Clera home
·Dashboard
osapiens

Head of Sales, Distribution

München · On-site
Apply now

About this role

Head of Sales, Distribution

Department: Sales

Employment Type: Permanent - Full Time

Location: München

Reporting To: CRO



Description

Customers like the Coca-Cola bottling network, Royal Unibrew, and Imperial Brands run their last mile on osapiens HUB for Distribution: route and delivery execution, van sales, pricing, and stock management.

This is a partner-led sales role. The product is SAP certified and listed on SAP Store, with pipeline already coming through the partner ecosystem. You will turn that opportunity into a repeatable growth engine: build the right relationships, lead deals from first demo to close, and develop strategic accounts alongside the partner channel.

This is also a builder role. There is no team to inherit and no finished playbook. You own the Distribution number, prove the motion, and build the foundation for the team that follows.



What you'll do

Own the number. Drive new-logo ARR for osapiens HUB for Distribution and take responsibility for pipeline, conversion, and forecast.

● Build the partner channel. Develop the SAP relationships that create opportunities, from account teams to regional and industry leadership.


● Create pipeline. Convert partner-registered opportunities while building focused outbound into strategic accounts in beverage, FMCG, tobacco, and adjacent direct-distribution industries.


● Lead the deal. Run discovery and the first demo, then own the opportunity through close. Bring in technical expertise when it adds value.

● Build the playbook. Create the discovery, demo, and value story for the last-mile distribution buyer.

● Use our customer proof. Turn references such as the Coca-Cola bottling network, Royal Unibrew, and Imperial Brands into commercial leverage.

● Run a reliable forecast. Keep pipeline, conversion, partner activity, and deal status visible. No surprises.


What you'll bring

Enterprise SaaS sales success. A strong record of owning complex, multi-stakeholder deals and delivering new-logo revenue.
● Real DSD or LMD domain knowledge. You understand direct store delivery or last-mile distribution in practice, including route execution, van sales, proof of delivery, and settlement, and can speak credibly with the people who run these operations.
● Partner-led selling. You know how to turn partner relationships into pipeline and work opportunities jointly from introduction through close.
● Business-value selling. You can engage supply chain, logistics, and commercial leaders and translate operational problems into a compelling business case.
● End-to-end deal ownership. You are comfortable leading discovery, running an effective first product demo, navigating complex buying groups, and bringing in technical expertise when needed.
● Builder mentality. You are comfortable creating the motion rather than inheriting it, testing what works, and turning it into a repeatable playbook.
● Commercial discipline. You manage pipeline and forecast rigorously, surface risks early, and deliver on your commitments.
● Fluent English and international mobility. You are willing to travel wherever the partnership and pipeline requir

Especially valuable
Experience selling with or through SAP, relationships within the SAP ecosystem, and experience launching or scaling a new product, market, vertical, or sales motion.


What Success Looks Like (first 12 Months)

After 12 months:
● The SAP partner network is actively generating qualified opportunities.
● Partner-sourced pipeline is growing and converting into new-logo ARR.
● Strategic outbound contributes a visible second source of pipeline.
● Forecasts are clean, consistent, and trusted by the CRO.
● A distinct Distribution sales playbook is documented, proven, and ready to scale.
● The commercial motion is strong enough to build a team around.

Company at a glance

osapiens – one platform for sustainable growth

osapiens develops software that empowers companies to drive sustainable growth across their entire value chain.

The osapiens HUB, a multi-tenant hyperscaler platform designed to enable cross-company collaboration and AI-automation, combines over 25 solutions in two categories: Transparency solutions enable companies to report on financial and non-financial data, manage supply chains, mitigate risk of all kinds (including cyber-risks and trade- and geo-political risks), and ensure compliance with product, reporting and supply chain regulations. Efficiency solutions enable AI-driven supplier collaboration, maintenance, service, and distribution processes to improve operational performance and strengthen competitiveness.

osapiens was founded in 2018. Headquartered in Mannheim, Germany, with offices across Europe and the United States, the company works with an international team of over 550 employees. It supports more than 2,500 customers worldwide, from SMEs to global enterprises across industries.

Founded2018
Team Size501-1,000 employees
WorkspaceOn-site
IndustrySoftware Development
Location
Munich, Bavaria, Germany
Websiteosapiens.com
LinkedInLinkedIn

Tired of cold applications?

Sign up with Clera and we'll reach out the moment a role actually fits you — no more spraying applications into the void.

Know someone who'd be great for this?