Head of Sales

• +10 yearsB2B SaaS sales experience

• Experience managing teams of 20+ people, including middle managers (multi-layer org, not just individual contributors)

• Experience selling HR software

• Cross-market experience (having sold or led sales in more than one country/market)

• Fluency in 2-3 European languages

• Experience selling payroll software

We're looking for a Head of Sales with a proven track record in B2B SaaS - specifically someone who has already built and run a sales org of 20+ people with a middle-management layer, sold HR software, and operated across more than one market. We already have a working SDR/AE motor in Spain; what we need now is someone who's done this at scale elsewhere and can bring that playbook to Valeria as we grow toward the same maturity, including internationally.

This isn't a "manage what already exists" role. You'll take a small, single-layer team today and be the one who knows - because you've done it before - how to turn it into a structured, multi-layered org with the segmentation, forecast discipline, and eventually cross-market reach that comes with that scale.

• Own the commercial strategy and revenue architecture: define ICP, segmentation, and pricing/packaging alignment with Product - decide which segment (SMB, mid-market, or enterprise) we go after first, with a clear rationale, rather than spreading thin across all three

• Build and own the sales funnel end-to-end: prospecting → qualification → demo → close → expansion, with defined stage criteria and conversion benchmarks at each step

• Set and manage forecast infrastructure: quota design, pipeline coverage ratios, win-rate and cycle-time tracking by segment, and rolling forecast accuracy - reported transparently to the CEO and founders

• Lead and scale the existing SDR/AE team toward a multi-layered org: hiring, coaching, ramp-time reduction, and performance management; design the org structure (pods, territories, or segment-based teams) and bring in middle managers as headcount grows past the current single-layer setup

• Drive GTM experimentation: test and iterate outbound/inbound mix, sales motion (PLG-assisted vs. high-touch), and channel strategy based on CAC/payback data, not intuition

• Bring cross-market experience to bear on strategy from day one: even while the immediate focus is Spain, use prior experience selling and leading teams in other markets to shape how Valeria's GTM and org design should evolve

• Partner cross-functionally with Product and Customer Success to close the loop between what's sold, what's built, and what's delivered - feeding market and objection signal back into the roadmap

• Co-design the sales compensation structure with People as the team and revenue model mature, including accelerators and quota-setting logic

• Lay the groundwork for international expansion: once the Spanish revenue engine is predictable, lead the go-to-market case for new geographic markets outside Spain - market sizing, entry sequencing, and the org/hiring model needed to support it (this is a medium-term execution mandate - the experience needs to be there from day one, the market entry itself doesn't)