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 global 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