Johner Institut GmbH

Head of Sales – B2B SaaS

Johner Institut GmbH

full-time

Posted on:

Location Type: Remote

Location: Germany

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Job Level

Lead

About the role

  • You will lead our B2B sales team for our SaaS products and scale the sales organization — from positioning and pricing to pipeline/forecast and closing
  • You will work closely with Product, Marketing and Engineering to translate market and customer feedback into measurable improvements
  • You will develop and own the sales strategy for our digital SaaS products (Radar solutions and Auditgarant)
  • You will analyze market and competitor situations and identify new target groups and business opportunities
  • You will optimize pricing, licensing, subscription and service models with a focus on SaaS
  • You will develop and implement sales structures and processes to sustainably support our growth (including KPIs, forecasting, reporting)
  • You will systematically manage our existing customers, develop strategic key account relationships and own customer retention, contract renewals as well as expansion and growth opportunities
  • You will leverage upselling and cross-selling potential from product features and licenses and develop tailored strategy plans for our customers
  • You will generate leads and drive systematic new customer acquisition
  • You will build and manage funnel analytics across the entire customer journey
  • You will conduct product demos, webinars and presentations
  • You will negotiate contracts and successfully close licensing agreements

Requirements

  • You have at least 5 years of experience in B2B software sales, ideally in a SaaS environment
  • You can demonstrate proven success in new customer acquisition as well as in developing existing customers
  • You have experience with licensing and subscription models
  • You are proficient with CRM systems (e.g., HubSpot or Salesforce) and sales analytics
  • You are a team player with both functional and disciplinary leadership experience and enjoy cross-functional collaboration
  • You think entrepreneurially, are data- and KPI-driven and are willing to get hands-on operationally
  • You are a strong relationship manager and build long-term, trust-based customer partnerships
  • Ideally, you have industry experience in medical technology, pharmaceuticals, life sciences or other regulated industries
  • You are fluent in German and English, both written and spoken
Benefits
  • Innovative working environment with plenty of freedom to shape and drive change
  • Great team atmosphere and strong camaraderie
  • Support and encouragement for your professional and personal development
  • Flexible working options with no core hours — you decide whether to work remotely or from our offices in Konstanz or Frankfurt
  • Bike leasing (JobRad), Hansefit, two team events per year and possibilities for workation
Applicant Tracking System Keywords

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

Hard Skills & Tools
B2B salesSaaS productssales strategycustomer acquisitionlicensing modelssubscription modelssales analyticsfunnel analyticsKPI managementcontract negotiation
Soft Skills
team playerleadershipcross-functional collaborationrelationship managemententrepreneurial thinkingdata-drivencustomer retentionstrategic planningpresentation skillstrust-building