Descripción de la oferta
About Valeria
Valeria is building the future of HR and payroll in Spain. We're an AI-native platform that automates contracts, payroll, and compliance for companies with high employee turnover (hospitality, delivery, events, agriculture). We're rethinking how an entire industry works—moving from manual, error-prone processes to intelligent automation.
We're a fast-growing startup backed by top investors, disrupting a €5B+ industry that's still stuck in spreadsheets and legacy software.
Your Role
We're looking for a Head of Sales with a proven track record in B2B SaaS — specifically someone who has already built and run a sales org of 20+ people with a middle-management layer, sold HR software, and operated across more than one market. We already have a working SDR/AE motor in Spain; what we need now is someone who's done this at scale elsewhere and can bring that playbook to Valeria as we grow toward the same maturity, including internationally.
This isn't a "manage what already exists" role. You'll take a small, single-layer team today and be the one who knows — because you've done it before — how to turn it into a structured, multi-layered org with the segmentation, forecast discipline, and eventually cross-market reach that comes with that scale.
Own the commercial strategy and revenue architecture: define ICP, segmentation, and pricing/packaging alignment with Product — decide which segment (SMB, mid-market, or enterprise) we go after first, with a clear rationale, rather than spreading thin across all three
Build and own the sales funnel end-to-end: prospecting → qualification → demo → close → expansion, with defined stage criteria and conversion benchmarks at each step
Set and manage forecast infrastructure: quota design, pipeline coverage ratios, win-rate and cycle-time tracking by segment, and rolling forecast accuracy — reported transparently to the CEO and founders
Lead and scale the existing SDR/AE team toward a multi-layered org: hiring, coaching, ramp-time reduction, and performance management; design the org structure (pods, territories, or segment-based teams) and bring in middle managers as headcount grows past the current single-layer setup
Drive GTM experimentation: test and iterate outbound/inbound mix, sales motion (PLG-assisted vs. high-touch), and channel strategy based on CAC/payback data, not intuition
Bring cross-market experience to bear on strategy from day one: even while the immediate focus is Spain, use prior experience selling and leading teams in other markets to shape how Valeria's GTM and org design should evolve
Partner cross-functionally with Product and Customer Success to close the loop between what's sold, what's built, and what's delivered — feeding market and objection signal back into the roadmap
Co-design the sales compensation structure with People as the team and revenue model mature, including accelerators and quota-setting logic
Lay the groundwork for international expansion: once the Spanish revenue engine is predictable, lead the go-to-market case for new geographic markets outside Spain — market sizing, entry sequencing, and the org/hiring model needed to support it (this is a medium-term execution mandate — the experience needs to be there from day one, the market entry itself doesn't)
Must-have
+10 yearsB2B SaaS sales experience
Experience managing teams of 20+ people, including middle managers (multi-layer org, not just individual contributors)
Experience selling HR software
Cross-market experience (having sold or led sales in more than one country/market)
Nice-to-have
Fluency in 2-3 European languages
Experience selling payroll software
What We Offer
Competitive compensation: €100-120k OTE + Equity
Free lunch when you're at the officethanks to Kombo & Nora
Flexible remunerationwith Coverflex
Flexibility: Hybrid weekly setup in our HQ in Barcelona
Unlimited vacation days— take the time you need, no counting days
Our hiring process
Intro call with People (30 min)
Interview with the CEO (45 min)
Business Case - Onsite at the office (1 hour)
Founders interview (COO + CTO) 45 min)
Offer
Why Join Valeria Now?
Timing: We're past the "idea stage" with real customers and revenue, but early enough that you'll define how we scale
Market opportunity: €5B+ market in Spain, every company with employees needs payroll, and current solutions are outdated and painful
Product-market fit: We're solving a painful, expensive problem with a product customers actually love
Career growth: Be a critical product hire, build the playbook, and grow into a leadership role as we scale the team
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