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Head of Sales

Job description

Do you want to join us on our mission to shape democracies for the digital age? Are you looking for an international and fast-paced, yet collaborative and inclusive environment to thrive in?

You have come to the right place.

CitizenLab, a GovTech scale-up with its HQ in Brussels and New York, works to make public decision-making more participatory, inclusive, and responsive. The SaaS platform is already being used by 300+ local governments and organizations in over 18 countries, facilitating two-way communication between governments and their residents. Since it was founded in 2015, CitizenLab has given 750,000+ community members a direct voice in local politics, has earned recognition as the ‘Best Social Impact Startup in Europe’, and was featured in outlets such as The New York Times and Forbes.

CitizenLab is looking for purpose-driven leadership to join us on our mission to enable millions of people in cities across the globe to shape the future of their communities.

Head of Sales at CitizenLab

As our Head of Sales, you will be responsible for scaling our revenues to the next level, in close collaboration with our European and American market teams. You will be responsible for finetuning our sales playbook, rolling out new strategies, and enabling every team member of the (soon) 20-person sales team to succeed in their market. You get excited by the challenges of selling into new segments, growing our deals, and increasing our overall sales velocity, whilst -most importantly- delivering exceptional value to the governments we work with.

Your responsibilities will include:

  • Sales Management: Oversee the sales plan for achieving the company’s goals. Take a data-driven approach to sales management, and develop accurate forecasts and KPI reporting.

  • Enterprise Sales: Close large deals yourself, focused on global sales and larger governments, and show the team the way to increase overall deal sizes.

  • Coaching and Training: Train the team on (consultative) selling techniques and help increase win rates. Support Business Development Managers in their markets through frequent coaching calls and pipeline reviews.

  • Operations and Enablement: Finetune every step of our sales process and prioritize new sales collateral in collaboration with the Business Ops Manager.

  • Sales Strategies & Playbook: Develop a sales process to land new clients through solution selling and work with GovSuccess on an expansion strategy (land and expand).


What do we expect from you?

  • 7+ years of relevant sales or business development experience, including 4+ years in a sales management position leading teams of 10 people and more. B2B/B2G experience in a SaaS scale-up environment is a big plus.

  • Solid understanding of the public sector and a strong interest in the domain of public governance & community engagement. An existing network in the public sector is a big plus.

  • Strong track record in consultative selling. Extensive knowledge of sales principles and practices, and an ability to coach others on them.

  • Participatory and empowering leadership style. You enjoy helping others grow and succeed.

  • Enthusiasm, humor, empathy, and the ability to convey this through phone, email and in-person communication. People have to enjoy talking to you. And you have to enjoy talking to them.

  • Strong analytical skills and highly structured. You naturally turn to data and metrics to optimize sales processes and prioritize actions. You have a proven track record in sales operations and reporting, from setting up dashboards to building a forecasting model.

  • Results-driven mentality, with a bias for speed and action. You thrive in a fast-paced environment.

  • Exceptional communicator in English, both through verbal presentations as well as in writing. You are a seasoned public speaker and will enjoy representing CitizenLab at conferences, panels, webinars, etc. Proficiency in other European languages (including NL, FR, or DE) is a plus.

  • Preferably based in Europe - close to Brussels is practical for occasional in-person meetings. You have worked in an international environment (North-West Europe + the USA) before and understand the subtle differences between markets and cultures.

  • Most importantly: you can demonstrate an insatiable appetite to improve the functioning of our governments and democracies. That’s the purpose that drives us all at CitizenLab.

What can you expect from us?

  • Unlock your full potential and create social impact at scale through our open-source product. Day-to-day, we work with local government leaders across the world to help them connect with their communities.

  • Become a key factor in our rapid growth as scaleup (75 employees), and contribute to our international expansion.

  • Work in a fast-paced, collaborative, and supportive environment. We share a participatory culture of autonomy and ownership by everyone, not only by leadership.

  • Be part of our dynamic, international team. We are as serious about our work in digital democracy as we are about having fun on our journey together.

  • Enjoy an informal work vibe with open communication and full transparency on results.

  • Participate in our various in-person and remote team events, inspiring team lunches, our company book club, bi-quarterly strategic town halls, and yearly global team retreats.

  • Spend 10% of your time on personal projects and self-development for the long run. We’re committed to both collective and individual growth.

  • Receive a competitive salary package, incl. perks such as 26 days off, a professional development budget, a collective bonus plan, your own laptop, full flexibility on working from home, and much more.

CitizenLab is committed to being a diverse and inclusive workplace. Whilst we are proud of our cultural diversity and gender parity, we are aware of the limited racial diversity in our team and are committed to making a change on this. We strongly encourage people of different backgrounds, experiences, and perspectives to apply.