Head of Sales

What you will be doing:

• • 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. 

What you’ll bring:

• • 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.