Head of Sales & Marketing

Nebula; Milnerton; On-site; ZAR 2,500,000 - 5,000,000; Full time

Benefits offered by this job

Leave days

Mulligan day

High-spec laptops

Well-being program

Microsoft courses

Training allowance

CSR initiatives

Gap cover

Job summary

Nebula in South Africa is seeking a Head of Sales & Marketing to own the revenue engine across two platforms: OneView and the ISV Growth Platform. You will personally close strategic enterprise deals while building an AI-native, seven-person team and the systems that make growth repeatable and predictable.

Reporting to the CEO, this player-coach role requires setting pricing and GTM plans, managing partnerships with Microsoft, AWS and Google, and driving a data-driven growth strategy that scales

Qualifications

• 10+ years in B2B software revenue roles with leadership experience in sales and marketing
• Proven track record closing enterprise SaaS deals with CIO/CFO/CISO buyers
• Experience building or scaling a GTM team in a mid-size to large ARR software business
• Knowledge of hyperscaler partner ecosystems (co-sell, marketplaces) or ability to build quickly
• Fluency with modern revenue tech stack (CRM, attribution, ABM) and managing an AI-augmented team
• Strong board-level communication and reporting abilities
• Experience selling direct-to-enterprise and via partners simultaneously
• Exposure to usage-based pricing, FinOps or telecom/tech expense domains
• Experience in founder-led, self-funded environments

Responsibilities

• Carry total new ARR and qualified pipeline targets across both business lines, aiming for 3-4x coverage of quarterly targets
• Set annual and quarterly go-to-market plans (segments, channels, budget, campaigns) and run the planning cycle
• Own pricing and deal structures, including outcome-based gain-share models and cloud marketplace terms
• Report revenue, pipeline and marketing performance monthly to CEO and board
• Own the Dream 100 account list and build executive relationships in top accounts
• Lead pursuit and close of top-tier enterprise opportunities with CIO, CFO and CISO buyers
• Maintain executive relationships with Microsoft, AWS and Google partner leadership and sponsor co-sell
• Represent Nebula’s category story externally with analysts, events and publications
• Hire, develop and lead department (demand, ops & AI, creative, product marketing, outbound roles)
• Set quarterly OKRs and development plans; manage performance
• Create a weekly operating rhythm with clear SLAs
• Collaborate with Product, CS and Finance on roadmap input, expansion pipeline, references and CAC/payback

Skills

B2B software revenue

Enterprise SaaS sales

GTM team building

Hyperscaler ecosystems

CRM & ABM tooling

Executive communication

Direct & partner sales

Tools

HubSpot CRM

Job description

Do you want to be part of a dynamic team constantly challenging the status quo and finding "smarter" ways of doing things? If you answered yes, keep reading.

Who Are We?

1Nebula is a next-generation SaaS Technology Business focused on providing businesses with cloud & technology expense management services and tools to accelerate their cloud journey.

We hire amazing people from across South Africa, making our diverse group of team members, called N48Xers, a force to be reckoned with.

Learn more about our people brand by watching our culture videos:

https://www.youtube.com/watch?v=4JkUpUigUdM&t=1s
https://www.youtube.com/watch?v=iVk3_vVyrW0

Job Opportunity at 1Nebula:

The Head of Sales & Marketing owns the full revenue engine (strategy, pipeline, brand and partner channel) across two platforms.

OneView is our enterprise technology intelligence and FinOps platform for CIOs and CFOs. The ISV Growth Platform (Stactize + 1ViewCloud) serves cloud-native software companies scaling through Microsoft, AWS and Google. Reporting to the CEO, this is a player-coach role. You'll personally close strategic enterprise deals while building an AI-native, seven-person team and the systems that make growth repeatable and predictable.

What You will do within this role (Your key responsibilities):

Revenue and Strategy:

• Carry the total new ARR and qualified pipeline targets across both business lines, aiming for 3-4x coverage of quarterly targets
• Set the annual and quarterly go-to-market plans (segments, channels, budget and campaign themes) and run the quarterly planning cycle
• Own pricing and deal structures, including outcome-based gain-share models and cloud marketplace commercial terms
• Report revenue, pipeline and marketing performance monthly to the CEO and board

Strategic Selling and Partnerships:

• Own the Dream 100 account list and build executive relationships in the top 20 accounts
• Personally lead the pursuit and close of top-tier enterprise opportunities with CIO, CFO and CISO buyers
• Hold executive relationships with Microsoft, AWS and Google partner leadership, and sponsor the co-sell motion
• Represent 1Nebula’s category story externally with analysts, at events and in flagship publications

Team Leadership:

• Hire, develop and lead the department: demand, operations & AI, creative, product marketing and two outbound roles
• Set quarterly OKRs and a development plan for every role, and manage performance
• Build a weekly operating rhythm with clear SLAs that the team can run without you chairing every forum
• Partner with Product, Customer Success and Finance on roadmap input, expansion pipeline, references and CAC/payback

More about You (Our requirements for the role):

Although we believe in the potential of others more than anything else there are some minimum requirements we would look for so consider these before sending us your application

• 10+ years in B2B software revenue roles, with at least 4 years leading combined sales and marketing (or closely partnered) functions
• Track record closing enterprise SaaS deals with C-level buyers (CIO/CFO/CISO), ideally in FinOps, ITAM/TEM, cloud management or adjacent categories
• Experience building or scaling a GTM team in a $2M-$20M ARR software business, and comfort operating hands-on without large supporting functions
• Working knowledge of hyperscaler partner ecosystems (co-sell, marketplaces, MDF), or the proven ability to build it fast
• Fluency with a modern revenue stack (HubSpot or equivalent CRM, attribution, ABM tooling) and comfort managing an AI-augmented team
• Board-level communication skills: crisp written reporting and confident presentation of plans, results and trade-offs
• Experience selling direct-to-enterprise and through partners at the same time (preferred)
• Exposure to usage-based pricing, FinOps or telecom/technology expense domains (preferred)
• Experience in a founder-led, self-funded business (preferred)

Our Amazing Perks!

• Enjoy 20 Leave days a year plus a "mulligan day" each quarter after meeting all your deliverables. That's 4 extra leave days annually!
• High spec laptops
  
• Access to our Well-being program and Employee support services - we believe in work/life balance being of utmost importance for you and your family so this perk is for them too.
• Grow your skills and learn something new with paid for Microsoft courses and certifications.
• Take up a hobby and unlock a training allowance every 2 years to do something non-work related.
• Give back by participating in our Culture and Social Responsibility initiatives.
• Free Gap cover