Head of Sales (Remote from Estonia)

7+ years of successful sales experience with a consistent record of exceeding quotas, ideally within B2B technology or enterprise software. Strong technical aptitude and the ability to understand and articulate deeply technical products or solutions. Demonstrated experience managing or leading high-performing sales teams. Proven ability to manage complex enterprise sales cycles with a consultative and relationship-driven approach. Confidence in delivering presentations to diverse audiences. Ability to thrive in a fast-paced startup environment, operate autonomously, and adapt to evolving structures. Strong communication, negotiation, and strategic planning skills.

Develop and implement a strategic sales plan to drive revenue growth and expand the customer base. Lead, mentor, and inspire a high-performing sales team to achieve quarterly and annual targets. Build and maintain strong relationships with prospective clients. Manage the full sales cycle, including qualification, technical evaluation, pilot-stage account management, negotiation, and deal closing. Partner with Solutions Engineers to qualify prospects. Recruit, develop, and elevate sales talent. Drive enterprise and strategic deals ranging from 100k to 2M+. Refine the sales process across the organization. Use CRM and sales tools to derive insights, improve decision-making, and enhance forecasting accuracy. Develop strategies that ensure customer success and support long-term account growth.