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For Companies At a Glance
- Tasks: Lead and scale sales for a cutting-edge EDI and B2B integration platform.
- Company: Join a dynamic company driving innovation in the tech space.
- Benefits: Competitive pay, performance incentives, and the chance to shape company growth.
- Other info: Collaborate across teams and develop strategic partnerships.
- Why this job: Make a real impact by leading a high-performing sales team.
- Qualifications: 10-15 years in B2B sales with leadership experience required.
The predicted salary is between 80000 - 100000 ÂŁ per year.
We are seeking an experienced Head of Sales to lead and scale our commercial growth for an EDI and B2B integration platform. This role is responsible for defining and executing the sales strategy, building a high‑performing sales team, and driving predictable revenue growth across mid‑market and enterprise customers. The ideal candidate has deep experience selling complex B2B SaaS or EDI solutions, understands long sales cycles, and can translate technical integration value into clear business outcomes for customers in supply chain, logistics, retail, manufacturing or financial services.
Sales Strategy & Revenue Growth
- 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.
Team Leadership & Scaling
- 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.
Enterprise & Complex Sales
- 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.
Cross‑Functional Collaboration
- 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.
Partnerships & Ecosystem
- 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.
Experience & Skills
- 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.
Domain Knowledge
- 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.
Skills & Competencies
- 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.
Benefits
- 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 employer: Celtrino
Contact Detail:
Celtrino Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Head of Sales
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks on LinkedIn or at events. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Prepare for those interviews by researching the company and its products. Understand their sales strategy and be ready to discuss how your experience aligns with their goals. Show them you’re not just another candidate!
✨Tip Number 3
Follow up after interviews! A quick thank-you email can go a long way. It shows your enthusiasm for the role and keeps you fresh in their minds as they make decisions.
✨Tip Number 4
Don’t forget to apply through our website! We love seeing applications come directly from candidates who are genuinely interested in joining our team. Plus, it makes it easier for us to keep track of your application.
We think you need these skills to ace Head of Sales
Some tips for your application 🫡
Tailor Your CV: Make sure your CV speaks directly to the Head of Sales role. Highlight your experience in B2B sales, especially with EDI and SaaS solutions. We want to see how you've driven revenue growth and built high-performing teams!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to explain why you're the perfect fit for our team. Share specific examples of your success in complex sales cycles and how you’ve translated technical value into business outcomes.
Showcase Your Leadership Skills: As a Head of Sales, leadership is key. In your application, emphasise your experience in building and managing sales teams. We’re looking for someone who can foster a strong sales culture and drive performance!
Apply Through Our Website: We encourage you to apply through our website for a smoother process. It helps us keep track of applications and ensures you don’t miss out on any important updates from us!
How to prepare for a job interview at Celtrino
✨Know Your Sales Strategy Inside Out
Before the interview, make sure you thoroughly understand the sales strategy of the company you're applying to. Be ready to discuss how your experience aligns with their goals and how you can contribute to defining and executing their sales strategy.
✨Showcase Your Team Leadership Skills
Prepare examples of how you've built and managed high-performing sales teams in the past. Highlight your coaching methods and how you've established a strong sales culture focused on performance and accountability.
✨Demonstrate Your Understanding of Complex Sales Cycles
Be prepared to discuss your experience with long sales cycles and how you've successfully navigated them. Share specific examples of enterprise deals you've closed, especially those involving multiple stakeholders.
✨Highlight Cross-Functional Collaboration
Discuss how you've worked closely with other departments like Product, Engineering, and Customer Success. Emphasise your ability to align customer needs with product strategy and ensure smooth transitions during handovers.