Head of Sales

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