Hybrid Head of Sales – B2B SaaS

at Johner Institut GmbH

• Job title: Head of Sales – B2B SaaS
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Konstanz, Germany

About the role

• Head of B2B Sales leading a SaaS team at Johner Institut. Driving sales growth and collaborating across product, marketing, and development teams.

Responsibilities

• You lead our B2B sales team for our SaaS products and scale the sales organization — from positioning and pricing through pipeline/forecast to closing.
• You work closely with Product, Marketing and Development and translate market and customer feedback into measurable improvements.
• You develop and own the sales strategy for our digital SaaS products (Radar solutions as well as Auditgarant).
• You analyze market and competitive situations and identify new target groups and business opportunities.
• You optimize pricing, licensing, subscription and service models with a focus on SaaS.
• You develop and implement sales structures and processes to sustainably drive our growth (including KPIs, forecasting, reporting).
• You systematically manage our existing customers, develop strategic key account relationships and are responsible for customer retention, contract renewals as well as expansion and growth opportunities.
• You leverage upselling and cross-selling potential of product features and licenses and develop tailored strategy plans for our customers.
• You generate leads and drive systematic new customer acquisition.
• You are responsible for building and managing funnel analytics across the entire customer journey.
• You conduct product demos, webinars and presentations.
• You negotiate contracts and successfully close license agreements.

Requirements

• You have at least 5 years of experience in B2B software sales, ideally in a SaaS environment.
• You can demonstrate proven success in new customer acquisition as well as in developing existing customers.
• You have experience with licensing and subscription models.
• You are proficient with CRM systems (e.g., HubSpot or Salesforce) and sales analytics.
• You are a team player with both functional and disciplinary leadership experience and enjoy interdisciplinary collaboration.
• You think entrepreneurially, are data- and KPI-driven and are willing to roll up your sleeves operationally.
• You are a strong relationship manager and build long-term, trust-based customer partnerships.
• Ideally, you have industry experience in medical technology, pharmaceuticals, life sciences or other regulated industries.
• You are fluent in German and English, both written and spoken.

Benefits

• Innovative working environment with plenty of scope for initiative and freedom to shape your role.
• Great team atmosphere and strong camaraderie.
• Support for and promotion of your professional and personal development.
• Flexible working options without core hours – you decide whether to work remotely or at our locations in Konstanz or Frankfurt.
• Company bike (JobRad), Hansefit membership, two team events per year and the option for workation.