About the position
Purpose of the Role
To build and lead a sales team capable of winning net-new logos for the expanded proposition, while taking ownership of the delivery of an annual new business target.
This is a hands-on role. With a small team, a meaningful share of year-one revenue will come from deals that the Sales Director personally sources and closes, while simultaneously hiring and ramping the people who will carry the growth from year two onward. Candidates looking for a purely strategic or purely managerial position are unlikely to enjoy this role.
Why This Role
- Real ownership. This is the senior commercial role within the business, reporting directly to the Chief Executive Officer. The successful candidate will shape the go-to-market strategy for the expansion rather than simply execute someone else's plan.
- Build it your way. With a small team, an outsourced lead-generation partnership already in place, and the freedom to design the sales function properly, this is an opportunity to build rather than inherit someone else's structure.
- A product with proven traction. The business has an established customer base in field service management, and this role will take a proven product into a larger market.
- A market with room to grow. Operational service management is not yet a crowded, mature category in this region. There is genuine first-mover advantage available to the person who helps define the organisation's position within it.
- Visible impact. In a business of this size, the person in this role will see the direct impact of their decisions - on revenue, on the team they build, and on the future direction of the company.
Key Responsibilities
New Business and Revenue
- Own delivery of the annual new business target, focused on net-new logos rather than expansion of the existing customer base.
- Lead from the front on strategic enterprise opportunities by personally engaging at C-suite level, shaping deal strategy, and closing where required.
- Develop and maintain the qualified pipeline required to support the annual target.
- Own deal qualification standards and ensure the team consistently works to them.
Team Build and Leadership
- Recruit, onboard, and ramp new sales hires: a second salesperson immediately and a third within 12 months.
- Coach and develop the existing team member, raising performance in enterprise and multi-stakeholder selling.
- Own the relationship with the outsourced lead-generation and meeting-booking partner by setting the target profile and qualification criteria, holding them to agreed standards, measuring return, and recommending changes where the channel is not producing.
- Establish a structured sales cadence, including pipeline reviews, deal reviews, one-to-ones, and territory or vertical allocation.
- Build the performance framework, including targets, ramp expectations, and the management of underperformance.
Pipeline, Forecasting and Discipline
- Own forecast accuracy and Customer Relationship Management system hygiene.
- Maintain clear visibility of leading indicators - including pipeline created, meetings with target buyers, and stage progression - rather than focusing only on closed revenue.
Go-to-Market and Positioning
- Work with leadership on implementing and continuously enhancing the go-to-market plan.
- Feed market and competitor intelligence back into the product and marketing agenda.
- Build the outbound motion for target verticals, including facilities management, field services, retail operations, logistics, utilities, telecommunications, manufacturing, and industrial sectors.
What the First Year Looks Like
Enterprise sales cycles in this market typically run for six to nine months, which is why the target is measured annually. Progress will, however, be measured throughout the year against clear milestones.
First 90 Days
- Develop a clear point of view on the ideal customer profile, competitive landscape, and the most effective entry point into a net-new account.
- Recruit a second salesperson or have the successful candidate at offer stage.
- Review and requalify the existing pipeline against agreed standards and establish an honest baseline.
- Begin personal prospecting into target accounts.
- Establish the sales cadence and forecasting rhythm.
Three to Six Months
- Second salesperson in the role and ramping.
- Qualified pipeline building visibly against the annual target.
- Personally working a number of live enterprise opportunities.
- Consistent and credible forecasting in place.
Six to Twelve Months
- Third hire planned or in the role.
- Net-new logos closing, including deals personally led by the Sales Director.
- Annual target delivered, with sufficient pipeline coverage in place to support the following year.
Experience and Background Required
Essential
- Proven track record of selling B2B SaaS at enterprise level, with a business-case-led sale to C-suite buyers such as Chief Operating Officers, Chief Executive Officers, and Finance Directors rather than a feature- or tool-led sale to end users.
- Approximately 5-10 years of enterprise or mid-market SaaS sales experience, including responsibility for carrying and delivering annual quotas.
- An established network in one or more target sectors, including facilities management, field services, utilities, telecommunications, retail operations, or logistics.
- Recent, personal, hands-on closing experience - this is a leadership role, but it is not a hands-off one.
- Experience building a sales team from a small base, including hiring, ramping, coaching, and establishing cadence, rather than simply inheriting a mature and established function.
- Comfortable leading a small team while carrying significant personal responsibility for strategic deals.
- A strong track record in new business acquisition specifically, rather than account management or renewals.
- Comfortable operating in an environment where the category proposition and go-to-market strategy are still being refined.
- Strong commercial discipline around pipeline management, qualification, and forecast accuracy.
Advantageous
- Background in operations-heavy sectors such as facilities management, field services, retail operations, logistics, manufacturing, or industrial environments.
- Experience working for an established enterprise software provider within field service management, workforce management, asset management, enterprise resource planning, or broader enterprise SaaS.
- Experience in workforce management, field service management, enterprise asset management, maintenance-management systems, enterprise resource planning, or related operational software.
- A desire to move from a larger organisation into a growth-stage business offering greater ownership, influence, and earning potential.
Not a Fit
- Candidates from predominantly account management, farming, or renewals-led backgrounds.
- Candidates who have been purely managing for several years with no recent personal closing experience.
- Candidates whose experience is entirely in high-volume transactional or small-to-medium-business selling.
Attributes
- Comfortable being held accountable to leading indicators, not only closed revenue.
- Genuinely enjoys building - hiring, coaching, and developing people.
- Credible and confident in a room with senior executives and business leaders.
- Resilient and patient within a long enterprise sales cycle.
- Commercially driven, entrepreneurial, and comfortable taking ownership.
- Able to balance strategic leadership with hands-on selling.
How Performance Is Measured
Performance will be assessed against the annual target, supported by quarterly reviews of:
- Net-new logos won.
- Qualified pipeline created and coverage against target.
- Team hiring and ramping against the agreed plan.
- Progression of opportunities through each stage, not simply closed revenue.
***Salary - R70,000-R115,000 CTC per month + commission and performance incentives (Negotiable, based on skills, experience and in relation to current package)
Desired Skills:
About The Employer:
About the Company
The Company is an established workforce management SaaS provider. The business has built a strong foundation in field service management and is now expanding into broader operational service management - a wider proposition that targets more senior buyers, larger deals, and a more competitive market. This is the role that will lead that commercial expansion.
