Senior Director of Sales driving revenue growth and expanding Jesta's footprint in retail tech. Leading sales strategy and initiatives within the enterprise B2B landscape.
About the role
- Head of Sales responsible for driving revenue growth for Workforce Optimizer's SaaS platform. Requires a strong track record in SaaS sales and managing high-performing teams.
Responsibilities
- 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.
- 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
- 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
- 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
- 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
- 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
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
No Education Requirement
Tech skills
Location requirements
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