Head of Sales, CMMS

Role Overview

• Scale and transform the European CMMS P&L at osapiens.
• CMMS — the Computerised Maintenance Management System product line, productised at osapiens-cmms.com — is the dedicated solution for how operationally intensive enterprises run their maintenance: asset registers, preventive and corrective maintenance, work orders, spare parts, technician mobility, and the audit and safety routines that sit alongside them.
• This is not a zero-to-one seat. The product is mature and proven. Coca-Cola, Nordex, BKW, and others already run hundreds of sites and millions of assets on osapiens CMMS.
• There is a real customer base, a real reference book, and a real GTM in market. The task is to take that foundation and turn it into a category-defining sales operation — sharpen the motion, raise the bar on the team, modernise the playbook, and unlock the next layer of growth across new logo and expansion.
• CMMS is treated as a special P&L — a solution-led, European motion with a dedicated sales bench. The Head of Sales, CMMS owns the number for the function: new logo, expansion into the existing osapiens customer base, and the productisation of how CMMS is sold across maintenance-intensive industries.
• This is a scale-and-transform seat. Inherit a proven product, marquee customers, and a working team. Build on that base: tighten the ICP and buyer map, sharpen the packaging, upgrade the AE bench where needed, and make this the most disciplined, AI-native CMMS sales operation in Europe.

Requirements

• 8-10 years in enterprise B2B SaaS sales, with 4+ years leading solution-specialist or vertical sales teams. Track record of building a solution or vertical line of business from emerging to scaled — new-logo and expansion.****
• CMMS / maintenance-software credibility. You have sold CMMS, EAM, or adjacent maintenance and reliability software into manufacturing, process industries, energy and utilities, facilities and real estate, or industrial customers. You can hold a credible conversation with a Head of Maintenance, Head of Service Engineering, Plant Manager, or COO about uptime, MTBF / MTTR, preventive-to-reactive maintenance ratio, OEE, technician wrench-time, spare-parts inventory turn, and the economics behind them.
• CMMS-only focus. This is a dedicated CMMS role. Experience selling CMMS, EAM, or maintenance and reliability management software is the must-have.
• **Scaler and transformer, not steward. **You have walked into a real business with real customers and a real team, and lifted it to the next level — sharpening the motion, raising the bar on the bench, and turning a proven product into a category-defining sales operation. **
• Operator-level fluency with the modern GTM stack. HubSpot, Gong, Clay, Apollo, ZoomInfo, ABM platforms, sequencers — plus the emerging AI tooling landscape. You build the operation on the system, not in slideware.
• AI-native. You already run AI agents in your day-to-day — research, drafting, signal monitoring, coaching — and you push your team to do the same.
• Process-disciplined. Methodology, qualification, exit criteria, deal reviews, forecast accuracy. You run a clean operation that the Board can read.
• Executive presence with the CMMS buyer set. You earn the right to talk to a Head of Maintenance, Head of Service Engineering, Plant Manager, Head of Operations, or COO at any large European industrial. You write and present at Board level internally.
• Extreme ownership, low ego, very high say:do ratio. Never satisfied, always preparing for the next quarter. You hide nothing — issues surfaced fast.
• **Willing to travel across Europe. **English required; German a strong plus given the European industrial customer base; Spanish or French also valued.

Tech Stack

• Apollo

Benefits

• The CMMS P&L is owned and delivered — quarterly forecast accuracy, accelerated new-logo CMMS wins, CMMS expansion ARR into the existing install base, all visible and trending up.****
• The bench is at the right bar — strongest performers retained and developed, gaps filled, at least 80% of AEs hitting 100%+ of quota.****
• CMMS ICP, buyer map, and packaging sharpened and live — documented, in HubSpot, and consistently applied across the team.****
• CMMS playbook modernised and embedded in the stack — stages, exit criteria, discovery, POC, value framing all lived. Not slideware.****
• The marquee book is working harder — Coca-Cola, Nordex, BKW, and the broader install base producing references, case studies, and visible net-new pipeline.****
• Customer engagement at the top — a documented schedule of in-person Head-of-Maintenance, Plant-Manager, and COO touchpoints across the strategic account list, with sourced pipeline behind it.****
• A visible log of AI experiments owned by the team — agents, sequences, signals tried, results shared.****