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
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)