About the company
OPTAS develops SaaS solutions that help organisations automate employee scheduling and manage working time. Its core product simplifies complex shift planning, helping managers reduce manual work and create schedules that account for staffing needs, employee competencies and working-time requirements.
The company has a strong presence in healthcare and social care, while also serving clients across hospitality, retail, services and manufacturing. Its customers include LSMU Kauno klinikos, Republican Klaipėda Hospital, Republican Šiauliai Hospital, Headex, Baltic Champs, Malsena, Dione, PUMA and Courtyard by Marriott.
About the role
We are looking for a Founding Full-Cycle Sales Manager to take ownership of new client acquisition and help build a proactive, structured sales function at OPTAS.
Your initial focus will be Lithuania, where you will develop new business with both private companies and public-sector organisations. As you build your understanding of the product and its customers, you will also contribute to exploring international markets.
Joining as the company’s tenth team member, you will work closely with the founders and own the entire sales cycle, from identifying prospects and understanding their needs to demonstrating the product, negotiating terms and closing deals. This is a hands-on sales role with direct influence on how OPTAS approaches the market and grows its customer base.
Responsibilities
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Proactively identify and approach potential customers, building a consistent pipeline of new business opportunities.
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Test and develop effective outreach channels, initially in Lithuania and later in selected international markets.
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Lead discovery conversations to understand customers’ scheduling processes, operational challenges and decision-making criteria.
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Deliver tailored product demonstrations, clearly explaining how OPTAS addresses each customer’s needs.
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Prepare commercial proposals, engage decision-makers, handle objections and negotiate agreements through to signing.
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Manage opportunities across the full sales cycle, maintaining accurate CRM records and clear next steps.
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Work closely with the founders and product team to align customer expectations with the solution’s capabilities and share market feedback.
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Monitor competitors and market developments, and represent OPTAS at relevant events, exhibitions and client meetings.
Requirements
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At least 2 years of experience in IT sales, ideally selling SaaS or software solutions to business or public-sector customers.
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Experience independently managing the full sales cycle, from outbound prospecting to closing agreements.
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The ability to understand a customer’s business processes and translate product functionality into clear business value.
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Strong presentation, communication and negotiation skills.
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Fluency in Lithuanian and strong English skills, both spoken and written.
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A proactive, organised approach, with ownership of your pipeline, follow-ups and sales results.
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Confidence learning a technical product and explaining it clearly to different stakeholders.
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Experience with public procurement would be an advantage.
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Polish, Spanish or Portuguese language skills would be an advantage.
What we offer
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A competitive base salary, depending on experience and competencies, plus performance-based bonuses.
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Ownership of the full sales cycle and the opportunity to shape the company’s sales approach.
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An established product used by recognised organisations across multiple sectors.
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Close collaboration with the founders and support from a team with strong product and sector knowledge.
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The opportunity to contribute to international expansion as the business develops.
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A role in a growing team where your contribution has a visible impact on business results.
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An office in Kaunas, Chemijos g. 15.