Head of Sales for Optimaria

Do you want to lead the commercial strategy and scale the operations of a disruptive energy sector SaaS platform?

🚀 About the Company

Optimaria is the intelligent energy management software and SaaS platform that connects energy managers, advisors and distribution channels with more than 35 electricity and gas suppliers. Our technology automates consumption analysis, speeds up contracting procedures and enables professionals to access better commissions and market conditions.

After consolidating our technology and product, we are entering a phase of structuring and commercial scaling. We seek to onboard a Head of Sales with strong technical judgment and human skills to structure the Go-To-Market model, professionalize Outbound prospecting and lead our sales team.

🧩 The Commercial Challenge

We have a B2B Outbound prospecting model targeting agencies, energy managers and distribution channels (as well as sector companies such as installers). We need a Builder-minded person who designs, orders and executes the end-to-end commercial process: from database generation and qualification, to CRM traceability and handoff to Account Managers / Customer Success.

🔍 Your Responsibilities

• Empathetic Leadership: Lead, train and accompany the BDR team with pedagogy and example, earning the team’s respect through constant support and constructive communication.
• Execution: Directly participate in sales processes, leading commercial meetings and collaborating with Management on the operational development of strategic accounts and complex negotiations.
• Executive Coaching: Provide active support to both BDRs and KAMs to resolve pipeline issues and accelerate deal conversion.
• Cross-Department Alignment: Work hand in hand with Operations and Product to translate market learnings and streamline operations across the company.
• Go-To-Market Construction & Iteration: Design and optimize the full B2B Outbound process: prospecting strategy, market scraping, database generation, sales pitches and efficient handoff to Account Managers/CAMs.
• CRM Governance & Discipline (HubSpot): Structure and keep the pipeline clean and automated in HubSpot. Ensure data quality, contact traceability and objective funnel measurement.
• Commercial Processes & Playbook: Create, formalize and iterate the company’s Sales Playbook (prospecting methodologies, contact cadences, qualification and value demonstration of the software).
• Metrics Analysis & Forecast: Define and monitor key KPIs (conversion rates, prospecting volume, demo schedules, cycle speed) and iterate data-driven strategies.
• Strategic Collaboration with Leadership: Work directly with the CEO and the executive team on designing compensation plans/variables, defining the commercial business plan and aligning objectives.

👩‍💼 What we expect from you

• B2B Complex / Outbound Sales Experience: Prior track record leading or managing end-to-end commercial processes in B2B Outbound, SaaS or technical/financial services.
• Technical Mastery of the Sales Process (GTM & Data): Demonstrated ability to explain and structure a Go-To-Market for B2B from scratch (ICP definition, data scraping/enrichment, contact cadences and funnel architecture).
• Advanced HubSpot Management: Solid experience in configuring, managing workflows, pipelines and analytics within HubSpot (Super Important)
• Leadership Style: High empathy, active listening and a hands-on approach to motivate, guide and raise the team’s level without destructive pressure dynamics.
• Builder Mindset & Ownership: Ability to bring structure where there is ambiguity, drop to daily execution when needed and rise to business strategy.

🚀 Bonus (not required)

• Energy Sector: Familiarity with energy sector (retailers, photovoltaics, energy consulting, electricity/gas supplies) or B2B software management.
• Languages: Fluent English

🎁 What we offer

• Location: 100% Remote (fully flexible).
• Salary: Competitive package negotiable based on value.
• Hours: Official hours are 9:00 to 18:00 (some flexibility) Monday to Thursday with Friday half-day and August.
• Direct Impact: Key position with direct reporting to the CEO to influence growth, commercial architecture and company culture.