Descripción
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
️ What We Offer
Competitive compensation: €100-120k OTE + Equity
Free lunch when you're at the office thanks to Kombo & Nora
Flexible remuneration with 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