Head of Sales – Engineering SaaS (CPT)
Media/Marketing/Sales
Cape Town – Western Cape – South Africa
ENVIRONMENT:
LEAD revenue growth by building and executing on the go-to-market strategy as the next Head of Sales – Engineering SaaS wanted by a provider of sustainable and cost-effective Solar Energy to join its team. This will include setting strategy, generating pipeline, closing key accounts, and eventually building out a team. You’ll work cross-functionally with Marketing, PR, Product, and Development to ensure a cohesive and high-impact customer journey. The ideal candidate must have at least 7+ years of B2B SaaS sales experience, including closing complex deals and building go-to-market functions & experience selling to technical buyers (Engineers, Developers, Project Managers) in sectors like Energy, Infrastructure, or Enterprise SaaS. You will also need a track record of driving revenue in new markets and building cross-regional sales and in recording successful sales in at least one of the EU or US markets.
DUTIES:
Sales Leadership & Strategy –
- Design and own the sales strategy aligned with company growth goals and market dynamics.
- Prioritise entry and growth in EU, US, MENA, and SSA markets based on demand and opportunity size.
- Establish and manage the sales pipeline using CRM systems and outbound sales tools to drive sales growth and expansion.
- Develop and agree on clear KPIs with the CEO and report regularly to the leadership team.
Customer Acquisition & Relationship Building –
- Identify, engage, and close deals with target customers, including Developers, EPCs, IPPs, and Consultants, in the Solar PV industry.
- Lead consultative sales processes, understanding both commercial and technical buying drivers.
- Represent the brand at industry events, trade shows, and conferences globally.
Cross-functional Collaboration –
- Work closely with the existing Marketing, Brand, and PR team to align messaging, campaigns, and funnel strategies.
- Collaborate with Product and Engineering to understand the platform, provide feedback, and influence roadmap decisions based on customer needs.
- Help shape onboarding, support, and customer success strategies for long-term retention.
Process & Team Development –
- Develop a scalable sales playbook and refine it based on performance and feedback.
- Recruit, coach, and manage high-performing sales talent as the company scales.
REQUIREMENTS:
- 7+ Years of B2B SaaS sales experience, including closing complex deals and building go-to-market functions.
- Experience selling to technical buyers (Engineers, Developers, Project Managers) in sectors like Energy, Infrastructure, or Enterprise SaaS.
- Track record of driving revenue in new markets and building cross-regional sales.
- Track record in successful sales in at least one of the EU or US markets.
- Excellent communication and storytelling skills – able to work with marketers, PR, and technical teams.
- Deep empathy for customers and strong product acumen.
- Entrepreneurial mindset, capable of thriving in a lean, fast-moving startup.
Nice-to-haves –
- Familiarity with Solar PV Development, Engineering Software, or Energy industry workflows.
- Experience in early-stage SaaS, especially with ARR $1M.
Based in Cape Town or willing to spend a significant amount of time there.