We're looking for a Head of Enterprise and Strategic Accounts to build and lead a dedicated enterprise function for a rapidly scaling, PE-backed B2B SaaS platform used to manage commercial real estate, logistics, and retail portfolios. The company is currently at 110M PLN ARR and growing aggressively through both M&A and organic enterprise sales, and this newly created, Director-level role owns both new-logo acquisition and strategic account expansion across Europe. You'll lead a team of senior Account Executives and Account Managers, but this is a player-coach role — you'll lead from inside live deals, personally stepping in to help close complex enterprise opportunities, not just manage a pipeline from a spreadsheet. You'll design the coverage model, account planning approach, and deal governance for the function from the ground up, and drive strategies to displace entrenched incumbent and legacy systems in target accounts. This is a hands-on leadership role for someone who has both carried an enterprise number personally and built or scaled a team around it.
Details: Schedule: Full time Location: Remote (United Kingdom / Poland / Germany / Netherlands) Start: ASAP Duration: Long-term English: Fluent
About the project: The company operates a B2B SaaS platform used to manage commercial real estate, logistics, and retail portfolios, and is PE-backed, currently at 110M PLN ARR, and growing aggressively across Europe through a combination of M&A and organic enterprise sales. As the business scales, it is standing up a dedicated enterprise function for the first time, responsible for both winning new large accounts and expanding existing strategic relationships. Target customers are large, often multi-country enterprise organizations, and many buying situations involve displacing an entrenched incumbent platform or in-house legacy system. This is a newly created leadership role with the mandate to define how the enterprise segment is covered, resourced, and run, working closely with senior leadership as the company continues its growth trajectory.
You have:
Current or recent experience managing a team of quota-carrying enterprise Account Executives and Account Managers
A track record of owning both new-logo acquisition ARR and existing-account expansion ARR
Experience selling complex B2B SaaS solutions to large enterprise organizations
Location in the United Kingdom, Poland, Germany, or the Netherlands
Nice to have: domain experience in PropTech, CAFM (Computer-Aided Facility Management), or IWMS (Integrated Workplace Management Systems)
Nice to have: experience building a sales function or segment from scratch, including defining coverage, account planning, and deal governance
Nice to have: a history of displacing entrenched incumbent platforms or in-house legacy systems
What to do:
Build and lead a dedicated enterprise function, owning both new-logo acquisition and strategic account expansion ARR
Manage and coach a team of senior Account Executives and Account Managers
Lead as a player-coach, engaging directly inside live deals and personally stepping in to help close complex enterprise opportunities
Design the coverage model, account planning framework, and deal governance for the enterprise segment
Build and execute displacement strategies against entrenched incumbent platforms and legacy systems
Ensure the team maintains a strong self-sourced pipeline alongside marketing and business development contributions
