Ent. AE > Head of Sales

Company: Comstruct
Role: Head of Sales (with 6 months of AE work onboarding)
Location: Munich Germany
Language: German (native) English (C1)
WFH policy: Hybrid 3 days per week in office
Industry: Construction Tech / B2B SaaS
Product: Digital procurement platform for construction materials
Size and functions of local team: Sales (2 AEs) BD (1 BDR) Founder led sales (current acting HoS)

Role description:

• You will be the Head of Salesof the team fbut will start with a transtion period focused on closing enterprise deals the first 3-6 months months these deals will be handed over from the Founder who needs to understand how you run enterprise deals. Once confident in the Enterprise sales fit at Comstruct you will transition into the Head of Sales role taking over sales management tasks from the founder and getting more involved into strategtic and process optimization coaching the AEs and SDRs etc.
  
• Vertical: Construction industry (traditional/old industries)

• Market: Germany Switzerland enterprise and mid-market

• Buyer persona: Procurement leaders/operations heads in construction companies

• Deal size: 100K ACV

• Deal cycles: Enterprise mid-market POCs mix of inbound and outbound (BDR support AE self-generation)

• Tasks: Full-cycle sales building processes/playbooks mentoring BDRs growing enterprise accounts and mid-market POCs pipeline management in HubSpot

Unique about the company (that you dont read online (USPs to the candidate):

• Early stage (founded 2022) with 12.5M seed round (20VC Google Ventures - 2 very strong backers)

• Working with 9/10 largest Swiss construction companies already (proven their product market fit)

• You are the first sales leader helping a company exposed to very strong VCs transition from Founder Led Sales to a Professional Sales Org.

• Hands-on role with ability to shape GTM processes from scratch helping a high-profile SaaS scale-up transition from founder-led sales to a professional sales organization.

Growth perspective (for the candidate in the role/company):

• Start out as Ent. AE with contractual ste up to Head of Sales upon hittng certain requirements

• Exposure to building scalable processes and early GTM playbooks

• High ownership over DACH market expansion

Must-haves:

• 4 years as AE B2B closing experience
  
• Previous sales leadership experience can be 1st line management (e.g. Sales teamlead of AEs)
  
• Worked at least at 2 companies (experienced different environments ideally corporate start-up combination)

• Previous BDR experience (showing a strong ability to build a pipeline)

• Strong Enterprise experience showing you closed several deals 100K ACV with high stakeholder deal complexity.

• Start-up/scale-up experience

• Experience selling into traditional/old industries

• Comfortable building structure/processes (playbooks)

• Hands-on adaptable can operate in immature processes deal with ambiguity

Nice to haves:

• Construction industry experience

• POC/trial sales experience

• Exposure to best-practice sales org playbooks (know what good looks like in sales)

Salary range & secondary benefits:

• Up to 200K OTE (50/50 split)

• VSOP available

• Wellpass subscription workations offsites

• Personal development budget (certifications conferences books)

• Free meals snacks drinks

Hiring process:

1. Recruiter screen 30 min (Diana)

2. Hiring manager interview 30 min (Henric)

3. Case study presentation 60 min (Jakob Henric)

4. Team meeting (same day) Tristan Lissi

5. Final interview (Henric) 30 min

6. Reference check offer 20 min (Diana)

How to Introduce a candidate: ASHBY - inlog

Director