About the role: We are seeking an experienced and strategic Head of Commercial Sales to lead and scale a high-performing sales organization focused on small and medium-sized business customers. This leader will oversee a large, multi-layered team of sales professionals across various roles and levels, driving excellence across the full sales lifecycle—from prospecting to closing. This role requires a proven sales executive who can build structure, optimize processes, and empower teams to consistently exceed revenue targets while delivering exceptional customer experiences. Key Responsibilities Define and execute the sales strategy aligned with company growth objectives Translate high-level goals into actionable plans for frontline teams and managers Lead, inspire, and scale a distributed organization of sales professionals, including managers. Build a strong leadership bench through coaching, mentorship, and succession planning Foster a high-performance, accountability-driven culture Drive excellence across the full sales cycle: prospecting, qualification, pipeline management, negotiation, and closing Implement and refine scalable sales processes, playbooks, and methodologies Establish rigorous pipeline management practices and KPIs across all levels Maintain a deep understanding of customer needs, buying behavior, and competitive landscape Champion customer-centric selling approaches across the organization Qualifications 12+ years of experience in sales, with significant leadership experience in high-velocity sales environments. Proven track record of managing large, multi-layered sales organizations. Deep expertise in full-cycle sales management, including prospecting, pipeline development, and closing. Strong operational acumen with experience in forecasting, sales analytics, and process optimization. Exceptional leadership, coaching, and team development skills