similar).
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Strong cross-functional collaboration skills, working effectively with Marketing, Product, RevOps and Customer Success.
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A structured, dependable, and detail-oriented approach to sales operations and long-term customer partnerships.
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Knowledge of audit, finance, or accounting is a plus.
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Fluent German and strong English communication skills, both written and spoken.
