Head of Sales – B2B Growth Strategy & Sales Systems

Salt Digital Recruitment; Cape Town; On-site; ZAR 1,000,000 - 2,000,000; Full time

Job summary

Salt Digital Recruitment is seeking an experienced Head of Sales to lead the development and execution of a scalable B2B sales infrastructure in Cape Town. The role focuses on building repeatable processes, value-based selling, and cross-functional alignment across Marketing, Operations, and Product.

The successful candidate will design and implement an outbound sales strategy, manage pipeline metrics, and establish governance for forecasting and coaching, driving sustainable growth.

Qualifications

• Experience building and scaling a repeatable B2B sales system.
• Fluency in sales metrics and pipeline instrumentation.
• Strong commercial judgment with pricing and value articulation.
• Cross-functional leadership experience.

Responsibilities

• Architect and implement a comprehensive B2B sales operating system, including stage definitions, exit criteria, call scripts, coaching rubrics, and weekly performance reviews.
• Develop and manage pipeline strategy and metrics, including coverage ratios, stage conversion rates, velocity, and leading indicators.
• Champion value-led commercial strategies, maintaining pricing integrity through effective discovery and ROI-based selling.
• Collaborate with Marketing, Operations, and Product teams to align go-to-market initiatives and drive integrated growth.
• Lead change management efforts to ensure adoption and adherence to sales systems and processes.
• Establish and maintain forecast hygiene, deal inspection cadences, and structured coaching frameworks.

Skills

B2B sales

Sales metrics

Pipeline instrumentation

Cross-functional leadership

Pricing strategy

Job description

Head of Sales - B2B Growth Strategy & Sales Systems

We are seeking an experienced and strategic Head of Sales to lead the development and execution of a scalable B2B sales infrastructure. This role is ideal for a commercially astute leader who has built and implemented structured sales systems-not just closed deals. The successful candidate will bring a proven track record of designing and operational outbound sales strategies, pipeline management frameworks, and performance inspection rhythms. This is a hands-on leadership role focused on building repeatable processes, driving cross-functional alignment, and embedding value-based selling discipline across the sales organization.

Key Responsibilities

• Architect and implement a comprehensive B2B sales operating system, including stage definitions, exit criteria, call scripts, coaching rubrics, and weekly performance reviews.
• Develop and manage pipeline strategy and metrics, including coverage ratios, stage conversion rates, velocity, and leading indicators.
• Champion value-led commercial strategies, maintaining pricing integrity through effective discovery and ROI-based selling.
• Collaborate with Marketing, Operations, and Product teams to align go-to-market initiatives and drive integrated growth.
• Lead change management efforts to ensure adoption and adherence to sales systems and processes.
• Establish and maintain forecast hygiene, deal inspection cadences, and structured coaching frameworks.

Candidate Profile Required Experience

• Demonstrated success in building and scaling a repeatable B2B sales system, with supporting documentation and artifacts.
• Deep fluency in sales metrics and pipeline instrumentation, with the ability to speak to conversion rates, velocity, and leading indicators.
• Strong commercial judgment with a disciplined approach to pricing and value articulation.
• Proven cross-functional leadership experience, driving initiatives beyond individual deal execution.

Preferred Experience

• Prior success in scaling sales within contracting, staffing, marketplace, or services-led go-to-market models.
• Experience in resource-conscious growth environments, with a focus on sequencing before spend.

Salt is acting as an Employment Agency in relation to this vacancy.