Head of Sales Iberia

My client is an international B2B SaaS scale-up backed by private investors, operating in a vertical software market with strong growth momentum. As part of its European expansion, the company is now strengthening its commercial leadership in Spain and Portugal.

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To support this next phase, my client is recruiting a Head of Sales Iberia — a high-impact leadership role combining market ownership, team management, and direct enterprise selling.

This is a growth-critical position with full responsibility for revenue acceleration in the region.

Role Purpose

Take full ownership of the Iberian commercial strategy, drive new business acquisition, expand strategic accounts, and build a scalable sales structure capable of sustaining ambitious growth targets.

You will manage a team of 3–4 Business Development Managers while personally leading complex enterprise deals.

This is not a pure managerial role — it requires strong individual contributor capabilities.

Key Responsibilities

Market & Revenue Ownership

• Define and execute the commercial strategy for Spain and Portugal
• Drive ARR growth and market penetration
• Build and maintain a healthy, predictable pipeline
• Lead enterprise-level negotiations and strategic account development

Team Leadership & Scaling

• Lead, coach, and develop a team of BDMs
• Recruit and retain top local sales talent
• Implement performance metrics and accountability frameworks
• Foster a performance-driven and data-oriented culture

Enterprise Business Development

• Prospect, engage, and close large accounts
• Develop C-level relationships across target verticals
• Balance enterprise opportunities with mid-market growth

Cross-Functional Alignment

• Partner closely with Marketing on demand generation strategy
• Work with Product and Customer Success to ensure strong retention and upsell
• Implement scalable processes without slowing commercial momentum

Success Metrics

• Quarterly and annual revenue targets (ARR / MRR)
• Pipeline coverage and conversion rates
• New logo acquisition and market share growth
• Customer acquisition cost and sales cycle efficiency
• Net revenue retention and expansion metrics
• Team quota attainment and performance stability

Profile Required

• 8+ years of experience in B2B SaaS sales
• Minimum 3 years in a leadership role
• Proven track record of scaling revenue in growth environments
• Strong experience selling to enterprise-level clients
• Deep understanding of B2B technology ecosystems

xohynlm Mandatory:

• Native Spanish
• Fluent English

Strong plus:

• Experience expanding a SaaS business in Series A–C environments
• Exposure to vertical markets such as operations, hospitality, HR, workforce management, QSR or FSR
• Strong forecasting discipline and CRM-driven management

Key Challenges

• Competing in a mature and competitive SaaS landscape
• Localizing global strategy to Iberian market dynamics
• Scaling a high-performing team in a competitive talent market
• Balancing enterprise growth with structured execution

Why Join

• Full ownership of the Iberian commercial strategy
• Direct impact on company growth
• Exposure to executive leadership
• Opportunity to scale a regional sales engine
• Combination of leadership and hands-on enterprise selling