Head of Sales

About the role

Responsibilities

• 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.
• Help deliver annual and quarterly revenue targets for the region by building and executing a regional sales plan with clear priorities and measurable outcomes.
• 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.
• Experience leading or coaching a sales team, ideally within enterprise or complex B2B software / SaaS sales.
• A hands-on, operational mindset, with a track record of tightening up process, pricing, or deal execution.
• Solid understanding of the Software as a Service (SaaS) business model and ARR-driven sales organizations.
• Firm, timely decision-making and a results orientation, with the ability to move quickly from plan to execution.
• A direct, constructive, and solution-oriented communication style.
• Demonstrated ability to coach, develop, and retain sales talent.
• Comfort working with pipeline management, forecasting, and CRM discipline (Salesforce or similar).
• Strong cross-functional collaboration skills, working effectively with Marketing, Product, RevOps and Customer Success.
• A structured, dependable, and detail-oriented approach to sales operations and long-term customer partnerships.
• Knowledge of audit, finance, or accounting is a plus.
• Fluent German and strong English communication skills, both written and spoken.