Head of Sales - Remote, Germany | €250K OTE + Equity

About the Role

Join a pioneering AI-driven compliance automation platform serving banks, payment providers, leasing, factoring, and insurance sectors. This enterprise-focused company boasts an average contract value over €150K with 6–12 month sales cycles, having tripled its ARR within the past year and established significant market presence including one of the world's largest payment networks across Europe and the US.

Key Responsibilities

• Expand the sales department from approximately 5 to 15 full-time employees by actively recruiting top talent rather than waiting for candidates.
• Lead the transition from founder-led sales to a team-managed sales process, with the CEO stepping back from daily sales activities.
• Serve as a player-coach, spearheading major strategic and partner deal closures while mentoring account executives to independently close deals valued between €200K and €250K.
• Institutionalize MEDDIC/MEDDPICC sales methodologies to overcome mid-funnel stagnation through improved process discipline and pipeline management.
• Establish reliable forecasting practices to align sales predictions with actual revenue outcomes.

Compensation and Benefits

• Base salary ranging from €120,000 to €160,000, with a target on-target earnings of approximately €250,000 based on a 60/40 split; uncapped variable commissions linked to new annual recurring revenue including personal sales.
• Equity grants included as part of a three-year plan along with annual bonuses for exceptional performance.
• Close collaboration with company founders and significant ownership opportunities in building the commercial side of the business.
• Clear career progression path from Head of Sales to VP Sales as the company scales.
• Fully remote work environment supported by an advanced, AI-empowered sales technology stack.

Candidate Profile and Requirements

• Minimum of 4 years experience as an individual contributor in enterprise sales and at least 2 years in sales leadership roles, with a preference for hands-on builders over pure managers.
• Proven track record in scaling ARR from single-digit millions to double-digit millions alongside growing sales teams from around 5 to 15 members.
• Demonstrated implementation of sales methodologies such as MEDDIC, MEDDPICC, or Challenger and the ability to quantify resulting improvements in KPIs.
• Experience with effective hiring methodologies, showcasing previous high-caliber recruitments and the attributes leading to their success.
• Comfortable leveraging AI-native tools including Claude, Claude Cowork, and Claude Code in daily workflows.
• Fluency or near-native proficiency in German and full proficiency in English.