Head of Sales - Operational Player-Coach

Overview

We are seeking a hands-on Head of Sales who goes beyond strategy and forecasting to actively manage, improve, and make our sales operations transparent. 2B Advice specializes in software and consultancy solutions focused on data protection, governance, risk, compliance, information security, and AI governance through our platform Ailance. Our aim is to enhance our sales with structured, measurable, and scalable processes as we enter our next growth phase.

Key Responsibilities

• Lead and enforce clear KPIs across all sales roles.
• Manage outbound, discovery, presentation, and closing workflows effectively.
• Ensure a robust pipeline and sufficient Marketing Qualified Leads (MQLs) to support outbound efforts.
• Conduct weekly sales performance meetings reviewing pipeline movement, activity follow-ups, commitments, and forecasts versus targets.
• Ensure meticulous upkeep of CRM (like Pipedrive) data and pipeline hygiene.
• Guarantee every deal has defined next steps, analyzing stalled opportunities and unclear forecasts.
• Support Account Executives with prioritization, deal strategies, and next customer steps, while the AEs independently manage negotiations and contracts.
• Coach sales staff on discovery, follow-up, presentations, and closing preparations.
• Develop and maintain sales playbooks, scripts, objection handling guides, and meeting templates.
• Maintain a sales operations/blocker register with ownership, deadlines, and status tracking.
• Collaborate closely with executive management, marketing, consulting, product management, and support teams.
• Improve conversion rates across sales funnel stages from contact to closing.

Qualifications

• Proven experience in B2B SaaS or complex B2B software sales.
• Expertise with CRM platforms such as Pipedrive, HubSpot, or Salesforce.
• Ability to translate sales KPIs into actionable daily tasks.
• Experience running pipeline reviews, forecasts, and performance meetings.
• Strong operational skills to dive into data, deals, and follow-up tasks.
• Excellent communication and ability to instill accountability.
• Proven coaching capabilities for sales team members.
• Good grasp of outbound sales, warm contacts, MQL management, and lead qualification.
• Ability to differentiate genuine blockers from lack of discipline in sales processes.
• Deep understanding of complex solutions and B2B decision-making.
• Fluent German and good English skills.

Bonus skills include: knowledge or experience in data protection/DSGVO, governance, risk & compliance, information security/ISMS, legal tech or regtech, AI governance, consulting-related software solutions, and enterprise or mid-market B2B SaaS sales.

Benefits

• Strategic role influencing growth and sales excellence.
• Direct collaboration with company leadership.
• Established company with over 20 years in data protection and compliance software.
• Modern SaaS product in a fast-growing sector.
• Opportunity to build a professional, scalable sales operating model.
• Short decision-making paths and open culture.
• Hybrid working with essential presence in Bonn.
• Modern office location by the Rhine river.
• International work environment with software and consulting projects.
• Performance-based compensation with fixed and variable components.
• Company pension plan and tax-free 50 EUR Aral fuel card monthly.
• Job ticket, 30 days holiday, ergonomic workstation with latest hardware and IT systems.
• iPhone for business and personal use.
• Strong team culture with regular events.
• Clear development paths and expanding responsibilities.

Additional Information

This role requires regular physical presence in Bonn to work closely with the team, executive management, and operational sales processes. We aim to establish a repeatable, measurable, and scalable sales process that doesn't rely on gut feeling or informal follow-up but enforces adherence to CRM usage, KPIs, and follow-ups daily.