Revenue & Growth

B2B Sales Manager

Job Description & Chart of Accountability

About atWork

atWork is a B2B2C corporate meal platform revolutionizing employee welfare benefits across Europe and the US. Operating in Tirana with €750K ARR and scaling toward a €5M 2026 annual portfolio, we are transforming how companies invest in their employees' wellbeing through innovative food and grocery benefits.

With expansion plans into Italy, Spain, UK, Germany, and the US, atWork operates at the intersection of corporate welfare, technology innovation, and the €100B+ global corporate food benefits market.

Position Overview

The B2B Sales Manager is a strategic leadership role responsible for driving atWork's revenue growth from €750K to €5M+ ARR through aggressive corporate client acquisition and portfolio development.

This position demands a unique combination of enterprise sales expertise, team leadership capabilities, market presence, and strategic vision to capture mid-to-large sized companies (100+ employees) and establish atWork as the preferred corporate meal benefits platform across multiple European and US markets.

The ideal candidate will be an influential networker with deep B2B relationships, proven ability to close complex enterprise deals, and the leadership skills to build and scale a high-performing sales organization.

Key Responsibilities

Sales Strategy & Market Development

●Design and execute comprehensive B2B sales strategies targeting companies with 100+ employees across Tirana and expansion markets (Italy, Spain, UK, Germany, and US).
●Develop market segmentation and account prioritization frameworks based on company size, industry vertical, and meal budget potential.
●Create go-to-market strategies for new geographic expansions aligned with company growth objectives.
●Build competitive positioning strategies against incumbent players (Edenred, Pluxee, Sodexo) and emerging digital platforms.
●Establish strategic partnerships with HR associations, business networks, and industry groups to enhance market access.
●Monitor competitive landscape and market trends to inform product positioning and pricing strategies.

Corporate Client Acquisition & Portfolio Development

●Own the €5M annual portfolio target through systematic acquisition of corporate clients investing in employee meal benefits.
●Build and manage enterprise sales pipeline with minimum 3x coverage of revenue targets.
●Lead complex, multi-stakeholder sales cycles involving HR Directors, CFOs, Operations Managers, and C-suite executives.
●Develop customized value propositions demonstrating ROI on employee welfare investments, productivity gains, and retention benefits.
●Negotiate enterprise contracts with favorable terms while maintaining target margins and commercial viability.
●Drive account expansion through upselling additional services, increasing meal budgets per employee, and extending contract durations.
●Maintain 110%+ net revenue retention through proactive account management and client satisfaction initiatives.

Sales Team Leadership & Development

●Build, recruit, and lead a high-performing B2B sales team with clear growth trajectory from 1 to 5+ B2B sales representatives.
●Establish sales methodologies, playbooks, and training programs to ensure consistent execution and knowledge transfer.
●Set individual and team targets aligned with company revenue objectives and growth milestones.
●Implement performance management systems with clear KPIs, regular coaching, and career development plans.
●Create compensation structures that incentivize new client acquisition, portfolio growth, and customer retention.
●Foster a results-driven sales culture emphasizing accountability, collaboration, and continuous improvement.
●Lead by example through personal involvement in strategic accounts and high-value deals.

Network Development & Market Presence

●Leverage and expand extensive network of B2B corporate decision-makers, HR leaders, and C-suite executives.
●Establish atWork as a thought leader in corporate welfare and employee benefits through speaking engagements, industry events, and content marketing.
●Build strategic relationships with key influencers in target markets including business associations, chambers of commerce, and HR communities.
●Represent atWork at industry conferences, trade shows, and networking events to generate pipeline and enhance brand visibility.
●Cultivate referral networks and partnership channels that drive qualified lead generation.
●Maintain strong executive presence and credibility that opens doors with enterprise accounts and strategic partners.

Sales Technology & Innovation

●Implement and optimize CRM systems (Salesforce, HubSpot, or similar) to track pipeline, forecast accuracy, and team performance.
●Leverage sales automation tools and technologies to enhance productivity and reduce manual administrative work.
●Utilize data analytics platforms to identify patterns, optimize conversion rates, and improve sales effectiveness.
●Drive innovation in sales processes through digital tools, virtual selling techniques, and modern engagement strategies.
●Collaborate with product and technology teams to incorporate customer feedback and market insights into platform development.
●Stay current on sales technology trends and implement best-in-class tools that provide competitive advantage.

