Head of Sales

Job Description:

About Tradeshift

Tradeshift is the cloud-based supply chain platform that transforms the way B2B buyers and sellers connect, transact and trade. We’re a leader in e-invoicing and AP automation, offering tools for compliant e-invoicing in 50+ countries, including China. We’re also an innovator in B2B marketplaces and embedded fintech services that bring value, opportunity and growth to any business that joins the network. Tradeshift’s vision is to connect every company in the world, creating economic opportunity for all. Today, the Tradeshift platform is home to a rapidly growing community of buyers and sellers operating in more than 190 countries. 

Tradeshift connects and empowers B2B commerce across global supply chains. We help B2B buyers and sellers grow together through technology that ensures every business has the access and tools they need to benefit fully from digital global trade. We’re a leader in e-invoicing and AP automation, offering full international compliance in 50+ countries including China. We’re also an innovator in B2B marketplaces and embedded fintech services that bring value, opportunity and growth to any business that joins the network.

About the role

As Head of Sales, you will drive and execute a comprehensive sales strategy to accelerate revenue growth in a technology environment as we scale up. This pivotal role involves leading Sales teams (direct and indirect), refining processes, and collaborating across the organisation to seize market opportunities. The ideal candidate will combine strategic leadership with a hands-on approach to closing key deals and growing the customer base.

Key Responsibilities:

1. Strategic Sales Leadership:

• Develop and implement a forward-thinking, scalable Sales strategy to drive revenue growth and market penetration  

• Collaborate closely with the VP of Marketing and Demand Generation teams to convert marketing-qualified leads into long-term customers

• Coordinate Sales initiatives with ongoing marketing campaigns, product launches, and go-to-market strategies 

• Design and own competitive and profitable pricing models that scale with the company's growth and market dynamics.

Function and Team Leadership and Development: 

• Lead, mentor, and scale the Sales team, fostering a high-performance culture with clear goals, KPIs, and development plans

• Build and nurture a team that thrives in a fast-paced unassisted environment, ensuring talent development at all levels

• Drive sales process consistency and alignment across direct and indirect Sales teams

• Cultivate key customer relationships and actively participate in closing strategic deals.

Budget Ownership and Resource Allocation:  

• Oversee the Sales budget, ensuring efficient allocation of resources that maximises ROI

• Continuously evaluate and optimise spending on tools, technologies, and headcount to meet changing business needs.

Performance Management and Reporting:  

• Establish and maintain strong pipeline management through CRM discipline, ensuring all sales activities and data are accurately captured

• Deliver comprehensive, data-driven reports on Sales performance, revenue forecasts, and growth opportunities to the executive team 

• Analyse sales trends, customer feedback, and market conditions to refine strategies and maintain competitiveness

• Champion a culture of sales excellence through continuous improvements in sales process, forecasting, and execution.

Cross-Functional and Executive Collaboration:

• Align Sales strategies with Product Development teams to ensure go-to-market alignment and capitalise on product innovations 

• Serve as a key member of the executive leadership team (ELT), contributing to company-wide strategy, and role-modelling our Leadership principles and embodying our Values.

• Operate in lockstep with the COO to earn customer lifetime loyalty and cultivate renewal and upsell opportunities

• Work closely with executive team (ELT) to communicate the Sales vision, report on progress, and identify areas for growth  

• Represent the Company at key industry events, conferences, and with strategic partners, positioning the company as a market leader.

Qualifications:

• Bachelor's degree in Business Administration, Sales, Marketing, or a related field (MBA preferred)

• Proven track record in a senior sales leadership role within a technology-driven, fast-scaling company

• Deep understanding of market dynamics in the tech sector, with experience launching and scaling innovative products and services

• Experience driving significant, sustainable growth in rapidly changing, fast-paced environments, balancing short-term wins with long-term strategy 

• Proficiency in CRM platforms (Salesforce preferred), sales enablement tools, and data analytics software.

Key Skills and Competencies:

• Strategic Visionary: Ability to create and execute scalable, revenue-driving strategies in a growth environment

• Leadership Excellence: Proven ability to lead and grow diverse, high-performing teams across multiple regions and functions

• Agility and Resilience: Thrives in a dynamic, fast-changing environment, with the ability to artfully pivot strategies as needed

• Data-Driven Approach: Strong analytical skills with the ability to leverage data to drive sales decisions and performance improvements

• Negotiation and Influence: Expert at managing complex sales cycles and negotiating with high-profile customers

• Commercial Acumen: Deep understanding of sales finance, budgeting, and resource management to maximise revenue impact.

• Brand Advocacy: Ability to demonstrate our products internally and externally by building an appealing narrative to convince future customers

This role is critical in positioning our innovative products in the market and ensuring that our Sales organisation is set up to scale with our growth. The Head of Sales will directly impact the company's ability to drive sustained revenue growth while maintaining a customer-first focus.