Head of Sales; f​/m​/d

At Apaleo, we’re on a mission to build the most open, flexible, and future-proof platform for the hospitality industry. Our API-first property management platform powers innovative hotel brands like citizen

M, Miiro, and Koncept Hotels – enabling them to craft their ideal tech stack, streamline operations, and elevate the guest experience.

Following strong momentum in the DACH region, we’re expanding into new markets including France and the UK, and we’re looking for a Head of Sales (f/m/d) to lead and grow our sales team focused on mid-market and independent hospitality groups.

If you’re passionate about coaching high-performing teams, building scalable sales processes, and driving complex, value-based sales in a platform-led environment, this is your opportunity to help shape the future of hospitality tech with us.

As Head of Sales, you will lead the team responsible for new business and expansion across mid-market and independent customers in DACH and select international markets. You’ll be leading a growing team of Account Executives and BDRs (currently five people), driving performance through hands-on coaching and process development, and work closely with Marketing, Rev Ops, Customer Success and Partnerships to drive growth.

This is a strategic leadership role reporting to the VP of Business Development (in the future to the CRO), with the goal of building a world-class sales team that drives the growth of Apaleo from €10M to €40M ARR.

• Lead and coach a growing team of Account Executives and BDRs (currently 3 AEs and 2 BDRs)
• Owning the full mid-market and independent sales pipeline in DACH, France, and the UK
• Drive team performance, ensure quota attainment, and own forecast accuracy across the full sales funnel
• Oversee post-sale expansion and upsell motions (non-enterprise accounts)
• Hire and onboard top talent in strategic markets to grow our international footprint
• Refine and elevate and improve our sales methodology, playbooks, and team rituals
• Ensure high-quality pipeline hygiene and reporting in Hub Spot, together with Rev Ops
• Partner closely with the Partnerships team on partner-influenced deals and lead routing
• Act as a key strategic partner to the VP of Business Development and broader GTM leadership

• 5+ years of experience in B2B SaaS sales leadership, ideally in mid-market segments
• Proven experience leading full-cycle sales teams – from prospecting to closing, and through account management and upsell
• Proven experience in coaching, scaling, and leading high-performing sales teams in DACH or across diverse European markets
• Deep understanding of complex, consultative, or platform-based selling
• Ability to design structured, scalable processes without introducing unnecessary bureaucracy
• Hands-on attitude: comfortable jumping into deals or team sessions when needed
• Fluency in German and English (C1/C2 level proficiency required in both languages)
• Based in Munich or Berlin (or willing to relocate)

• Hospitality tech experience or strong knowledge of the industry
• Experience launching or scaling into France or the UK
• Familiarity with Hub Spot, MEDDICC/SPICED, or tools like Modjo and Sales Navigator
• Experience with partner-led or ecosystem-influenced sales motions

• A strategic leadership role in a scaling, product-driven B2B SaaS company
• A high-performance culture built on ownership, freedom, and collaboration
• Direct impact on our international expansion and commercial success
• Flat hierarchies and a flexible, remote-friendly working setup
• Office in Munich, and a team that loves what they do

• A Diverse & International Team– Work alongside passionate experts from various disciplines and backgrounds, fostering a truly global perspective.
• Flat Hierarchy & Flexible Structure– Enjoy autonomy and ownership in an environment that values collaboration over rigid hierarchies.
• A Key Role in a Fast-Growing Startup– Be part of one of the most promising international startups in the hospitality industry, right in the heart of Munich.
• Fair & Transparent…