Head of Sales (f/m/d)

<h3>Join Apaleo and Shape the Future of Hospitality Tech!</h3> <p>Apaleo is the world’s most open, API-first property management platform powering the next generation of hospitality operations. Its modular, AI-powered infrastructure enables hoteliers to customise their tech stack, automate routine work, and deliver seamless, personalised guest experiences, powered by best-in-class apps and autonomous AI agents that adapt to every stay.</p> <p>Following strong momentum in the DACH region, we’re expanding into new markets including France and the UK, and we’re looking for a <strong>Head of Sales</strong> <strong>(f/m/d)</strong> to lead and grow our sales team focused on mid-market and independent hospitality groups.</p> <p>If you’re passionate about coaching high-performing teams, building scalable sales processes, and driving complex, value-based sales in a platform-led environment, this is your opportunity to help shape the future of hospitality tech with us.</p> <h3>Your Role</h3> <p>As <strong>Head of Sales</strong>, you will lead the team responsible for new business and expansion across mid-market and independent customers in DACH and select international markets. You’ll be leading a growing team of Account Executives and BDRs (currently five people), driving performance through hands-on coaching and process development, and work closely with Marketing, RevOps, Customer Success and Partnerships to drive growth.</p> <p>This is a strategic leadership role reporting to the VP of Business Development (in the future to the CRO), with the goal of building a world-class sales team that drives the growth of Apaleo from €10M to €40M ARR.</p> <h3>What You’ll Be Responsible For</h3> <ul> <li>Lead and coach a growing team of Account Executives and BDRs (currently 3 AEs and 2 BDRs)</li> <li>Owning the full mid-market and independent sales pipeline in DACH, France, and the UK</li> <li>Drive team performance, ensure quota attainment, and own forecast accuracy across the full sales funnel</li> <li>Oversee post-sale expansion and upsell motions (non-enterprise accounts)</li> <li>Hire and onboard top talent in strategic markets to grow our international footprint</li> <li>Refine and elevate and improve our sales methodology, playbooks, and team rituals</li> <li>Ensure high-quality pipeline hygiene and reporting in HubSpot, together with RevOps</li> <li>Partner closely with the Partnerships team on partner-influenced deals and lead routing</li> <li>Act as a key strategic partner to the VP of Business Development and broader GTM leadership</li> </ul> <h3>What We’re Looking For</h3> <ul> <li>5+ years of experience in B2B SaaS sales leadership, ideally in mid-market segments</li> <li>Proven experience leading full-cycle sales teams – from prospecting to closing, and through account management and upsell</li> <li>Proven experience in coaching, scaling, and leading high-performing sales teams in DACH or across diverse European markets</li> <li>Deep understanding of complex, consultative, or platform-based selling</li> <li>Ability to design structured, scalable processes without introducing unnecessary bureaucracy</li> <li>Hands-on attitude: comfortable jumping into deals or team sessions when needed</li> <li>Fluency in German and English (C1/C2 level proficiency required in both languages)</li> <li>Based in Munich or Berlin (or willing to relocate)</li> </ul> <h3>Bonus Points If You Have</h3> <ul> <li>Hospitality tech experience or strong knowledge of the industry</li> <li>Experience launching or scaling into <strong>France or the UK</strong></li> <li>Familiarity with <strong>HubSpot</strong>, <strong>MEDDICC/SPICED</strong>, or tools like Modjo and Sales Navigator</li> <li>Experience with <strong>partner-led or ecosystem-influenced sales motions</strong></li> </ul> <h3><strong>What Makes This Role Unique</strong></h3> <ul> <li>A strategic leadership role in a scaling, product-driven B2B SaaS company</li> <li>A high-performance culture built on ownership, freedom, and collaboration</li> <li>Direct impact on our international expansion and commercial success</li> <li>Flat hierarchies and a flexible, remote-friendly working setup</li> <li>Office in Munich, and a team that loves what they do</li> </ul> <h3> </h3> <h3><strong>What We Offer</strong></h3> <h3><strong>Culture &amp; Growth</strong></h3> <ul> <li><strong>A Diverse &amp; International Team:</strong> Work alongside passionate professionals from over 20 nationalities, bringing unique cultural perspectives, backgrounds, and experiences to shape the future of hospitality tech.</li> <li><strong>Growth &amp; Development:</strong> As we scale, so do your opportunities. You’ll benefit from 360° feedback reviews, a dedicated learning budget, and plenty of chances to take on more responsibility. Our evolving career framework ensures you have increasing opportunities to learn new skills, advance your career, and make an impact.</li> <li><strong>Autonomy &amp; Ownership:</strong>