Forecasting, Analytics & Budget Management

●Develop accurate revenue forecasting models with monthly, quarterly, and annual projections based on pipeline analysis.
●Conduct deep-dive analytics on sales metrics including conversion rates, deal velocity, average contract value, and customer acquisition costs.
●Build and manage sales budget covering team compensation, marketing investments, travel expenses, and technology tools.
●Optimize CAC (Customer Acquisition Cost) to ensure sub-15-month payback periods aligned with SaaS benchmarks.
●Track and report on sales efficiency metrics including Magic Number, Sales Efficiency Ratio, and productivity per rep.
●Provide strategic insights to executive team on market dynamics, competitive threats, and growth opportunities.
●Establish dashboards and reporting frameworks that provide real-time visibility into sales performance and business health.

Required Qualifications

Experience

●7-10+ years in B2B sales with minimum 3-5 years selling to enterprise accounts (100+ employees).
●Proven track record building sales portfolios of €3M-€10M+ annually in B2B SaaS, corporate services, or HR technology.
●Demonstrated success leading and scaling B2B sales teams from 1 to 5+ representatives.
●Experience selling complex, multi-stakeholder solutions to C-suite executives, HR Directors, and Finance leaders.
●Background in corporate welfare, employee benefits, HR technology, food services, or related B2B markets strongly preferred.
●Experience with European market expansion and multi-country sales operations highly valued.
●Track record of consistently exceeding quota (120%+ attainment) in fast-growth startup or scale-up environments.

Sales & Leadership Skills

●Mastery of complex B2B sales methodologies (MEDDIC, Challenger Sale, Solution Selling, SPIN, or similar frameworks).
●Exceptional negotiation skills with ability to structure win-win agreements that balance customer value and company profitability.
●Strong executive presence and communication skills for engaging C-level decision-makers and board presentations.
●Proven team leadership capabilities including recruiting, training, coaching, and performance management.
●Strategic thinking combined with hands-on execution mentality and willingness to personally close deals.
●Results-driven mindset with relentless focus on revenue growth, pipeline generation, and target achievement.

Network & Market Presence

●Extensive, active network of B2B corporate contacts, HR leaders, and decision-makers in target markets.
●Strong personal brand and market credibility in corporate services, HR technology, or employee benefits sectors.
●Established relationships with key influencers, business associations, and partnership channels.
●Proven ability to leverage network for warm introductions, referrals, and accelerated deal cycles.
●Experience building thought leadership through speaking engagements, content creation, or industry participation.

Technical & Analytical Skills

●Expert proficiency with CRM platforms (Salesforce, HubSpot, Pipedrive, or similar).
●Advanced skills in sales analytics, forecasting models, and data-driven decision making.
●Strong financial acumen including budget management, P&L understanding, and ROI analysis.
●Comfortable with modern sales technology stack including automation tools, engagement platforms, and intelligence software.
●Experience building and interpreting sales dashboards, pipeline reports, and performance metrics.
●Understanding of SaaS/subscription business models and key metrics (ARR, CAC, LTV, churn, NDR).

Personal Attributes

●Hunter mentality with insatiable drive to win new business and exceed ambitious targets.
●Entrepreneurial mindset with comfort operating in ambiguous, fast-paced startup environments.
●High energy and resilience with ability to manage rejection and maintain momentum.
●Strategic visionary who can also execute tactically and lead by example in the field.
●Natural relationship builder with authentic interest in customer success and long-term partnerships.
●Competitive yet collaborative team player who celebrates collective success.
●Adaptable and growth-oriented with willingness to travel extensively across European markets.

Performance Metrics

●Annual Portfolio Target: Achieve €5M in total annual contract value from corporate clients.
●New Client Acquisition: Add 25-30 new enterprise clients (100+ employees) annually.
●Pipeline Coverage: Maintain minimum 3x pipeline coverage of quarterly revenue targets.
●Conversion Rate: Achieve 25-30% lead-to-customer conversion rate for qualified opportunities.
●Average Contract Value: Maintain €150K-€300K ACV per enterprise client.
●Net Revenue Retention: Deliver 110%+ NDR through upsells and account expansion.
●Team Performance: Build team achieving 100%+ of quota attainment collectively.
●Sales Cycle: Reduce average enterprise sales cycle to 45-90 days.
●CAC Efficiency: Maintain CAC payback period under 15 months.
●Forecast Accuracy: Achieve 90%+ accuracy in quarterly revenue forecasting.
●Market Presence: Participate in 10+ industry events or speaking engagements annually.