Head of Sales / Head of Growth

Help us cut the administrative burden weighing down complex organizations. Webware is on a mission to reshape how organizations are managed and run. We are administration infrastructure for complex, often highly regulated organizations. Helping people dramatically reduce time for compliance, processes, document management and regulation. With our powerful SaaS platform, Webware automates workflows and is driving real business results. Founded 24 years ago, we are in transformation from a locally focused company to international scaleup - making this the perfect time to join as our new Head of Sales / Growth. This role is for a hands-on commercial leader who is equally comfortable driving day-to-day sales execution and setting the strategic direction. You’ll lead from the front, coach by example, and scale a high-performing sales organization. You and your team (4) will be striving towards a 30% ARR/Revenue growth target. What you’ll bring and take ownership of: Sales Strategy & Execution: Define and implement a clear go-to-market and sales strategy across our core markets (Europe) and new potential markets (Africa). Team Leadership & Coaching: Build, lead, and continuously develop a team of key account managers, sales professionals and customer success managers. Operational Excellence: Introduce scalable processes, forecasting, CRM, peer learning, KPIs, and review rhythms. International Expansion: Guide our entry into new markets, adapting our model to diverse customer profiles and cultures and by establishing partnerships. Marketing Coordination: Coordinate marketing to support our ambition. What we are looking for: We believe great sales leaders share a set of foundational strengths. To succeed in this role, you must have: 5+ years of experience in B2B SaaS/software sales. A track record of setting up, coaching and scaling sales teams in multi-market contexts (international, multi-lingual teams). Experience overseeing demand generation and aligning marketing efforts with sales pipeline targets. A balance of strategic thinking and hands-on execution Experience with both mid-market and enterprise sales and partner network management Exceptional communication and coaching skills - you grow people through clarity, structure, and feedback. How you work We care as much about how you lead as what you’ve achieved. At your core: You lead with purpose and principles - balancing performance with people. You’re committed to clarity and structure but remain adaptable. You’re optimistic and ambitious. You know that great leadership is about listening, enabling, and growing others. Why Webware? You will be part of the management team and shaping our commercial journey Trust and support to build something big across Europe and other markets A transparent and performance - driven culture in transformation About us We are the team of 25 professionals and we have from 2002 developing market-leading information and document management platform designed to help organizations with 100+ employees manage their information and document lifecycle, digital signatures, internal communication, and workflows - securely and all on one platform. In 2026 we launched our new user-friendly product platform. Our work culture is built on four key values: Collaboration, Getting Things Done, Growth Mindset, Accountability and Trustworthiness. We have an informal team atmosphere and organize various team events. Our offices are in Tallinn, Telliskivi area and Tartu, city center. The interview process We like to involve relevant colleagues in our hiring process to get input and feedback: Interview with the CEO Interview with management team Closing talk including compensation, starting date, and all other practical details