Head of Sales (Tallinn)

About the role

We’re looking for a Head of Sales to build and scale our sales and customer‑retention system across B2C and B2B segments. The position will drive strategy, lead a growing team and shape commercial performance for a luxury concierge service.

Key responsibilities

• Develop and implement sales strategy for both B2C and B2B markets.
• Build and optimise the full sales funnel—from acquisition to retention and client expansion.
• Lead team growth, including hiring, onboarding and training of sales staff.
• Manage key metrics such as CAC, LTV, conversion rate, revenue and churn.
• Design and implement Customer Success processes to reduce churn and increase customer value.
• Collaborate with marketing, product, finance and operations on forecasting, pipeline management and growth planning.

Required profile

• 5+ years of sales leadership experience, preferably in IT, services, FinTech or digital industries.
• Proven ability to build and scale sales teams and processes.
• International experience and fluency in English and Russian.
• Hands‑on experience with both B2C and B2B sales models.
• Experience in a startup or scale‑up environment is an advantage.
• Residence in the Schengen Area or willingness to relocate.

Required skills

• CRM implementation
• Funnel automation
• Process design

What we offer

• Strategic role with direct impact on business growth.
• Competitive compensation (fixed salary + bonuses).
• Opportunity to influence product and service development.
• Global client base and unique luxury cases.