Sales & Growth Lead – B2B SaaS

About the role

A growing B2B SaaS company is looking for a hands-on Growth & Sales Lead to own its commercial revenue engine and accelerate market expansion across the Baltics and beyond. This is an executive leadership role bridging acquisition, sales execution and long-term customer value, with direct ownership of key enterprise deals. The position is based in Tallinn, Estonia, and the company does not offer relocation.

Key responsibilities

• Sales strategy and execution: define and run the sales strategy to drive revenue in the Baltic region.
• Team leadership: lead, mentor and develop the sales and growth teams, staying close to daily activity, pipelines and key deals.
• Hands-on account management: take direct ownership of key accounts, high-value clients and complex negotiations.
• Growth roadmap: drive customer acquisition, activation, retention and lifetime value.
• Funnel and channel scaling: build multi-channel acquisition across paid media, outbound sales, partnerships, referrals and lifecycle marketing.
• Go-to-market: define target audiences, value propositions and positioning for new segments.
• Collaborate with Product and Marketing on onboarding, conversion flows and lead-to-sales handoffs.
• Monitor and optimise KPIs such as CAC, LTV, conversion rates, pipeline velocity, active retention and total deal value.

Required profile

• 5+ years of combined leadership experience in B2B sales, growth marketing, SaaS, Fintech, IT or scaling digital products.
• Proven track record of leading and scaling sales or business development teams to exceed targets.
• Experience managing customer acquisition, sales pipelines, lifecycle marketing and strategic partnerships.
• Autonomous, analytical and able to turn data into scalable commercial strategies.
• Comfortable at both strategy level and hands-on client calls and sales optimisation.
• Fluent in English and Estonian.

What we offer

• Hybrid work with 3 days in the Tallinn office.
• Physical and mental health benefits and regular team events.
• Five extra paid vacation days after two years.
• Free parking and further details shared during interviews.
• Opportunity to grow with the company.