Reports to: CEO

Job Overview: The Head of Business Development (HoBD) is responsible for formulating and executing Custos’ sales and revenue growth strategy. The key performance indicator for the role is the month-on-month increase of monthly recurring revenue (MRR) based on increased product sales. The HoBD is the line manager for the sales and marketing functions in the company, owns the recruitment strategy for this division, and is responsible to maintain a fully-staffed, high-performance sales and marketing team. The HoBD also directly leads complex sales to enterprise customers.

Responsibilities and Duties

  • Takes ownership of the Sales and Revenue Growth Strategy, and formulates and revises it in consultation with the management team.
  • Executes on the Sales and Revenue Growth Strategy.
  • Formulates and tracks actionable metrics related to sales, customer acquisition cost (CAC), lifetime value estimates (LTV), customer churn, product up- and cross-sell, and customer satisfaction.
  • Translates metrics into concrete actions to drive sales and revenue growth.
  • Develops the Sales and Marketing recruitment plan in consultation with the management team.
  • Takes responsibility to execute on the recruitment plan and identify, interview, and appoint high-performance individuals in vacant positions.
  • Takes ownership of the remuneration plan of the sales team, and designs base salary and performance-based remuneration schemes in consultation with the management team.
  • Identifies measurable, actionable key performance indicators (KPIs) for the sales and management team, and manages team performance.
  • Builds professional relationships with decision makers and influencers at enterprises that are potential key customers.
  • Leads enterprise sales discussions with potential key customers.
  • Leverages key business insights to elevate sales conversation and action.


  • A bachelor’s degree or higher in a relevant discipline.
  • Experience in a high-growth company or startup sales team.
  • Experience with SaaS and B2B sales.
  • Commercially focused, with a good understanding of business needs.
  • Excellent computer skills.
  • An eye for detail and able to work accurately when under pressure.
  • Fluent in English, both written and verbal.
  • Experience in dealing with external customer requests and queries.
  • Proven ability to lead.
  • A successful sale track record with 5+ years of technology sales experience.
  • Industry knowledge and ability to make confident recommendations at C-level, business decision makers.
  • Experience with any CRM system is an advantage.