About this role

The challenge

As Head of Sales – Portugal, you’ll lead the commercial expansion of Jotelulu in one of our most strategic markets. Your mission will be to build, scale, and empower a high-performing sales team while defining the go-to-market strategy that accelerates partner acquisition, activation, and long-term revenue growth. You’ll own the commercial vision locally and ensure our positioning resonates across the Portuguese IT channel.

You’ll lead the Portuguese Sales team, setting structure, rhythm, and expectations for performance, development, and culture. You’ll mentor account executives and partner managers, establish clear objectives, and create an environment where accountability and excellence go hand in hand with learning and motivation.

Collaboration will be essential. You’ll work closely with Marketing, Pre-Sales, and Partner Success to deliver a unified partner experience. You’ll partner with the VP of Sales to refine strategy, with Product to ensure field needs influence our roadmap, and with the Leadership Team to execute initiatives that elevate Jotelulu’s presence in Portugal. You’ll also represent the company in national events, conferences, and industry partnerships.

Requirements that are important for us

We’re looking for a senior leader with a strategic mindset and a hands-on approach — someone who knows how to scale a sales team, understands the IT channel, and thrives in high-growth environments. You’ll be responsible for turning market insights into action, building repeatable processes, and ensuring your team hits ambitious goals with consistency.

Hard skills we expect:

• Proven experience leading sales teams in IT, cloud, SaaS, or channel-driven environments, ideally focused on SMB.

• Strong command of sales methodologies for partner acquisition, activation, and retention.

• Deep knowledge of CRM and revenue platforms (Salesforce Revenue Suite, Apollo) and experience implementing automation workflows.

• Expertise using data and analytics tools (Tableau, Power BI, Excel) to track KPIs, forecast accurately, and optimize performance.

• Ability to define and execute local go-to-market strategies aligned with global objectives.

• Strong understanding of the Portuguese IT channel ecosystem (MSPs, VARs, integrators, distributors).

Soft skills that make a difference:

• A leadership style that inspires, motivates, and develops people — not one that manages by pressure.

• Strategic vision paired with a hands-on mindset; you’re comfortable defining the plan and rolling up your sleeves to execute it.

• Excellent communication skills across technical, commercial, and executive audiences.

• High adaptability in fast-paced environments and ability to drive focus during rapid growth.

• Analytical thinking and strong decision-making grounded in data.

• A culture-builder who values autonomy, ownership, and continuous improvement.

Tools you’ll use:

• Sales & CRM: Salesforce, Apollo, AI-driven automation tools.

• Automation & Enablement: Apollo workflows and sales automation platforms.

• Data & Analytics: Tableau, Power BI, Excel.

• Collaboration: JIRA, Confluence, Slack, Teams.