Head of Sales

You’ll be a great fit if you have:

• 10+ years of proven experience in B2B IT sales, with 5+ years in a Head of Sales, Sales Director, or Sales Team Lead role within software development or IT consulting;

• MUST-HAVE: Recent hands-on experience exclusively in the IT Outsource business model (selling end-to-end custom software solutions), rather than Outstaff or dedicated staffing models;

• Proven track record of closing deals with contract values ranging from $50k to $500k, with a focus on systematic sales flow rather than rare $1M+ contracts;

• Proven ability to digitize and prove historical sales results (quota attainment, average ticket size, pipeline growth metrics);

• Experience working in mid-sized, structured IT companies with a similar business structure, maintaining operational stability and active growth;

• Deep expertise in building, scaling, and optimizing both inbound and outbound sales/lead generation pipelines;

• Strong hands-on experience defining ICPs, Buyer Personas, value propositions, and go-to-market (GTM) strategies;

• Deep domain understanding of selling custom software development, Data Engineering, AI/Data Science, or Cloud services, with a clear vision on how to position them;

• Strong analytical mindset with a data-driven approach to sales metrics, forecasting, conversion optimization, and CRM management;

• English: Advanced or Fluent (C1/C2) — exceptional negotiation, presentation, and executive-level communication skills.

What you’ll do:

• Sales Strategy & Execution: Design and execute the company’s global sales strategy to drive sustainable revenue growth and market expansion;

• Department Leadership: Build, mentor, and lead the Sales and Lead Generation teams, setting clear KPIs, OKRs, and performance benchmarks;

• Pipeline Management: Build and optimize end-to-end sales systems, ensuring high conversion rates across lead qualification, discovery, proposal, and closing stages;

• Key Deal Closing: Personally lead high-value enterprise sales opportunities, negotiating complex agreements with client executives;

• Cross-Functional Alignment: Partner with CEO, CTO, and Team Leads to refine presales workflows, commercial proposals, and service offerings;

• Analytics & Reporting: Track key sales metrics, pipeline health, and revenue forecasts, providing actionable insights directly to C-level management.

Would be a plus:

• Existing network of potential clients or strategic contacts in key target markets (US, EU, UK);

• Hands-on experience establishing presale, solution architecture, and discovery estimation frameworks alongside technical teams;

• Experience scaling a sales department from scratch to a structured multi-tier team.