Aspire Software

Head of Sales

Aspire Software

full-time

Posted on:

Location Type: Remote

Location: Ireland

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Job Level

Lead

Tech Stack

ERPOracle

About the role

  • Lead and scale the commercial growth for an EDI and B2B integration platform.
  • Define and own the global sales strategy for EDI and B2B integration solutions.
  • Build and manage revenue forecasts, targets, and KPIs.
  • Drive new business acquisition and expansion revenue within existing accounts.
  • Identify and prioritize target verticals (e.g. logistics, retail, manufacturing, fintech).
  • Develop enterprise and mid-market pricing and packaging strategies.
  • Build, coach, and manage a high-performing sales team.
  • Establish a strong sales culture focused on performance, accountability, and learning.
  • Define clear sales processes, qualification frameworks (MEDDICC, SPICED, etc.), and playbooks.
  • Partner closely with Marketing on lead generation and demand creation.
  • Lead and close complex, multi-stakeholder enterprise deals.
  • Support negotiations with procurement, legal, IT, and operations stakeholders.
  • Navigate long sales cycles and RFP-driven buying processes.
  • Act as executive sponsor for strategic customers and partners.
  • Work closely with Product, Engineering, and Customer Success to align roadmap and customer needs.
  • Provide structured feedback from prospects and customers to influence product strategy.
  • Partner with Customer Success to ensure smooth handovers, renewals, and upsell opportunities.
  • Develop and manage strategic partnerships (ERP vendors, systems integrators, logistics platforms).
  • Represent the company at industry events, conferences, and customer meetings.

Requirements

  • 10–15+ years in B2B sales, with at least 3–5 years in a sales leadership role.
  • Proven experience selling EDI, B2B integration, iPaaS, or complex enterprise SaaS.
  • Track record of building and scaling sales teams.
  • Demonstrated success closing enterprise-level deals (€100k+ ARR or equivalent).
  • Experience selling to technical and business stakeholders.
  • Strong understanding of EDI standards (EDIFACT, X12, etc.) and/or API-based integrations.
  • Familiarity with ERP systems (SAP, Oracle, NetSuite, Dynamics).
  • Knowledge of supply chain, logistics, retail, manufacturing, or financial services workflows.
  • Background working with managed EDI services or trading partner networks.
  • Strategic thinker with strong commercial acumen.
  • Excellent communication, negotiation, and executive presence.
  • Data-driven approach to forecasting and pipeline management.
  • Ability to simplify complex technical concepts into business value.
  • Hands-on leader comfortable in both player and coach roles.
  • Experience in a scale-up or high-growth SaaS environment.
  • Experience selling via partners and resellers.
Benefits
  • Opportunity to lead and shape the commercial strategy of a growing EDI platform.
  • High impact role with direct influence on company growth.
  • Competitive compensation with performance-based incentives.
  • Work with a strong product solving real, complex integration challenges.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B salessales leadershipEDIB2B integrationiPaaSenterprise SaaSEDIFACTX12API-based integrationsforecasting
Soft Skills
strategic thinkercommercial acumencommunicationnegotiationexecutive presencedata-drivensimplifying complex conceptshands-on leadershipcoachingperformance accountability