Head of Sales

The Head of Sales at Malt is responsible for managing a high-performing team of around 20 sales professionals, driving revenue growth in the Spanish market, and expanding our enterprise segment. This includes defining strategic plans, building relationships with key executives, and collaborating with other departments to enhance product adoption and client success.

Candidates for the Head of Sales position at Malt should have over 10 years of experience in B2B sales, including at least 5 years in leadership roles. A proven track record of driving growth and a deep understanding of complex sales cycles in the Spanish market are essential. Additionally, a strategic mindset and strong communication skills in Spanish and English are required.

At Malt, we promote a culture of equality and inclusion, with a strong emphasis on continuous learning and performance. The Head of Sales will lead a diverse team and work closely with cross-functional teams, emphasizing collaboration and innovation to drive success in the market.

The Head of Sales plays a critical role in scaling operations in Spain by defining and executing ambitious revenue targets. Through strategic planning and building relationships with C-level clients, this position directly influences Malt's market leadership in a rapidly growing region.

Malt offers a range of employee benefits including stock options, premium healthcare coverage, flexibility with remote work, annual sabbatical leave, and opportunities for continuous learning through book orders. We also hold team-building events to foster a sense of community within the team.

To build and manage a successful sales team, I focus on fostering a culture of trust and collaboration. Setting clear expectations, providing regular feedback, and encouraging continuous learning are vital. I believe in empowering team members to take ownership of their roles, motivating them to reach ambitious goals.

I have extensive experience with enterprise sales cycles, understanding the complexities involved. Building strong relationships with C-level executives is crucial, as is tailoring solutions to their specific needs. I leverage data analytics and CRM tools to influence decision-making throughout the sales process.

I stay informed by regularly analyzing market research reports, following industry news, and maintaining strong communication with other professionals in the field. Networking events and webinars are also valuable for keeping up with the latest trends and competitive insights.

I prefer using methodologies like MEDDIC as they provide a structured framework for sales processes. This approach enhances our ability to qualify leads accurately, forecast pipeline value, and close deals effectively. It aligns well with our goal of improving sales performance continuously.

Addressing underperformance involves identifying the root causes through data analysis and open dialogue with team members. I provide targeted coaching, set specific improvement goals, and ensure that team members have the resources they need to succeed. It’s about turning challenges into development opportunities.

I prioritize revenue targets based on data analysis and insights into market needs. Strategic partnerships are evaluated on how they align with our business objectives and growth potential. Collaborating with cross-functional teams allows us to focus efforts on metrics that matter most.

Inspiring a sales team involves leading by example, celebrating wins, and fostering a positive environment. Regular one-on-ones, mentorship, and offering professional development opportunities demonstrate my commitment to their growth and motivate them to reach their goals.

One successful go-to-market strategy involved deep market research to identify unmet client needs, followed by targeted outreach and tailored value propositions for specific verticals. We aligned closely with marketing to create campaigns that resonated with potential leads, resulting in a significant revenue increase.

I utilize CRM tools like Salesforce for tracking sales activities and performance metrics. Additionally, business intelligence platforms provide deeper insights into market analytics, enabling data-driven decisions that improve pipeline quality and sales strategies.

Developing long-term client relationships relies on consistent communication and providing exceptional value. I prioritize understanding their business needs, offering solutions optimally, and actively seeking feedback to ensure client satisfaction and loyalty over time.