Head of Sales

FriarTuck Pte Ltd; Singapore; Hybrid; SGD 180,000 - 320,000; Full time

Benefits offered by this job

Hybrid work setup

Sales enablement tools provided

Job summary

FriarTuck Pte Ltd is seeking a Head of Sales to own enterprise and public-sector revenue growth for our Workforce Optimizer SaaS platform. This player–coach role will personally close strategic deals, build a high-performing enterprise sales team, and establish a repeatable sales motion for long procurement cycles.

You will own new ARR, lead complex government and large enterprise negotiations, and guide GTM strategy across APAC markets with strong enablement and tools support.

Qualifications

• 10+ years of B2B sales experience.
• 5+ years in enterprise or public-sector SaaS.
• Proven track record closing 6–7 figure enterprise or government contracts.
• Experience navigating government procurement and long sales cycles.

Responsibilities

• Own revenue ownership and close strategic enterprise and government deals.
• Define and execute enterprise go-to-market strategy and ICPs.
• Recruit, coach, and lead Enterprise Account Executives.
• Create and continuously improve the sales playbook and process.
• Represent the company in executive briefings and industry events.

Skills

Enterprise SaaS sales

Public-sector sales

Leadership

Deal closing

Sales strategy

Go-to-market

Team building

Tools

Salesforce

Job description

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 Responsibilities

1. 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

2. Sales Strategy & Go-To-Market

• 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

3. Sales Team Leadership (Player–Coach)

• 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

4. Sales Process & Playbook Ownership

• 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

5. Market & Partner Engagement

• Represent WFO in:
  • Customer executive briefings
  • Industry events and conferences
  • Strategic partner discussions
• Support partnerships with system integrators and technology partners where relevant

Requirements

Must-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

Nice-to-Have (Strong Advantage)

• 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