Head Of Sales

Company: Dexter Health

Role: Head of Sales

Location: Cologne Germany

Language Requirement: Fluent German (Native or Business Fluent) and English

Work Setup: In-office (5 days/week) WeWork initially transitioning to hybrid after early-stage team build-up

Industry: HealthTech Elderly Care

Product: AI-powered documentation platform for caregivers (voice-first interface); evolving into a full ERP for elderly care providers

Local Team Overview:

• 1x Account Executive
• 1x Customer Success Manager (CSM)
• 1.5 FTE SDRs (external agency to be replaced)
• Founder-led sales still active
• Hiring 2x AEs and 1x Head of Sales

Role Scope:

• Focus: Mid-market sales into elderly care facilities (church-run and private)
• Buyer Persona: Operational managers facility leads
• ACV: Average 30K (based on 90/resident/year avg. 320 residents per deal)
• Deal Range: 8K (small single facility) to 500K (multi-facility enterprise)
• Sales Cycle: Mid-length pilot-first approach (POC at 1200 with 90% conversion rate)
• Churn: 0% in first 12 months now slightly above zero after 1617 months
• Competitive Landscape: Main competitor is Voice (Berlin-based); Dexter wins 6070% head-to-head deals

Sales Structure:

• SDRs: Agency-led outbound to be replaced post Head of Sales hire. Focus is phone-first.
• AEs: Full-cycle. Combination of inbound and self-generated leads.
• CSM: Focused on implementation and upselling future product modules. Potentially reports into Head of Sales (or dotted-line depending on structure).

Responsibilities for Head of Sales:

• 80% team building & coaching 20% personal selling
• Directly involved in hiring and coaching SDRs and AEs
• Responsible for building sales playbooks setting KPIs team ramp-up and quota attainment
• Will likely manage or closely collaborate with Customer Success (important for long-term upsell strategy)
• Travel required: 12 days/month for client visits demos or events
• Will report directly to the Founder

What Makes Dexter Unique (beyond the website):

• Building a category-defining product in a deeply underserved space (elderly care)
• Product already delivering 4060 mins saved per nurse per day
• Vertical focus allows for deeper automation vs. competitors
• Already onboarding 2 facilities per week
• 600K total revenue from launch; 500K ARR in 2024 with 1.5M target by EOY
• Clear long-term vision to become the system of record for elderly care

Growth Opportunity:

• Build and lead your own sales team from scratch
• Early leadership role in a fast-scaling startup
• Equity (1%) and long-term strategic involvement
• Optional scope expansion toward international growth (Italy channel partnership signed)

Must-Have Criteria:

• Minimum 34 years of B2B SaaS sales experience
• Strong understanding of cold calling prospecting and top-of-funnel activity
• Experience closing mid-market deals (20K50K ACV)
• Process-oriented mindset understands KPIs sales operations optimization
• Ability to build coach and scale a sales team
• Willingness to work 5 days a week in Cologne office (with some flexibility later)

Nice-to-Have Criteria:

• Previous team leadership or team-building experience (even unofficial)
• Experience in early-stage SaaS startups
• Previous experience hiring and onboarding SDRs / AEs
• Familiarity with voice AI healthcare software or vertical SaaS
• Previous experience in similar ACV/deal structures or mid-market strategy

Compensation:

• Base Salary: 80K90K
• OTE: 120K150K (depending on experience level)
• Equity: 1% shares
• Flex depending on experience and stage (e.g. junior leader vs seasoned head)

Hiring Process:

• Step 1: Initial call with Marc (Founder)
• Step 2: Case study (coach-the-rep mock sessions)
• Step 3: In-person meeting or lunch
• Step 4: Offer stage (incl. optional reference check)

Feedback & Communication:

• Feedback on CVs expected within 2448 hours
• Slack channel will be set up for daily communications
• Marc to share Calendly link for interview scheduling
• Weekly 2025 min check-ins with Bluebird to review pipeline

Required Experience:

Director