TheHead of Sales will own and driveenterprise and public-sector revenue growth for Workforce Optimizer (WFO), a workforce management and optimisation SaaS platform servinghealthcare, aviation, facilities management, hospitality, and large enterprises.

This is aplayer–coach role. The successful candidate willpersonally close strategic deals, build and coach ahigh-performing enterprise sales team, and establish arepeatable sales motion aligned with long procurement cycles, regulated environments, and complex solution selling.

Key Responsibilities

1. Revenue Ownership & Deal Closure

Ownnew ARR and professional services revenue targets
Personally lead and closelarge, 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

2. Sales Strategy & Go-To-Market

Define and execute WFO’senterprise go-to-market strategy
Establish clearIdeal Customer Profiles (ICPs) and vertical focus
Build and maintain astrong, qualified pipeline
Drive account-based selling for key logos and lighthouse customers

3. Sales Team Leadership (Player–Coach)

Recruit, onboard, and coachEnterprise 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

4. Sales Process & Playbook Ownership

Create and continuously improve WFO’ssales 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

5. 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

Must-Have

10+ years of B2B sales experience, with at least:

5+ years inenterprise 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)

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

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