Head of Sales

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. Key Responsibilities 1. 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 2. 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 3. 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 4. 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 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 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) 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