The Head of Sales will own and drive enterprise and public-sector revenue growth for Workforce Optimizer (WFO), a workforce management and optimisation SaaS platform serving healthcare, aviation, facilities management, hospitality, and large enterprises.
This is a player–coach role. The successful candidate will personally close strategic deals, build and coach a high-performing enterprise sales team, and establish a repeatable sales motion aligned with long procurement cycles, regulated environments, and complex solution selling.
Key Responsibilities1. Revenue Ownership & Deal Closure- Own new ARR and professional services revenue targets
- Personally lead and close large, complex enterprise and government deals
- Manage the full sales lifecycle:
- Discovery & value framing
- Executive presentations and demos
- Commercial structuring and pricing
- Contract, procurement, and legal negotiations
- Act as executive sponsor for strategic accounts
- Define and execute WFO’s enterprise go-to-market strategy
- Establish clear Ideal Customer Profiles (ICPs) and vertical focus
- Build and maintain a strong, qualified pipeline
- Drive account-based selling for key logos and lighthouse customers
- Recruit, onboard, and coach Enterprise Account Executives
- Develop sales capability in:
- Solution selling
- Value-based pricing
- Public-sector procurement
- Set clear sales targets, quotas, and performance expectations
- Conduct deal reviews and ensure pricing discipline
- Create and continuously improve WFO’s sales playbook, including:
- Discovery frameworks
- Demo and pilot strategy
- Proposal and commercial models
- Ensure consistent and repeatable sales execution across the team
- Improve sales forecasting accuracy and pipeline hygiene
- Represent WFO in:
- Customer executive briefings
- Industry events and conferences
- Strategic partner discussions
- Support partnerships with system integrators and technology partners where relevant
RequirementsMust-Have
- 10+ years of B2B sales experience, with at least:
- 5+ years in enterprise or public-sector SaaS sales
- Proven track record of closing:
- 6–7 figure enterprise or government contracts
- Strong experience selling:
- Complex, configurable software platforms
- Solutions involving integration, implementation, and services
- Hands-on experience navigating:
- Government procurement and tender processes
- Long sales cycles and multi-stakeholder decision making
- Experience managing and coaching senior sales professionals
- Experience selling into: Healthcare, aviation, logistics, or regulated industries
- Familiarity with: Workforce management, HR tech, or optimisation software
- Exposure to: SAP SuccessFactors, Workday, or enterprise ERP ecosystems
- Regional sales exposure (APAC)
Benefits
Competitive senior-level compensation, strong sales enablement, long-term growth incentives, and the opportunity to build and lead an enterprise SaaS sales function with real market impact.
- Hybrid work setup with flexibility to manage enterprise and public-sector engagements
- Sales enablement tools provided, including laptop, mobile, CRM, and demo environments
- Clear performance incentives, including accelerators and long-term growth opportunities
- High autonomy and visibility, with direct access to leadership and influence on GTM strategy
Top Skills
What We Do
Workforce Optimizer develops, implements and support software solutions that allows enterprises to deploy and manage their workforce optimally. Unlike other approaches that rely on time-consuming manual processes or simplistic, rules-based software, Workforce Optimizer employs breakthrough AI and mathematical techniques that rapidly synthesize and process complex workforce factors to predict labour demand, automatically create optimized schedules, and dynamically redeploys the workforce in real-time based on unplanned events.
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