Sales Director, Scale

Salary Competitive
Equity To be negotiated


Are you an experienced Sales professional looking to leave a lasting mark on the IoT ecosystem?


Because that’s why we’re here 🚀

At Onomondo, we champion connecting IoT devices globally to Clouds.

Meaning we solve telco-challenges - with tech.

Simple, global, impactful, delightful and highly scalable tech.

We're just about 1% done and we got Maersk, Bosch, Carlsberg and many more onboard already.

Now, we're scaling to conquer the remaining 99%...

… and we would love your talent, skills and experience on that journey!

(Who's Onomondo? Scroll to the bottom for more info)

The Role

As Onomondo's Sales Director for Scale, you’ll be given your own SaaS sales team for SMBs composed of Scale BDRs (Business Development Representatives) and Scale AEs (Account Executives) and expectations to re-shape our sales process, team, culture – and results – that will resonate throughout the IoT industry.

Onomondo has been sales-led since January 2021 and has created quite impressive results with in-house BDRs and an AE team to match. As Sales Director for Scale, you will take over this function, redefine and polish how this function can continue making significant contributions to the growth of our business moving forward.

We are looking for a hands-on "builder" mindset. This is a scale-up company with a tried and tested product that has won some of the most prestigious companies in the world as customers, including Maersk, Carlsberg and Bosch.

On your side will be trust, sparring and flexibility from a competent, empathetic, self-driven, highly experienced and ambitious VP of Sales. Not to mention equally capable and ambitious colleagues throughout the wider business.

This position is for a highly career-oriented person who is eager to unleash her/his absolute potential in a no-constraints post-series-A venture. The sky's the limit for the candidate with the right combination of talent, passion and experience.

You will lead a team of three AEs and 1 BDR Manager to begin with. The BDR Manager, also a vacant position, will take over a team of 13 experienced BDRs, totalling your team size upon take-over to 17 people.

You want to get your hands dirty and lead from the front with experience, insights and passion. You will be expected to strike that perfect balance of sparring with and building younger talent in the BDR function and more experienced talent in the AE function, and make significant contributions to Sales strategy, processes etc., with your VP of Sales.

You will report directly to the VP of Sales and will soon find yourself in a truly flat organization where you won’t hit any of the “if only I could’s…'' you're probably frustrated about in your current position.

We expect you to take complete ownership in directing our sales process from start-up messy (good…) into scale-up tight (better!) and naturally you would aspire to head up Sales as the organization, client base and top line grows. Afterall, you’re probably not only motivated by personal success but also to succeed within the IoT space, which ultimately will benefit people, profit and the planet!

Ok, so you read this far. So now you’re probably thinking: “what’s the catch?”.

You gotta loooove tech. Have a deep passion for it. Have a strong acumen for learning. IoT is complex and you should enjoy getting very, very savvy on our product, our industry and the wider IoT ecosystem. If you can learn - you can have an impact like few other people.

What you’ll do:

  • Meeting - preferably exceeding - your team's monthly KPIs.

  • Meet regularly with new prospects in the assigned sales territory to understand their evolving needs.

  • Build and lead your Sales Team in Onomondo and show the way for a scalable sales process with BDRs and AEs.

  • Hire, train, manage, and motivate the Sales Team to maximize performance.

  • Be a great leader of leaders (BDR Manager) and leaders of ICs (Scale AEs).

  • Help scope and re-scope the commercial strategy and sales tactics as we fail, succeed and learn.

  • Collaborate with cross-functional teams to drive and expand customer acquisition and retention.

  • Revisit, expand and tighten our playbooks and processes for Scale AEs and BDRs.

  • Identify and understand customer verticals, trends, goals, plans, challenges, timelines, budgets and stakeholders.

  • Be a very active player towards the management team, your team and the whole team in professionalizing our business and sales whilst maintaining our pretty awesome culture.

  • Forecast accurately and maintain pipeline data in Hubspot CRM.

  • Play an active role in establishing and improving the customer acquisition process, with a hands-on approach in helping scale AEs during negotiations for key scale deals.

  • Show outstanding management skills and build a team that any ambitious SaaS/tech salesperson would kill to be a part of.

