Head of Sales - GER (f/m/d)

Job description

At Moss, we give finance professionals the power to automate their day-to-day and make forward-thinking decisions. Our team and culture make us unique — we’re driven by impact and growth, where every one of us strives to learn and excel. Recognised by Sifted’s Rising 100 https://sifted.eu/rankings/b2b-saas-rising-100-2024 and LinkedIn's Top Startups https://www.linkedin.com/pulse/linkedin-top-startups-2024-20-aufstrebende-unternehmen-bjd0c/, we’re here to help propel your career and together, make Moss a lasting success. This role reports to the VP Sales and carries end-to-end accountability for the Germany revenue number. Germany is Moss's most established commercial market: 10-12 Account Executives, a strong GTM model with qualified leads, and a product with genuine traction in the SMB segment. The person joining will be the most visible leadership presence in the market, and will be measured on how quickly they earn the team's respect through commercial credibility, coaching quality, and being genuinely in the weeds on deals. Your responsibilities - Own the Germany revenue number across all Account Executives: conversion rates, deal discipline, average order value, and pipeline health, with a clear mandate to drive a step change in team accountability and urgency. - Coach the team directly on live deals: join customer calls, run structured deal reviews, and give specific, actionable feedback that changes how AEs qualify, multi-thread, and close. - Diagnose pipeline and performance data to identify where deals stall, where next steps are missing, and where team habits need to change, then translate those findings into concrete processes and targeted interventions. - Build and iterate core sales infrastructure: qualification frameworks, mutual action plans, and the weekly coaching cadences the team runs on. - Partner with marketing, product, and revenue operations to adapt the go-to-market as Moss's product and customer segmentation evolve, including more complex deal structures and outbound motions ahead. - Lead the career and performance conversations the team needs: clear expectations, honest feedback, and visible accountability when the bar is not being met. About you - 4+ years of full-funnel B2B SaaS sales experience in SMB or mid-market (50-500 employees), with clear evidence of quota attainment in a high-volume, high-velocity environment - 2+ years leading a direct team of Account Executives with full quota responsibility - Demonstrable experience impacting conversion rates, pipeline health, and driving excellent team culture - Fluent in German (C2) and English (C1) In addition, here are the skills and attributes we are looking for: - Establishes credibility with a team through deal involvement and coaching quality, not seniority; closes the product knowledge gap fast by leaning in, not waiting to be trained - Reads pipeline data with urgency: spots a pattern, forms a hypothesis, tests a fix, and tracks what changes - Direct and specific when coaching AEs: concrete feedback on specific deals, not high-level frameworks - Brings intrinsic drive and models the accountability and urgency expected of the team - Already uses AI tools to improve personal productivity and incorporates them independently into new workflows About Moss Moss is a SaaS scale-up founded in Berlin, with a team of 300+ people from 50+ nationalities in 5 offices across Europe. Our ambition is bold: to power every SMB’s spend across Europe - fully digital, AI-driven, and seamlessly integrated for complete control. To date, over 5000 businesses in Germany, Netherlands and the UK use Moss’ leading spend management product, with modules such as corporate cards https://www.getmoss.com/corporate-credit-card, accounts payables https://www.getmoss.com/accounts-payable, employee cash reimbursements https://www.getmoss.com/reimbursements and procurement https://www.getmoss.com/procurement. Moss has raised a total of €180 million in funding and is backed by the most renowned tech investors including Valar Ventures, Tiger Global, Global Founders Capital, Cherry Ventures and A-Star. Be part of a culture that thrives on impact and speed, where you can take bold moves, learn fast and accomplish more. We’re a place where you can fast track your career - here's what else to expect: - Top-of-market compensation package, including equity. - Our vibrant offices are at the heart of our culture, where in-person time fuels collaboration and connection over weekly breakfasts and Friday demos. - Additional benefits include: 20 days “work from abroad”, 600EUR/GBP Learning & Development Budget, and other local benefits. Unless stated otherwise, benefits apply to full-time positions (interns and working students receive a tailored package). By applying for the above position, you will confirm that you have reviewed and agreed to our Data Privacy Policy https://www.getmoss.com/privacy-policy.