Head of Sales - Software (m/w/d)

About ProtocolHero

ProtocolHero is building the platform that frees craft businesses from paper, chaos, and Excel. Our goal is clear: documentation and inspection reports should be so simple that they are created effortlessly in everyday work. Fast, clean, traceable, and ready for customers, acceptance, insurance, and in case of dispute. To achieve this, we are developing a modern B2B SaaS specifically for the trades, with strong templates, clear workflows, and AI functions that truly save time and reduce errors.

We are looking for a Head of Sales to evolve our sales from a founder setup to a scalable sales machine. Our product is validated, hundreds of craft businesses are already working with ProtocolHero, and growth has so far come mainly through network and inbound. Now you will take ownership of pipeline and closing, build a repeatable playbook, and establish clear processes to make growth predictable and reproducible.

Tasks

Active Selling and Closing

• Ownership of the entire sales cycle from initial contact to contract closing
• Demos, needs analysis, negotiation, closing, and clean handover to onboarding
• Focus on new customers, expansion, and clear revenue responsibility

Sales System and Processes

• Building a repeatable sales playbook with clear conversation guides, qualification, and objection handling
• Structure for pipeline management, forecasting, deal hygiene, and reporting, including close coordination with marketing for lead quality, messaging, and campaigns

Tooling and Enablement

• Responsibility for CRM and sales tool stack, including automations and sequences
• Definition of standards for documentation, notes, next steps, and follow-ups
• Building scalable templates, playbooks, and assets

Market and Product Feedback

• You are the ear to the market and translate customer feedback into clear impulses for our product
• You identify patterns in why deals are won or lost and derive measures

Team Building

• Building and leading your sales team
• Defining recruiting profiles, structuring onboarding, establishing a performance culture

Profile

• Several years of experience in B2B sales, ideally SaaS or complex software
• You can demonstrably work pipeline-driven and close deals repeatably
• You are hands-on, self-organized, and make decisions
• You can build processes without over-bureaucratizing them
• You have a good feel for target groups in the mid-market, ideally trades or field service
• You work structurally with CRM, outbound sequences, and clean follow-ups
• Native-level German language skills

Nice to have

• Experience with PLG motion, inbound funnels, or trial-to-paid motion
• Experience with partner sales or multipliers in the trades
• Experience in building sales enablement and team coaching

What we offer

• High degree of creative freedom; you will build sales from the early scaling phase
• Direct collaboration with the founder, quick decisions, little politics
• A product with clear benefits and a strong market, not just a gimmick
• Flexible work model, remote possible, modern office in Cologne
• Attractive fixed salary plus uncapped commission model and development perspective

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