Head of Sales

<div class="content-intro"><p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><strong data-stringify-type="bold">We’re reinventing payments.</strong></span><br><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">In less than four years, Dojo disrupted the market to become the largest and most loved acquirer in the UK. Our payments infrastructure, purpose-built for in-person commerce, is game changing.</span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">Now, over 150,000 customers across four countries choose to transact billions with us every year.</span><br><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">But we’re just getting started.</span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">Our people are the driving force behind our success. They are our greatest investment and our ultimate competitive advantage. We hire exceptional people and give them the autonomy, trust, and ownership to thrive. The results take care of themselves.</span></p> <p style="line-height: 1.4;">&nbsp;</p></div><p><strong><span style="font-size: 12pt;">The&nbsp;role…<br><br></span></strong><span style="font-size: 12pt;">Guide and scale our SMB Sales team to foster predictable, high-volume growth across small and medium-sized merchants. You’ll own the full go-to-market strategy for this segment and ensure alignment between sales, marketing, and product to accelerate acquisition and revenue.</span></p> <p><strong><span style="font-size: 12pt;"><br>What you will do…</span></strong></p> <ul> <li><span style="font-size: 12pt;">Design and execute the sales strategy for the SMB channel, focusing on acquisition and activation at scale. </span></li> <li><span style="font-size: 12pt;">Guide, develop, and grow a high-performing team of SMB Account Executives and Sales Managers.</span></li> <li><span style="font-size: 12pt;">Define and monitor KPIs for performance, productivity, and revenue growth.</span></li> <li><span style="font-size: 12pt;">Work cross-functionally with Marketing, Product, and Operations to optimize lead generation, conversion, and customer onboarding.</span></li> <li><span style="font-size: 12pt;">Build scalable sales processes and playbooks adapted to a high-volume environment.</span></li> <li><span style="font-size: 12pt;">Evaluate data and trends to iterate on the go-to-market approach and improve results continuously.</span></li> <li><span style="font-size: 12pt;">Act as a key stakeholder in pricing, packaging, and incentive models for the SMB segment.</span> <p class="p1">&nbsp;</p> </li> </ul> <p><strong><span style="font-size: 12pt;">What you will bring…</span></strong></p> <ul> <li><span style="font-size: 12pt;">Proven experience guiding sales teams in fast-paced B2B environments, ideally in payments, SaaS, or tech companies targeting SMEs. </span></li> <li><span style="font-size: 12pt;">Track record in scaling teams, designing GTM strategies and delivering consistent revenue growth. </span></li> <li><span style="font-size: 12pt;">Strong people development, coaching and team building skills. </span></li> <li><span style="font-size: 12pt;">Analytical, operational mindset with the ability to balance strategy and execution. </span></li> <li><span style="font-size: 12pt;">Fluent in Italian and English.<br></span></li> </ul> <p>&nbsp;</p> <p><em>In compliance with Legislative Decree No. 96/2026, the minimum initial gross annual salary (RAL, distributed over 14 monthly instalments) for this advertised position is&nbsp;</em><strong><em>€88,100.&nbsp;</em></strong><em>Meal vouchers will be provided. </em><em><br><br></em></p> <p><strong><em>In addition, the position is eligible for a sales incentive plan and a car allowance.</em></strong><strong><em><br><br></em></strong></p> <p><em>This position is categorized under the CCNL del Terziario, della Distribuzione e dei Servizi (Codice CNEL H011),&nbsp;</em><strong><em>Quadro</em></strong></p><div class="content-conclusion"><p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><strong>Dojo home and away</strong></span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">We believe our best work happens when we collaborate in-person. These “together days” foster communication, drive innovation and spark our brightest ideas.</span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">That's why we have an office-first culture. This means working from the office 4+ days per week.</span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">With offices across Europe, we know a thing or two about staying dynamic. Need deep focus? Head to a quiet zone. Big ideas? Collaboration spaces have you covered. Just here for a catch-up? Our social hubs make it easy. Do work that counts, in spaces made for you.</span></p> <p style="line-height: 1.4;"><span style="font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt;"><br></span><span style="font-size: 12pt;"><strong>Question: what’s curious, relentless, and customer obsessed?</strong></span></span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">If you’re keen to know the answer, you’re a third of the way to meeting our Dojo values.</span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">If the following speak to you, let’s talk:</span></p> <ul> <li style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">You’re curious. You have a real desire to learn and create.</span></li> <li style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">You’re relentless. You keep going even when it’s easier not to.&nbsp;</span></li> <li style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">You’re customer-obsessed. You know how important customers are to what you do.&nbsp;</span></li> </ul> <p style="line-height: 1.4;">&nbsp;</p> <h4 style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><strong>Diversity, equity, and inclusion at Dojo</strong></span></h4> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">From local bakeries to well-known eateries, Dojo payments serve over 150,000 places across the UK.&nbsp;</span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">And something that’s fundamental to creating relevant, innovative products at Dojo is to build teams to reflect the diversity of the businesses we serve.</span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">Our drive to improve diversity, equity, and inclusion is closely linked to helping employees thrive and innovating for better customer experiences.</span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">If you care about your work, you’re curious, and you think customer-first, you have a place at Dojo.</span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">To make sure you’re the best you can be throughout the recruitment process, let us know if you need any extra adjustments to help you thrive.&nbsp;</span></p> <p style="line-height: 1.4;">&nbsp;</p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">Visit <a href="https://www.dojo.careers">dojo.careers</a> to find out more about our benefits and what it’s like to work at Dojo, or check out our LinkedIn and Instagram pages.&nbsp;</span></p> <p style="line-height: 1.4;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">#LI-Hybrid</span></p></div>