Role Overview

We’re seeking a results-driven Head of B2B Sales to scale OfferZen’s market share in South Africa and spearhead international expansion. You’ll own end-to-end sales strategy and execution - driving revenue growth of >30% per year over the next four years. You know software teams inside-out, have built and led technical sales teams in a developer house, contracting firm or IT consultancy, and you thrive closing complex deals across multiple stakeholders and geographies.

Key Responsibilities

• Own new business development for platform (Pay as you go [PAYG] and subscriptions) and services (embedded and contracting) from lead creation to closed deal.
• Lead and coach SDRs and AEs: run a crisp operating cadence (standups, pipeline reviews, call reviews, deal strategy sessions, etc.) and create a culture of continuous improvement.
• Spearhead new business development for contracting: partner with the Head of Contracting Delivery and Head of Marketing including market insights, messaging, enablement, packaging and pricing. 
• Drive enterprise selling: build executive relationships (CTO/CIO/CEO), navigate complex stakeholder maps, RFPs, and security/procurement reviews
• Be the team’s deal athlete: step into late-stage negotiations, untangle blockers (legal, finance, infosec), and model best-in-class closing.
• Institutionalise sales methodology (e.g. MEDDIC/Challenger/SPICED): with clear stage definitions, exit criteria and qualification standards.
• Collaborate with the sales team on CRM strategy and data hygiene: turn product usage/intent signals into prioritised, high-intent leads and sequences the team can execute.
• Forecast with confidence: establish leading indicators, improve predictability, and community risks and opportunities clearly.
• Partner with marketing on unified campaigns, events and content; feed the voice of the market back into positioning and messaging.
• Partner with operations, finance and legal to assess the viability of potential deals, ensuring opportunities align with delivery capabilities and operational priorities.
• Parter with operations to scope requirements, remove delivery barriers and ensure a smooth handover from sales to execution, supporting ongoing delivery, account expansion and deal renewals.
• Partner with product to channel market feedback into the product roadmap.
• Build the ecosystem: cultivate referral channels with accelerators, VC funds, employer of record providers and other community partners in SA and abroad.
• Apply smart automation/AI to prospecting, personalisation and call coaching, without losing the human touch.
• Champion clean handoffs to delivery: protect brand trust by selling what we can deliver, and delivering what we can sell.

What Winning Looks Like

• A repeatable, insight-driven pipeline that reliably surfaces qualified opportunities for platform and services.
• Significant growth in new contracting business within the first 6 months.
• A confident, coached sales team that knows the playbook, executes it and improves it, constantly.
• Enterprise wins feel de-risked: fewer surprises late in cycle, smoother legal and procurement, stronger champion development.
• Forecasts match reality: leaders trust your read on the quarter and your rational for bets.
• CRM is a source of truth: clean data, clear next steps and measurable conversion through each stage.
• Marketing and sales act as one unit: with shared narratives and feedback loops that sharpen targeting, messaging and packaging.
• OfferZen is seen as a trusted advisor to tech leaders: credible on team design, modern engineering practices, and the impact of AI/open source/etc. on the future of tech hiring.
• The team embodies a hands-on, startup mindset: picks up the phone, tests ideas fast, learns in public and ships improvements quickly.

Skills & Experience

• Leadership: 4+ years of experience in SDR/AE roles, with another 4+ years of experience managing or leading a technical sales team.
• Enterprise sales: comfortable with multi-stakeholder cycles, executive conversations, complex negotiations and RFPs.
• Domain fluency: understands how product/engineering teams are built (e.g. can tell the different between a devops engineer and a backend engineer) and the challenges and opportunities presented to product teams through the evolution of AI.
• Services context (very strong plus): background in a developer house, contracting firm, IT consulting or tech recruitment.
• Process builder: skilled at implementing qualification frameworks, stage definitions, exit criteria, etc.; designs playbooks that stick.
• Commercial acumen: pricing, package and deal structuring that protect margin and set delivery up for success.
• CRM & tooling: power user of Hubspot (or a related tool) and sales engagement tools, such as sales navigator, lusha, apollo, surfe, etc.
• Communication & presence: clear writer/speaker, credible with CTOs/CIOs/CEOs; excellent listener and negotiator.
• Networked: Strong relationships in the South African tech ecosystem; comfortable opening doors locally and internationally.
• Startup DNA: bias to action, resilient, willing to get hands dirty, experiment and iterate quickly; low ego is a must.

What it's like to work here:

We love to do fun stuff together: We are focused on building a connected tribe and a sense of belonging. We value unique and diverse approaches and ensure we create opportunities to share and learn from each other. We have regular online events, show and tells and a book club as well as regional and annual off-site events.

We're dedicated to authenticity: We treat people as people, caring personally and speaking openly. We foster low-ego behaviour - we own our mistakes as well as our victories. We're never about blame. We're always about honesty, learning and continuous improvement. We ensure lots of transparency and visibility. From OKRs and strategy to analytics and company performance numbers, it's all available for you to see and understand.

We're passionate about learning and levelling up: Everyone at OfferZen strives for a growth mindset. We read books, listen to podcasts, share expertise obsessively, then take on hard challenges with smart guidance and support. When things go wrong, we look for the learning and how to improve.

We’re all about balance: We believe that maintaining a healthy balance between home and work is the key to feeling happier and more productive. We work fully remote and also offer 24 days of leave a year which are available to use from the time you start.