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.

Acronyms (for clarity)

• KT: Karos Territories — public sector / local authorities contracts (territories).

• KE: Karos Employers — private sector / employers contracts (companies).

• P&T: Product & Tech — product and engineering teams.

• I&M: Impact & Marketing — global presence and communication.

Own and scale the global Land motion : acquiring new KT and KE 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 KT and KE 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 Ops & P&T 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 I&M (B2B Marketing): 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 Ops and P&T: 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)

• Proven leader of B2B enterprise sales teams (public sector experience is a strong plus).

• Strong sales operator and people manager.

• Comfortable with senior client engagements and complex tenders.

• Highly reliable: plans, executes, delivers.

• Languages: fluent English; French required; German a strong plus.

Interview process — We begin with an initial call; next steps are adapted to the role and we keep the process as lean and transparent as possible.