Head of Sales

Join Apaleo and Shape the Future of Hospitality Tech At Apaleo, were on a mission to build the most open, flexible, and future-proof platform for the hospitality industry. Our API-first property management platform powers innovative hotel brands like citizenM, Miiro, and Koncept Hotels enabling them to craft their ideal tech stack, streamline operations, and elevate the guest experience. Following strong momentum in the DACH region, were expanding into new markets including France and the UK, and were looking for a Head of Sales (f/m/d) to lead and grow our sales team focused on mid-market and independent hospitality groups. If youre 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. Your Role As Head of Sales , you will lead the team responsible for new business and expansion across mid-market and independent customers in DACH and select international markets. Youll 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. 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. What Youll Be Responsible For Lead and coach a growing team of Account Executives and BDRs (currently 3 AEs and 2 BDRs) Owning the full mid-market and independent sales pipeline in DACH, France, and the UK Drive team performance, ensure quota attainment, and own forecast accuracy across the full sales funnel Oversee post-sale expansion and upsell motions (non-enterprise accounts) Hire and onboard top talent in strategic markets to grow our international footprint Refine and elevate and improve our sales methodology, playbooks, and team rituals Ensure high-quality pipeline hygiene and reporting in HubSpot, together with RevOps Partner closely with the Partnerships team on partner-influenced deals and lead routing Act as a key strategic partner to the VP of Business Development and broader GTM leadership What Were Looking For 5+ years of experience in B2B SaaS sales leadership, ideally in mid-market segments Proven experience leading full-cycle sales teams from prospecting to closing, and through account management and upsell Proven experience in coaching, scaling, and leading high-performing sales teams in DACH or across diverse European markets Deep understanding of complex, consultative, or platform-based selling Ability to design structured, scalable processes without introducing unnecessary bureaucracy Hands-on attitude: comfortable jumping into deals or team sessions when needed Fluency in German and English (C1/C2 level proficiency required in both languages) Based in Munich or Berlin (or willing to relocate) Bonus Points If You Have Hospitality tech experience or strong knowledge of the industry Experience launching or scaling into France or the UK Familiarity with HubSpot , MEDDICC/SPICED , or tools like Modjo and Sales Navigator Experience with partner-led or ecosystem-influenced sales motions What Makes This Role Unique A strategic leadership role in a scaling, product-driven B2B SaaS company A high-performance culture built on ownership, freedom, and collaboration Direct impact on our international expansion and commercial success Flat hierarchies and a flexible, remote-friendly working setup Office in Munich, and a team that loves what they do What We Offer: A Diverse & International Team Work alongside passionate experts from various disciplines and backgrounds, fostering a truly global perspective. Flat Hierarchy & Flexible Structure Enjoy autonomy and ownership in an environment that values collaboration over rigid hierarchies. A Key Role in a Fast-Growing Startup Be part of one of the most promising international startups in the hospitality industry, right in the heart of Munich. Fair & Transparent Compensation Benefit from a clear peer review system and career progression plan designed to reward your growth. Flexible Working Style We support flexible hours and remote work, depending on the role. Engaging Team Events Join us for cocktail club nights, team dinners, meet-ups, and the legendary Oktoberfest celebrations30 Days of Vacation Recharge and enjoy a generous annual leave policy. Free Public Transportation in Munich Weve got your commute covered Access to EGYM Wellness Pass enjoy a variety of fitness and wellness studios to support your physical and mental well-being. How you make an impact joining Apaleo: Joining Apaleo means more than just taking on a role its about driving real change in the hospitality industry. Your contributions will directly shape our innovative platform, influence company-wide decisions, and help redefine the future of hospitality tech. At Apaleo, your voice matters, your ideas are valued, and your impact is tangible. Be part of a team where your work fuels progress, collaboration sparks innovation, and growth is a shared journey. We are proud to be an Equal Opportunity and Affirmative Action Employer, committed to fostering a diverse, inclusive, and welcoming workplace. We encourage applications from individuals of all backgrounds, regardless of race, color, religion, gender identity or expression, sex, national origin, age, marital status, disability, or any other characteristic protected by applicable law. Your personal data will be handled with the utmost care and in compliance with GDPR and relevant data protection regulations. We celebrate differences and believe that diversity enriches our team and drives innovation. Create a Job Alert Interested in building your career at Apaleo? Get future opportunities sent straight to your email. Apply for this job * indicates a required field First Name * Last Name * Preferred First Name Email * Phone * Location (City) * Resume/CV * Enter manually Accepted file types: pdf, doc, docx, txt, rtf Enter manually Accepted file types: pdf, doc, docx, txt, rtf Education School * Select... Degree * Select... Select... Select... Start date year * End date month Select... End date year * LinkedIn Profile * Preferred Pronoun * she/her he/him they/them she/they ze/ hir ze/zir xe/xem Prefer not to say Option not listed (please write in the next box) Have you led a B2B SaaS sales team with full-cycle ownership (prospecting to expansion)? * Select... 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Company Website, or others? * GDPR Acknowledgement * Acknowledgement / Confirm This notice is to notify you that personal data about you has been collected by apaleo GmbH (Controller), which is located at Dachauerstr. 15 A 80335 Munich, Germany, and can be contacted by emailingcareers@apaleo.com because Controller wishes to evaluate your candidacy for employment at Controller. Your personal data was either obtained from publicly available sources (e.g. LinkedIn) or provided to Controller by someone who referred you for potential employment. Controllers data protection officer is Dushan Bosiljanov, who can be contacted atprivacy@apaleo.com . Your personal data will be processed for the purposes of managing Controllers recruitment related activities, which include setting up and conducting interviews and tests for applicants, evaluating and assessing the results thereto, and as is otherwise needed in the recruitment and hiring processes. Such processing is legally permissible under Art. 6(1)(f) of Regulation (EU) 2016/679 (General Data Protection Regulation) as necessary for the purposes of the legitimate interests pursued by the Controller, which are the solicitation, evaluation, and selection of applicants for employment. Your personal data has been shared with Greenhouse Software, Inc., a cloud services provider located in the United States of America and engaged by Controller to help manage its recruitment and hiring process on Controllers behalf. Accordingly, if you are located outside of the United States, your personal data has been transferred to the United States. Because the European Union Commission has determined that United S