My client is an international B2B SaaS scale-up backed by private investors, operating in a vertical software market with strong growth momentum. As part of its European expansion, the company is now strengthening its commercial leadership in Spain and Portugal.
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To support this next phase, my client is recruiting a Head of Sales Iberia — a high-impact leadership role combining market ownership, team management, and direct enterprise selling.
This is a growth-critical position with full responsibility for revenue acceleration in the region.
Role Purpose
Take full ownership of the Iberian commercial strategy, drive new business acquisition, expand strategic accounts, and build a scalable sales structure capable of sustaining ambitious growth targets.
You will manage a team of 3–4 Business Development Managers while personally leading complex enterprise deals.
This is not a pure managerial role — it requires strong individual contributor capabilities.
Key Responsibilities
Market & Revenue Ownership
- Define and execute the commercial strategy for Spain and Portugal
- Drive ARR growth and market penetration
- Build and maintain a healthy, predictable pipeline
- Lead enterprise-level negotiations and strategic account development
Team Leadership & Scaling
- Lead, coach, and develop a team of BDMs
- Recruit and retain top local sales talent
- Implement performance metrics and accountability frameworks
- Foster a performance-driven and data-oriented culture
Enterprise Business Development
- Prospect, engage, and close large accounts
- Develop C-level relationships across target verticals
- Balance enterprise opportunities with mid-market growth
Cross-Functional Alignment
- Partner closely with Marketing on demand generation strategy
- Work with Product and Customer Success to ensure strong retention and upsell
- Implement scalable processes without slowing commercial momentum
Success Metrics
- Quarterly and annual revenue targets (ARR / MRR)
- Pipeline coverage and conversion rates
- New logo acquisition and market share growth
- Customer acquisition cost and sales cycle efficiency
- Net revenue retention and expansion metrics
- Team quota attainment and performance stability
Profile Required
- 8+ years of experience in B2B SaaS sales
- Minimum 3 years in a leadership role
- Proven track record of scaling revenue in growth environments
- Strong experience selling to enterprise-level clients
- Deep understanding of B2B technology ecosystems
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Mandatory:
- Native Spanish
- Fluent English
Strong plus:
- Experience expanding a SaaS business in Series A–C environments
- Exposure to vertical markets such as operations, hospitality, HR, workforce management, QSR or FSR
- Strong forecasting discipline and CRM-driven management
Key Challenges
- Competing in a mature and competitive SaaS landscape
- Localizing integral strategy to Iberian market dynamics
- Scaling a high-performing team in a competitive talent market
- Balancing enterprise growth with structured execution
Why Join
- Full ownership of the Iberian commercial strategy
- Direct impact on company growth
- Exposure to executive leadership
- Opportunity to scale a regional sales engine
- Combination of leadership and hands-on enterprise selling