Sales Manager (IT Services/Custom Software)

At iteo SA, we deliver custom software projects for B2B clients - in project-based, consulting, and software engineering delivery models. Today, our priorities are expanding cooperation with existing clients, scaling internationally, and building a predictable, data-driven growth model.

We are looking for a Sales Manager who will take full ownership of the sales strategy, results, and team development, reporting directly to the COO.

Scope of the Role

1) Strategy and performance

• Ownership of sales budget execution and contract profitability (margin)

• Designing and implementing the sales strategy - Poland + international markets

• Building a predictable growth model: forecasting, coverage, conversions, win rate, sales cycle

• Managing the pipeline and opportunity quality in the CRM (data hygiene, standards, review cadence)

• Conscious, structured management of services sales: custom projects and software engineering

• Developing business partnerships and initiatives supporting sales scaling

2) Team leadership and execution

• Managing the sales team: quarterly targets, KPIs, performance & potential

• Standardizing the sales process and CRM ways of working (consistent stages, definitions, checklists)

• Mentoring and 1:1 work - competency development, feedback, improving effectiveness

• Supporting key negotiations and leading mid/enterprise-level conversations

• Building a culture of accountability: clear goals, transparency, consistent follow-through

3) Strategic collaboration (within the company)

• Close cooperation with Delivery and Pre-sales: margin, offer feasibility, scope, risks, capacity

• Partnership with the Management Board/COO in budgeting and direction setting

• Ensuring sales is aligned with the company’s offering and positioning
  

What We Expect From You

• Several years of experience in selling IT services (custom software / software development / consulting / software engineering)

• Experience owning a sales budget and results - ideally managing a scale of ~PLN 50M+ annually (portfolio/area/team)

• Experience leading and developing a sales team (targets, KPIs, coaching, performance)

• Strong data-driven approach: pipeline, forecasting, conversions, CRM, efficiency metrics

• Ability to lead complex B2B sales and negotiation processes (mid/enterprise)

• Fluent English communication (working with international clients)

Nice to have:

• Experience with international expansion
• Account-based marketing & consultative selling
• Building demand generation together with marketing
  

What we offer

Compensation:

• Bonus scheme linked to performance (target achievement + margin)

Additionally:

• Company car (or cash equivalent) - to be agreed

• Real impact on sales strategy and the company’s growth direction

• Direct collaboration with the COO and Management Board; high decision-making autonomy

• Flexible work model: Katowice | hybrid

• Benefits: private medical care, sports package, life insurance
  

Our hiring process

• HR Screening

• Technical Interview (COO)

• Leadership & Sales Assessment

• Meeting with CEO

• Decision & Offer