Lead of Sales & Presales Process

About the Position

We’re looking for a Lead of Sales & Presales Process to take ownership of our sales and presales funnel and build a predictable process that converts qualified opportunities into signed clients. This is a remote position, ideal for a hands-on B2B IT sales leader with strong presales expertise, commercial mindset, analytical skills, and a proven track record of closing complex IT deals.

Responsibilities

• Audit the sales and presales funnel end-to-end and identify exactly where and why deals are being lost.
• Run Win/Loss Analysis on recent deals and presales cases and turn findings into improvements in ICP, positioning, proposals, and sales execution.
• Build and optimize qualification, discovery, presales, proposal, negotiation, and closing processes.
• Personally drive strategic opportunities from message interest to signed contract.
• Create, test, and validate sales pitches and messaging based on real prospect feedback and conversion data.
• Improve solution positioning, estimation, proposals, commercial strategy, and negotiation.
• Coordinate Sales, Business Development, Technical, and Delivery teams throughout the sales cycle.
• Build and maintain sales playbooks, qualification frameworks, deal review processes, and best practices.
• Track pipeline, conversion, win rate, sales cycle, and other key metrics to improve sales performance.
• Work with Marketing and Lead Generation teams to improve ICP targeting and lead quality.
• Mentor Sales and Presales team members and raise the overall quality of sales execution.

Requirements

• 5+ years of experience in B2B IT sales, presales, solution consulting, or business development.
• 2+ years of experience leading Sales, Presales, or Business Development teams.
• Proven track record of closing complex B2B IT deals and managing the full sales cycle from qualification to contract.
• Strong understanding of IT outsourcing, outstaffing, dedicated teams, custom software development, and related services.
• Experience selling or running presales in regulated domains such as FinTech and/or Healthcare.
• Proven, hands-on experience running Win/Loss Analysis and turning findings into concrete process changes, not as a one-off exercise.
• Strong skills in qualification, discovery, consultative selling, solution positioning, negotiation, and closing.
• Hands-on experience with presales, estimation, proposals, SOWs, RFP/RFQ responses, and commercial offers.
• Experience creating and validating sales pitches and messaging through real market and client feedback.
• Experience building or fixing sales processes from scratch or out of chaos: playbooks, ICPs, qualification frameworks, and deal strategy.
• Strong CRM, pipeline management, forecasting, and sales analytics skills, with the ability to spot exactly where the funnel is breaking.
• Ability to work cross-functionally with Sales, Marketing, Solution Architects, Engineering, and Delivery.
• Strong commercial, communication, negotiation, and stakeholder management skills.
• At least Upper-Intermediate level of English.

We Offer

• Competitive Pay: We offer a compensation that reflects your skills and experience.
• Remote Flexibility: Work from anywhere – our team is distributed across the globe.
• Professional Growth: Access to continuous learning opportunities, including paid courses, certifications, mentorship.
• Work-Life Balance: 30 days of paid vacation and 6 paid sick days per year, plus flexible hours.
• Inclusive Culture: We embrace diversity and foster a culture of trust, transparency, and mutual respect.
• Cool Perks: Join our virtual team events, get a budget for your home office setup, and enjoy access to exclusive content and tools.

About the Company

Shape your future with us - apply now.

Application Process

1. Apply → Get connected with our Talent Acquisition team
2. Pass English Check → Talk to our Talent Acquisition Manager
3. Pass Technical Interview → Talk to our Technical Specialist
4. Get acquainted and chat with our Client → You’re on board!