  • You should be able to travel 10-50 days a year

What you'll need:

  • Proven experience (5+ years) as a successful Sales Manager/Director for another SaaS business, with a track record of exceeding sales targets and driving revenue growth.

  • +3 years of management experience with a proven track record of hiring, retaining and developing individuals and teams.

  • Cold calling experience and techniques: experience in cold calling and proven techniques for engaging prospects and generating leads, with a hunger for finding new and innovative ways to reach potential customers.

  • Experience in a post-Series A start-up or high-growth environment is preferred.

  • Knowledge/experience about the IoT ecosystem is a plus.

  • Experience with MEDDIC sales methodology is a “plus”.

  • Thorough understanding of sales and negotiating techniques and the ability to perform value-based sales and technical advisory.

  • Demonstrated ability to lead and inspire a team with strong coaching and mentoring skills.

  • Outstanding written and verbal communications skills (proficiency in English)

  • Natural and authentic leader – you have a passion for developing talent and coaching a team to success, inspire confidence, and lead by example.

  • Experienced user of CRM (HubSpot a plus) and advanced tool stack to manage sales pipeline and activities.

  • Acute self-awareness and desire to grow with our organization - personally and professionally.

  • Excellent interpersonal skills: active listening, communication, negotiation, empathy

What's in it for you:

Join us because:

  1. You can create a career for yourself like few others

  2. Warrants is part your package (i.e. you'll earn shares in the business)

  3. We have FUN whilst being highly Friendly and Ambitious

And then it would be stupid not to mention:

  • Our HQ is a 2000sqm scale-up heaven in Islands Brygge

  • Fully catered lunch, an awesome snack bar and a fridge that’s magically always full of good stuff for any occasion. That’s all free of course.

  • We have our own cross-fit class Mondays and Thursdays in our own in-house gym that are free and happen during working hours (yes, you get paid to stay fit).

  • We have several office dogs, a Soundboks, ping pong table, indoor frisbee golf - all the mandatory scale-up stuff.

  • And most importantly, we have a lovely bunch of colleagues who just love to spend time together working, relaxing, gaming, working out, partying and… The list just keeps expanding!

So come on. What are you waiting for?



  1. Apply here

  2. Test (Bryq)

  3. Screening interview, 15min

  4. First interview. 1 hour

  5. Second interview with the full management team, 1hour. (Face to face)

  6. Hire! (sign late March)

  7. Start May 1st, 2023

NOTE: We expect the right fit to be based in our HQ in Copenhagen. Therefore, a fully remote contract will not be an option for this post.


About Onomondo. Onomondo is a tech scale-up operating a global network for the Internet of Things. Headquartered in Copenhagen, Denmark, Onomondo services customers in more than 160 countries, is available in more than 180 countries, and has full integration with over 700 local operators. Originating in its end-to-end virtualized core, Onomondo has built the world’s most powerful IoT stack empowering customers with real-time monitoring and debugging, cloud connectors, APIs, webhooks, an easy-to-use management platform, and much more.

Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification outlined in the job description. Here at Onomondo, we are are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles!

For more information or questions please contact us at

Perks and benefits

This job comes with several perks and benefits

Free lunch
Free lunch

Enjoy a free catered lunch with your colleagues, every day.

Flexible working hours
Flexible working hours

Time is precious. Make it count. Morning person or night owl, this job is for you.

Free coffee / tea
Free coffee / tea

Get your caffeine fix to get you started and keep you going.

Social gatherings
Social gatherings

Social gatherings and games; hang out with your colleagues.

Free friday beers
Free friday beers

Friday is something special, let's enjoy a beer together.

Skill development
Skill development

We want to take you from good to great.

See all 11 benefits

Working at

DO YOU WANT TO... ... pin a Danish tech start-up on the world map by by enabling the 4th industrial revolution? THEN JOIN US IN ONOMONDO! Because in all modesty, that’s why we’re here 🚀 We champion device to cloud connectivity. Meaning we solve tele-challenges with tech. Simple, global, impactful, delightful and highly scalable tech. We're just about 1% done and we got Maersk and many more onboard already. Now, we're scaling to conquer the remaining 99%... … and we would love your talent, skills and experience on that journey!

Read more about Onomondo

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