Head of Sales

Leadership || Strategic HR || Organisational Psychology || Teams || Interim CHRO Company & Role Context At Infrakit, we are transforming the infrastructure construction industry with our collaborative digital platform – the Operating System for Infra Construction. Our solutions connect owners, designers, and contractors, enabling seamless data flow, real-time progress monitoring, and more sustainable project delivery. We are scaling our sales team and are looking for a Head of Sales who is passionate about construction technology and helping customers succeed in their digital transformation journey. You will join the Management Team as the Head of Sales and take full ownership for new and expansion revenue globally (with immediate focus on the Nordics and DACH regions) – setting and executing strategy, building and up‑skilling the revenue organization, and driving high performance sales. About you You want to talk with customers all the time. You’re hungry to solve their problems. You love to sell. You’ve done it your whole career, even as you’ve led others. You love to win deals and hate to lose. You want to run deal desks with the team. You want to have deep product knowledge and know the value propositions in your sleep. You love to make others better sellers. You are tireless about the discipline of sales and study how to constantly improve yourself and others. Key Responsibilities Develop, own and execute the global revenue growth strategy (new business + growth/expansion) aligned with Infrakit’s ambitions and market dynamics. Alongside the Board Plan, set the regional and global sales targets, define KPIs, forecasting targets (MRR, net new revenue, expansion, pipeline velocity) and ensure consistent delivery. Lead, mentor and build a high-performance revenue organisation: direct reports will include all regional sales staff (Nordics + DACH + other regions). The current sales team is 9‑11 people strong. Drive the Sales strategy for the Nordics (Sweden, Norway, Finland) and DACH (Germany, Austria, Switzerland) regions — including market entry/expansion planning, segmentation, pricing, partner strategy, local presence. Upskill the existing sales team: define training, hiring, performance management, methodology, pipeline hygiene, best practices and metrics-driven culture. Own P&L for Gross Sales: ensure efficient CAC, strong LTV, healthy margins on deals, control revenue risk (churn, contract leakage, non-renewal) from/through the sales motions. Ensure alignment: collaborate closely with Product, Marketing, Customer Success, Finance and Operations to ensure the solution is up-marketed, priced and supported in a way that enables revenue growth. Optimise and scale revenue operations: CRM, pipeline management, sales process, enablement tools, dashboards, forecasting discipline. Identify and open new regional opportunities beyond core markets (e.g., other parts of Europe) — evaluate, prioritise and launch new market initiatives. Serve as a visible leader and evangelist of the company: externally interacting with key customers, prospects, strategic partners and representing Infrakit in relevant industry forums. Provide regular reporting and transparency to the CEO and Board: forecasting, trend analysis, region-by-region performance, risk & mitigation plan. Required Qualifications & Experience Minimum 10+ years in senior sales/revenue leadership roles in B2B SaaS (preferably enterprise or high-value contracts) with proven track record of delivering revenue growth and scaling teams. You will be eager and comfortable conducting sales yourself and you have significant experience leading sales (new business and expansion) responsibilities. Demonstrated expertise in the Nordic region (Sweden, Norway, Finland) and DACH region (Germany/Austria/Switzerland) — ideally having delivered revenue and built teams in these geographies. Experienced in building, mentoring and leading revenue teams: hiring, ramping, training, performance management. Fluent English (professional business proficiency). Additional Nordic or German language skills are advantageous but not mandatory. Proven ability to work cross-functionally (Marketing, Product, Customer Success) and build alignment across the organization. Experience scaling SaaS businesses: go-to-market planning, market segmentation, pricing strategy, partner/channel development, international growth. Excellent communicator, strong leadership presence, comfortable dealing with executive stakeholders (CEO, Board, major clients). Bachelor’s degree in Business, Marketing or related field. MBA or advanced degree is a plus but not mandatory. Preferred / “Nice-to-have” Track record with enterprise contracts in construction, infrastructure or asset-intensive industries. Local presence or network in Nordics and DACH. Experience in a high-growth environment (start-up, scale-up) rather than just mature, large enterprises. Personal Attributes Strategic but hands-on: while you’ll shape the big vision, you’ll roll up your sleeves to optimize the revenue machine. You will be selling as an individual, while you also build out the team of the future. Coach and mentor mentality: you empower teams, help them grow, set high standards and drive accountability. Entrepreneurial mindset: thrives in a fast-paced environment and comfortable with ambiguity and international expansion. Results-oriented with a drive to exceed targets. Strong cultural fit: adaptable, collaborative, transparent, team player. Location & Working Conditions Based in Europe (Nordics or DACH preferred) and comfortable with travel within the region and across Europe. Relocation can be considered, if needed. Hybrid/remote working flexibility, but regular presence in key markets expected (Nordics, DACH). Executive compensation package: competitive base salary + performance-based incentives + equity/stock options. Reporting to the CEO and being a member of the Management Team. Why Join Infrakit? Be part of a growing B2B SaaS business in the infrastructure space, with growth in Nordics + DACH and beyond. Opportunity to lead sales globally and shape the go-to-market for a high-value, mission-critical SaaS solution. Make a tangible impact: you will build and scale the revenue engine, drive market expansion and lead an enthusiastic team. Collaborative, agile organization with ambitious growth plans, supportive of your strategic vision and execution. Seniority level Executive Employment type Full-time Job function Construction and Software Development Amsterdam, North Holland, Netherlands 2 weeks ago Madrid, Community of Madrid, Spain 2 months ago #J-18808-Ljbffr