Define and own the global sales strategy for EDI and B2B integration solutions.
Build and manage revenue forecasts, targets, and KPIs.
Drive new business acquisition and expansion revenue within existing accounts.
Identify and prioritize target verticals (e.g. logistics, retail, manufacturing, fintech).
Develop enterprise and mid-market pricing and packaging strategies.
Build, coach, and manage a high-performing sales team (AEs, SDRs, Account Managers, Marketing Manager).
Establish a strong sales culture focused on performance, accountability, and learning.
Define clear sales processes, qualification frameworks (MEDDICC, SPICED, etc.), and playbooks.
Partner closely with Marketing on lead generation and demand creation.
Lead and close complex, multi-stakeholder enterprise deals.
Support negotiations with procurement, legal, IT, and operations stakeholders.
Navigate long sales cycles and RFP-driven buying processes.
Act as executive sponsor for strategic customers and partners.
Work closely with Product, Engineering, and Customer Success to align roadmap and customer needs.
Provide structured feedback from prospects and customers to influence product strategy.
Partner with Customer Success to ensure smooth handovers, renewals, and upsell opportunities.
Develop and manage strategic partnerships (ERP vendors, systems integrators, logistics platforms).
Enable partner-led sales motions where appropriate.
Represent the company at industry events, conferences, and customer meetings.

10–15+ years in B2B sales, with at least 3–5 years in a sales leadership role.
Proven experience selling EDI, B2B integration, iPaaS, or complex enterprise SaaS.
Track record of building and scaling sales teams.
Demonstrated success closing enterprise-level deals (€100k+ ARR or equivalent).
Experience selling to technical and business stakeholders.
Strong understanding of EDI standards (EDIFACT, X12, etc.) and/or API-based integrations.
Familiarity with ERP systems (SAP, Oracle, NetSuite, Dynamics).
Knowledge of supply chain, logistics, retail, manufacturing, or financial services workflows.
Background working with managed EDI services or trading partner networks.
Strategic thinker with strong commercial acumen.
Excellent communication, negotiation, and executive presence.
Data-driven approach to forecasting and pipeline management.
Ability to simplify complex technical concepts into business value.
Hands-on leader comfortable in both player and coach roles.
Experience in a scale-up or high-growth SaaS environment.
Experience selling via partners and resellers.

Opportunity to lead and shape the commercial strategy of a growing EDI platform.
High impact role with direct influence on company growth.
Competitive compensation with performance-based incentives.
Work with a strong product solving real, complex integration challenges.

Head of Sales

Key skills