Head of Sales

About us:

CETIN is a service provider for the digital business ecosystem, delivering connectivity, data center, cloud, and cybersecurity services. As a leading national and international interconnection hub in the CEE region, CETIN holds a unique position in the Serbian market. Born in telecom, with deep engineering expertise, the company provides secure, reliable, and high‑availability infrastructure for businesses whose operations depend on performance, resilience, and trust. With all services internally developed and validated, CETIN ensures proven quality, scalability, and operational excellence, enabling partners and customers to focus on their core business while digital ecosystems connect, scale, and grow across the region.

CETIN offers an environment for people so they can grow, continually learn, and build deep expertise, while being respected and supported to do their best.

Join us and build your expertise by working on meaningful projects and complex and large‑scale systems.

The Head of Sales leads, motivates and develops the sales team to achieve agreed sales targets and drive sustainable growth with external customers and business partners.

The role delivers results through the team by setting clear priorities, strengthening sales capabilities and managing sales execution, while directly supporting key opportunities and negotiations. It aligns customer needs and cross-functional activities with the company’s commercial strategy.

Key Responsibilities:

Sales Team Leadership and Development:

• Lead and motivate the sales team, translating commercial objectives into clear team and individual targets, priorities and account responsibilities
• Develop sales capabilities through regular coaching, constructive feedback and practical support in customer engagement, solution selling and negotiations
• Build a culture of ownership, collaboration and customer focus, with clear expectations, regular progress reviews and individual development plans

Sales Growth and Customer Development:

• Own delivery of the agreed sales plan through new customer acquisition, growth of existing accounts and development of strategic partnerships, including telecom and ICT operators
• Guide account and opportunity planning; support the team in complex sales and lead key customer negotiations within approved pricing, commercial terms and authority limits
• Translate market trends and customer needs into growth opportunities, contributing sales input to service development, pricing, positioning and go-to-market plans
  

Cross-functional Collaboration and Execution:

• Work closely with Sales Support, Product, Technology, Legal and Finance to develop feasible, competitive proposals and ensure clear handover from sales to delivery
• Coordinate with commercial teams across countries to develop joint opportunities and exchange customer insights and sales practices
• Drive alignment around customer outcomes, resolve cross-functional obstacles and escalate risks to commitments, service delivery or customer relationships
• Contribute to business planning and strategic commercial initiatives, ensuring sales activities remain aligned with company objectives and applicable regulatory requirements
  

Sales Planning, Pipeline and Results:

• Manage the sales pipeline and forecast through regular opportunity reviews, clear next steps and accurate, up-to-date sales records
• Monitor sales results against agreed targets and report progress, forecast changes and commercial risks to the Commercial Director, ensuring compliance with budgets and commercial policies
• Identify gaps against the sales plan and implement corrective actions with the team to improve opportunity conversion, sales execution and forecast reliability

Main Requirements: 

• University degree, preferably in a technical, business or legal field
• Minimum five years of relevant sales or commercial experience in ICT and telecommunications services, including demonstrated experience in leading, motivating and developing a sales team
• Proven track record of achieving sales targets through a team, managing customer and partner relationships, negotiating complex agreements and managing sales pipelines and forecasts; experience contributing to service development and go-to-market initiatives
• Strong people leadership, coaching and communication skills, with the ability to motivate a team and create shared ownership of results
• Strategic and analytical thinking, with the ability to translate commercial objectives into focused sales plans and practical actions
• Strong customer orientation, commercial judgement and negotiation skills, with a consultative approach to understanding customer needs
• Results-oriented and collaborative, able to prioritise, address obstacles and build effective relationships across functions
• Fluent in written and spoken English
• Proficient in MS Office and business tools used for sales planning, reporting and pipeline management

What we offer:

• Open working space and flexible working hours
• Training and development programs
• 25 days paid holiday leave per annum
• Laptop, mobile phone and tariff package in line with company policy
• Health package
• Recreation or health program
• Participation in annual bonus system
• Competitive terms and conditions

Only short-listed candidates will be contacted