ABOUT US

Thulium is a dynamically growing SaaS company based in Kraków, whose mission is to create modern solutions for comprehensive customer communication management. Our team consists of over 55 IT and business experts from all over Poland who every day build a product appreciated by organizations from the e-commerce, finance, tourism, and many other industries. We deliver a solution that combines an intuitive CRM, an advanced customer care platform, and integrations with channels such as phone, e-mail, chat, or Messenger. We have also recently implemented AI into our offer. Thanks to us, our clients save time, increase customer loyalty, and maximize the efficiency of their sales and customer service teams. We are chosen by market leaders: Onet, TUI Poland, Wittchen, Morele, and many others - because we focus on flexibility, automation, and support at every stage of implementation. Now we want to grow our sales team and are looking for a person who will lead it to further successes as Head of Sales. If you have the ambition to build a growth strategy in a dynamic SaaS environment and motivate a team to exceed successive goals - join us!

THE TEAM

As the Head of Sales, you will manage and develop a dynamic sales team, reporting directly to the General Manager of Thulium. Your task will be to lead and motivate a group of specialists that currently consists of 4 Account Executives and 2 SDRs, who are the driving force of our growth. The key to your success will be close cooperation with key departments, which will enable you to operate consistently and effectively at every stage of the sales cycle:

• Customer Onboarding: You will cooperate with specialists in implementing our product to ensure a smooth closing of the sales process and a smooth production start for our clients.

• RevOps: will be your partner in optimizing processes, tools, and strategies, which will allow you to make data-driven decisions and increase revenue.

• Telecommunication services coordination: you will cooperate closely with the Telecommunication Services Sales Coordinator, which is crucial for developing the offer.

• Data: The Head of Data will support you in analyzing the market and data, providing valuable insights necessary for scaling sales. In this position, you will use a modern tech stack, which includes: Pipedrive, Google Workspace, Slack, FireFlies, Looker. We focus on automation, using ready-made tools and scripts in Google App Script, which will allow you to focus on strategic management, not on repetitive tasks.

WHAT YOU WILL DO?

➡️ Strategic sales management: developing and implementing comprehensive go-to-market (GTM) strategies and sales plans that will support the company's dynamic growth in a competitive SaaS market.

➡️ Market segmentation and customer acquisition: creating, developing, and continuously updating ideal customer profiles (ICPs) and identifying and optimizing channels to reach key market segments. We acquire customers through inbound, but also thanks to outbound activities. You must have control over them to ensure the sales pipeline value is at the appropriate level.

➡️ Improving value proposition to support the sales process.

➡️ Sales process optimization: designing, implementing, and continuously improving scalable and effective sales processes that will ensure the maximization of conversion and profitability.

➡️ Achievement of business goals: responsibility for setting, monitoring, and achieving ambitious sales goals, both short- and long-term.

➡️ Synergy with marketing: close cooperation with the marketing department to develop effective lead generation strategies and create advanced materials and tools to support the sales process (sales enablement).

➡️ Sales team leadership: managing, motivating, and developing a highly efficient team of Account Executives, including supervising onboarding processes and continuous training.

➡️ Interdepartmental cooperation: active cooperation with the Customer Success and Support teams to identify up-selling and cross-selling opportunities, as well as optimizing customer experience and increasing their retention.

➡️ Technological innovations and automation: implementing and effectively using the latest technologies and tools for automating sales processes to increase team efficiency and productivity.

➡️ Development of acquisition channels: Proactively generating ideas and initiating the implementation of new, innovative lead generation channels that will expand our base of potential customers.

➡️ Strategic and operational support: providing expert support for the sales team in daily challenges and direct involvement in negotiations with key Enterprise customers.

➡️ Analytics and reporting: regular monitoring, analyzing, and reporting sales results to the General Manager, providing valuable conclusions that support business decisions.

WHAT WE EXPECT FROM OUR HEAD OF SALES

✅ Experience in B2B sales scaling: you have over 5 years of experience as a sales leader in a SaaS environment. You have documented successes in managing B2B sales, actively contributing to significant revenue growth and team scaling. You also have a history of selling multi-product, complex packages or SaaS solutions based on a platform.

✅ Proven results and achievements: you can boast a demonstrable ability to achieve and exceed revenue goals. You have documented, measurable successes in achieving and exceeding sales goals, team development, and implementing innovative strategies.

✅ Strategic leader with self-discipline: you are a highly motivated and proactive person, focused on execution and with a strong sense of urgency. You have experience in creating strategies, perspectives from the point of view of management staff, and implementation plans that engage the team. You are an autonomous person who can independently analyze results, draw conclusions, and set priorities.

✅ Mastery of sales technologies: you have expert knowledge and experience in building and motivating B2B sales teams, developing sales pipelines, and achieving revenue goals. You are proficient in modern tools and sales platforms (CRM, Sales Engagement, sales analytics) and can strategically use artificial intelligence (AI) to optimize processes and increase efficiency.

✅ Culture of continuous learning: you understand that mistakes are part of the process, but you can admit to them, analyze them (e.g., through post-mortem or lessons learned) and use them as a valuable lesson for future actions and improvements.

✅ Flexibility in location: we prefer people from Cracow or those who can be in our office in Kraków at least 3 times a week.

✅ Ability to cooperate in a complex environment: you are able to rally people to achieve common, positive results in a complex environment. You understand that the key to success is effective cooperation, honesty, and openness.

WHAT IS IMPORTANT TO US?

💡 5 years of experience in selling IT/SaaS solutions and services

💡 5 years of experience in managing a sales team

💡 Knowledge of English at a B1/B2 level

💡 Experience in building a sales strategy

💡 Good written and verbal communication skills

💡 Ability to take initiative and act independently, as well as organize the work of a content marketer

💡 Ability to effectively manage time and multiple tasks simultaneously

WHAT YOU GAIN?

🌟 Transparent conditions of remuneration and development EC/B2B 15 000 - 30 000 PLN

🌟 MIP/ESOP

🌟 The possibility of implementing your business ideas

🌟 Supervisors have experience in the field of marketing and sales, understand the specifics of work, and realize that not everything depends on you

🌟 Private medical care

🌟 Multisport Card

🌟 Cafeteria System

🌟 Other benefits

BASE PAY RANGE

Type of contract 📄 Permanent employment contract / B2B Work mode 💻 Hybrid work (partially in the office, partially at home).

RECRUITMENT PROCESS IS ONLY 4 SHORT AND PLEASANT STEPS

1. Send us your CV, provide your financial expectations, preferred form of cooperation, and availability
2. Meet with us online (about 30-60 min)
3. Meet with us offline (about 60 min)
4. Wait for feedback
5. Welcome aboard

Please include the following clause in your CV:

"I consent to the processing of personal data included in my job offer for the needs necessary to carry out the recruitment process conducted by Thulium Sp. z o.o. with its seat in Kraków in accordance with the Act of 29 August 1997 on the protection of personal data (Journal of Laws of 2016, item 922, as amended)". At the same time, I consent to the processing of my personal data by the advertiser for the needs of future recruitment."

We inform you that the Administrator of the data is Thulium Sp. z o.o. with its seat in Kraków, Stanisława Klimeckiego 4. The data is collected for the needs of recruitment. You have the right to access your data and correct it. Providing data in the scope specified by the provisions of the Act of 26 June 1974 Labor Code and executive acts is mandatory. Providing additional personal data is voluntary.

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