Job Description

Head of Sales (B2B SaaS Financial Services)
Johannesburg
This is a high-growth B2B SaaS company transforming how businesses manage credit risk and financial operations. The business is expanding headcount and capabilities, and now requires a sales leader who can architect, scale, and drive a high-performing sales function while contributing at the executive level to company strategy.
The Role
The company is seeking a Head of Sales to take full ownership of its growing sales team and revenue engine. This role will focus is on building, managing, and optimising a high-performance sales team aligned to business goals. The Head of Sales will sit on the executive committee (Exco) and contribute meaningfully to company-wide decision-making.
The ideal candidate is a professional manager with a deep understanding of the science of sales management--data-driven, structured, and skilled at building strong sales cultures. They must be able to mentor and lead a team working on B2B deals with sales cycles ranging from a few weeks to a few months. Key
Responsibilities

• Own the full sales function and its performance across new business and existing client expansion.
• Build and scale a capable, accountable, and high-performing sales team.
• Define, implement, and continuously improve sales processes to ensure efficiency, predictability, and alignment with company goals.
• Manage accurate and reliable sales forecasting to give Exco clear visibility of the pipeline and revenue growth.
• Provide coaching and support to the sales team on complex deals.
• Design and track sales KPIs that drive performance and accountability.
• Feed market intelligence and customer feedback directly into product development.
• Play an active role in executive-level strategy discussions and growth planning.

Must-Have Experience

• Proven experience managing a B2B sales team within technology (SaaS strongly preferred).
• Deep understanding of sales performance management, metrics, pipeline analysis, and forecasting.
• Track record of building, developing, and scaling sales teams
• Proven success in working in environments with higher sales cadence (deal cycles typically 6-18 weeks) with some light integration or product tailoring.
• Strong ability to recruit, coach, and retain high-performing salespeople.
• Experienced in refining or redesigning sales processes to improve conversion and efficiency.
• High emotional intelligence and strong communication skills, able to lead from the front but also collaborate across functions.
• Prior experience in a B2B technology company (SaaS preferred).
• Comfortable working from the Johannesburg office most days of the week (this is not a remote role).
• Strong ability to hold your own in strategic discussions and decision-making with opinionated senior leaders.
• Confident but humble - the role requires a blend of conviction, insight, and collaboration.

Nice to haves (but not required)

• B2B financial services experience
• Previous experience scaling sales teams
• Experience managing both sales & customer success

Skills Required