VP Sales - SaaS

We are looking for a hands‑on VP of Sales to lead our commercial operations through an important growth phase. You will own revenue delivery, pipeline accuracy, and team performance as we continue to scale and accelerate that growth by building on the foundations we have.

This role requires someone who can quickly assess our current commercial operations, implement structured qualification frameworks, and drive systematic improvements across the sales organization. You’ll need to operate as strategist, architect, and executor, bringing discipline and structure to accelerate our revenue trajectory.

This role is for someone who has successfully scaled sales teams in early‑stage or growth‑phase SaaS companies, implementing repeatable processes and accountability where rapid execution is essential.

• Assess and optimize pipeline health: Conduct comprehensive review of all active opportunities to ensure accurate forecasting and prioritize high‑probability conversions.
• Implement qualification discipline: Install MEDDPICC (or equivalent) across all deals and establish weekly pipeline review cadence to ensure evidence‑based forecasting.
• Enhance conversion strategies: Develop and execute specific strategies to improve trial‑to‑paid conversion rates. Work key opportunities directly while coaching the team.
• Refine go‑to‑market approach: Analyze win/loss patterns to sharpen ICP definition and improve targeting accuracy across marketing and sales.
• Evaluate team capabilities: Assess current team performance, identify development needs, and determine optimal team structure for our growth targets.

• Align marketing and sales: Establish clear lead qualification criteria and handoff processes to maximize team efficiency and focus on high‑potential opportunities.
• Document repeatable processes: Create structured customer journey frameworks and sales playbooks for qualification, objection handling, and deal acceleration.
• Optimize sales operations: Implement or enhance CRM systems and forecasting tools to improve pipeline visibility and reporting accuracy.
• Build enablement infrastructure: Develop onboarding materials, call frameworks, and competitive positioning to accelerate new hire productivity.

• Establish product feedback mechanisms: Create structured process to communicate validated market insights to product team, ensuring roadmap alignment with customer needs.
• Scale team strategically: Expand sales capacity thoughtfully as revenue model proves repeatable, prioritizing quality over speed.
• Create sustainable systems: Document processes, develop team leads, and establish accountability structures that enable consistent performance.

• 5+ years B2B SaaS sales experience with at least 2 years in a player‑coach or sales leadership role (team lead, sales manager, or small VP role). You’ve run deals yourself AND managed others doing the same.
• Complex, multi‑stakeholder deal experience
  :
  You’ve closed deals with €20K‑€100K ACV where you had to navigate procurement, technical stakeholders, and C‑suite sign‑off. Deal cycles of 2‑6 months. You can show concrete examples of how you implemented qualification frameworks (MEDDPICC, MEDDICC, or similar) and improved forecast accuracy from sub‑60% to 80%+.
• Forensic mindset
  :
  You’ve conducted win/loss analyses, audited pipelines, or diagnosed why teams were missing targets. You dig into CRM data, challenge assumptions, and deliver hard truths to leadership, even when it’s uncomfortable.
• Hands‑on execution
  :
  You’ve personally closed at least €500K‑€1M+ in ARR while simultaneously coaching or managing a team. You’re not a “strategy only” leader, you’ll work deals yourself if that’s what it takes.
• Startup or scale‑up experience
  :
  You’ve worked in at least one company under 100 people where you had to build processes from scratch, operate without perfect data, and move fast with limited resources. You know the difference between “building” and “optimizing.”

Highly valuable:

• 3‑5 years in maritime, logistics, industrial tech, or similarly…