Karos is the European leader in carpooling for commuters. After building a strong footprint across key markets and establishing strategic partnerships with public authorities and employers, we are entering a new phase of accelerated growth.
We are hiring a Chief Sales Officer (CSO) to join the Executive Committee and lead this next scaling chapter -structuring a high-performance sales organization, driving predictable revenue at scale and turning market leadership into sustained commercial dominance across Europe.
Own and scale the global Land motion : acquiring new public authorities and employers customers and signing predictable, profitable contracts.
The CSO is accountable for new logo growth, sales execution excellence, and forecast reliability.
Once a contract is signed, ownership is formally handed over to the CRO (Expand) team.
Key Responsibilities :
1) Land strategy & prioritization
• Define and continuously refine the global Land strategy by country and segment.
• Identify and own the top priority targets, with clear sequencing and focus.
• Make explicit trade-offs on where to invest time, seniority, and resources.
2) Sales organization & leadership
• Define a simple, scalable Sales operating model (“who does what”).
• Build, onboard and develop a high-performing Public authorities and Employers Sales team.
• Ensure strong local execution through clearly assigned regional ownership.
3) Deal execution & bid excellence
• Lead disciplined deal management: opportunity reviews, next-step clarity, risk identification.
• Personally sponsor the most strategic and complex deals, including tenders.
• Set the quality bar for sales materials, bid structure, and client interactions.
4) Forecasting & predictability
• Own the Land forecast: what will close, when, and why.
• Challenge weak or risky deals early.
• Ensure minimal gap between forecasted and actual results.
5) Deal quality & profitability
• Guarantee “clean” deals: controlled discounts, coherent contract duration.
• Deals in line with service packages and with Operation & Product/Tech workload planning capabilities.
• Realistic ramp-up and delivery assumptions.
• Work closely with Finance and Legal to secure fast, clear validations.
6) Cross-functional coordination
• With the CRO (Expand): ensure a clean handover at contract signature and aligned expectations on “expand strategy”.
• With the Marketing team: align on priority segments and markets, and leverage concrete sales assets, customer references, and proof points produced by Marketing and operationalized through Sales Enablement.
• With the Operation and Product/Tech teams: ensure alignment on delivery feasibility, implementation timelines, and ramp-up assumptions embedded in sales commitments.
Success Metrics
• New contracts signed: ARR
• Deal quality: compliance with service packages and expected contribution margin
• Forecast accuracy
• Win rate and sales cycle duration
• Sales performance (New ARR / CAC)
