Job Description
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
Requirements
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)
Benefits
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
