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.
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
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