Head Of SMB Sales

Your Impact

As the Head of SMB Sales - Europe, you will play a pivotal role in driving revenue growth, customer acquisition, and retention within the SMB and Lower Mid Market segments. You will shape the overall sales strategy in the EMEA region, build a results-oriented team, and collaborate closely with senior leadership to align sales efforts with company goals. By fostering a customer-centric sales approach and aligning closely with marketing and product teams, you will ensure Deliverect continues its aggressive growth trajectory across Europe.

Key Highlights **Sales Leadership: Build, manage, and mentor a high-performing sales team, ensuring consistent achievement of sales targets in the SMB and Lower Mid Market segments. **Consultative Selling: Lead a consultative, solutions-based sales process where the team deeply understands customer pain points and tailors the Deliverect solution to meet their needs. **Pipeline Management: Drive consistent pipeline growth by working closely with the SDR team, developing outreach strategies, and ensuring robust pipeline health across the region. **Cross-Functional Collaboration: Work closely with Product, Marketing, and Post-Sales teams to ensure seamless alignment on product-market fit, go-to-market strategies, and customer retention. **Data-Driven Decision Making: Leverage data and analytics to develop sales forecasts, track performance, and identify areas of improvement for both individual and team development. **Stakeholder Engagement: Regularly engage with senior leadership, providing insights into market trends, sales forecasts, and strategic recommendations for growth across Europe.

A Typical Day

• Conduct regular team and individual  check-ins, reviewing individual performance metrics, providing feedback, and setting the priorities for the day. You’ll coach your SDRs and AEs on best practices for outreach, pipeline management, and closing deals.
• Use Hubspot and other CRM tools to track the team’s pipeline performance, revenue forecasts, and sales targets. You will review progress toward quarterly and annual goals, adjusting strategies as needed to ensure targets are met or exceeded.
• Collaborate with your team to understand key customer pain points, support large deal negotiations, and provide strategic direction on how to customize the Deliverect solution to meet customer needs.
• Join regular meetings with Product, Marketing, and Post-Sales teams to discuss the sales funnel, customer feedback, and product updates. Your focus will be on ensuring that sales efforts are aligned with Deliverect’s product capabilities and market demands.
• Conduct a regimented pipeline review, ensuring that each team member is actively working on their key accounts and identifying areas where additional support or resources may be needed to move deals forward.
• Dedicate time to planning quarterly sales strategies, identifying growth opportunities, and building relationships with potential high-value customers.
• Work with HR to recruit new team members, onboard new hires, and develop a culture of continuous learning and high performance within your team.

Your Expertise

• Experience: 7-10 years of experience in building and scaling sales teams within a SaaS environment. You have a proven track record of exceeding sales targets and managing high-performing teams across multiple regions.
• Expertise in consultative selling, solution-based approaches, and building long-term customer relationships. You understand the nuances of SMB and mid-market customers and can develop strategies that drive value and customer retention.
• You have extensive experience with pipeline generation, forecasting, and optimization. You are comfortable using CRM tools (e.g., Salesforce) to track sales performance and manage team activities.
• You’ve successfully worked with Marketing, Product, and Customer Success teams to align sales efforts with product development and go-to-market strategies.
• Ability to analyze sales data and market trends to make informed strategic decisions. You are skilled at using analytics to track progress and identify opportunities for improvement.
• You understand the complexities of selling to multiple European markets and can adapt sales strategies to meet the unique cultural and business needs of different regions.
• Proven ability to mentor and coach a diverse sales team, helping them achieve their potential and driving collective team success.
• You are an excellent communicator with the ability to present sales strategies and results to senior leadership. Fluency in English is essential, with proficiency in French and Dutch being a strong advantage.

Additional Information

• This is a full-time, hybrid role with 4 days in our Ghent office and 1 day of remote work. Flexibility may be required depending on customer and team needs.
• Fluency in English is required, with French or Dutch language skills considered a strong plus.