Sales Capability Coach enhancing the performance of New Zealand Field Sales teams through coaching and training. Engaging with sales conversations to build product knowledge and sales skill.
About the role
- Head of B2B Sales leading a SaaS team at Johner Institut. Driving sales growth and collaborating across product, marketing, and development teams.
Responsibilities
- You lead our B2B sales team for our SaaS products and scale the sales organization — from positioning and pricing through pipeline/forecast to closing.
- You work closely with Product, Marketing and Development and translate market and customer feedback into measurable improvements.
- You develop and own the sales strategy for our digital SaaS products (Radar solutions as well as Auditgarant).
- You analyze market and competitive situations and identify new target groups and business opportunities.
- You optimize pricing, licensing, subscription and service models with a focus on SaaS.
- You develop and implement sales structures and processes to sustainably drive our growth (including KPIs, forecasting, reporting).
- You systematically manage our existing customers, develop strategic key account relationships and are responsible for customer retention, contract renewals as well as expansion and growth opportunities.
- You leverage upselling and cross-selling potential of product features and licenses and develop tailored strategy plans for our customers.
- You generate leads and drive systematic new customer acquisition.
- You are responsible for building and managing funnel analytics across the entire customer journey.
- You conduct product demos, webinars and presentations.
- You negotiate contracts and successfully close license agreements.
Requirements
- You have at least 5 years of experience in B2B software sales, ideally in a SaaS environment.
- You can demonstrate proven success in new customer acquisition as well as in developing existing customers.
- You have experience with licensing and subscription models.
- You are proficient with CRM systems (e.g., HubSpot or Salesforce) and sales analytics.
- You are a team player with both functional and disciplinary leadership experience and enjoy interdisciplinary collaboration.
- You think entrepreneurially, are data- and KPI-driven and are willing to roll up your sleeves operationally.
- You are a strong relationship manager and build long-term, trust-based customer partnerships.
- Ideally, you have industry experience in medical technology, pharmaceuticals, life sciences or other regulated industries.
- You are fluent in German and English, both written and spoken.
Benefits
- Innovative working environment with plenty of scope for initiative and freedom to shape your role.
- Great team atmosphere and strong camaraderie.
- Support for and promotion of your professional and personal development.
- Flexible working options without core hours – you decide whether to work remotely or at our locations in Konstanz or Frankfurt.
- Company bike (JobRad), Hansefit membership, two team events per year and the option for workation.
Job title
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Experience level
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