Head of Sales

Qapla'; Ravenna; Ibrido; EUR 60.000 - 70.000; Tempo pieno

Vantaggi offerti da questo lavoro

Fully remote

Bi-monthly on-site days in San Cascian

Direct access to CEO

Bonus tied to targets

Scale-Up environment

Descrizione del lavoro

Qapla' SPA SB is seeking a Head of Sales to lead and execute a field‑focused, strategic sales agenda in a fast‑growing B2B SaaS environment. You will own the end‑to‑end sales process, close the most strategic deals, and expand both direct clients and partner networks.

You will manage a 4‑person sales team, define commercial priorities with the CEO, and drive ownership, accountability, and results while staying hands‑on in pipeline, negotiations, and field activity.

Competenze

• Proven B2B SaaS experience with e‑commerce and logistics knowledge.
• Track record of meeting and exceeding sales targets.
• Experience leading sales teams and closing complex negotiations.
• Hands-on, strategy plus execution; willingness to sell directly.
• Fluent in Italian and English; willing to travel occasionally.

Mansioni

• Directly manage the sales process and close strategic deals.
• Develop and grow the direct client portfolio and identify opportunities.
• Manage and grow the partner network and attend industry events.
• Lead the 4-person sales team, set goals and processes.
• Collaborate with the CEO to align commercial strategy with product and market.

Conoscenze

B2B SaaS

E-commerce

Logistics

Sales leadership

Team management

Negotiation

Direct sales

Italian fluency

English fluency

Descrizione del lavoro

Qapla' SPA SB is a leading SaaS platform for post-purchase and delivery management in e-commerce, helping brands and merchants turn logistics and the delivery experience into an opportunity for business growth and customer loyalty.

We are looking for a Head of Sales who can combine strategic vision with strong execution. Not a manager who simply coordinates, but a true player‑coach — someone capable of leading the team, developing clients and partners, and above all selling directly and closing the most important deals, with the drive to lead the next stage of our Sales Team.

This role reports directly to the CEO.

Who we’re looking for

We’re looking for a Sales Leader with solid experience in B2B SaaS, accustomed to working in Scale‑Up and fast‑growing environments.

Someone who can define a commercial strategy, turn it into execution, and lead the team to achieve its goals.

But above all, someone who hasn’t lost the drive to be out in the field: pipeline, clients, negotiations, and closing will be an integral part of the job.

What you’ll do

Operations Direct Sales

• Directly manage the sales process.
• Take the lead on the most strategic and complex deals, driving negotiations and closing.
• Develop and grow the direct client portfolio, identifying new business opportunities.
• Manage and grow the Partner network, creating new business opportunities and strengthening existing ones.
• Monitor pipeline, forecasts, conversion rates, and sales performance, turning data into concrete actions.
• Attend trade shows, industry events, and meetings to build relationships and new opportunities.

Management Strategy

• Lead and coordinate the current Sales Team of 4 people, supporting their growth, performance, and development.
• Define, together with the CEO, the commercial strategy and sales priorities.
• Translate strategy into concrete goals, processes, and activities for the team.
• Be responsible for achieving company and team sales targets.
• Identify opportunities to improve processes, sales methodology, and the organization of the Sales Team.
• Build a sales culture oriented toward ownership, accountability, and results.
• Work closely with the CEO and other company teams to align commercial strategy, product, and market.

What we require

Must-have

• Proven experience in B2B SaaS companies, with deep knowledge of the e‑commerce and logistics sectors.
• Previous success in the role of Head of Sales or Sales Manager within structured organizations.
• Demonstrable track record of meeting and exceeding sales targets.
• Strong experience in managing and developing Sales teams.
• Solid experience handling complex negotiations and closing, with availability to sell directly.
• Ability to work effectively in Scale-Up / fast‑growing environments, characterized by rapid change, high autonomy, and a fast pace.
• A strongly hands‑on approach: strategy, yes, but always paired with execution.
• Excellent communication, negotiation, and leadership skills.
• Fluency in Italian and English is required.
• Willingness to travel occasionally for industry trade shows and events.

What we offer

• Salary: €60,000 – €70,000, commensurate with experience and seniority level.
• Variable component: bonus tied to achieving company and team sales targets.
• Fully remote, with great flexibility in organizing your work.
• Availability for bimonthly on‑site days at our offices in San Casciano in Val di Pesa (FI), for team collaboration and alignment.
• A role with strong business impact, direct access to the CEO, and a real opportunity to influence Qapla's commercial growth.
• A dynamic, ever‑evolving Scale‑Up environment, where autonomy, fast decision‑making, and execution make the difference.