About the Role
Ricoh is looking for a commercially driven Head of SaaS Sales to lead software sales across the region, accelerate new ARR growth and build a dedicated, high-performing software sales organisation.
DocuWare will be the primary commercial focus and the core growth engine of Ricoh’s Nordic software business, supported by selected Ricoh software solutions as a secondary focus.
You will take ownership of Nordic SaaS execution, with responsibility for recurring revenue growth, new-logo acquisition, selected cross-ell initiatives, pipeline quality, forecast accuracy and team development.
You will establish the commercial rhythm required to scale the business across the Nordics—combining disciplined sales leadership with hands-on support for strategic opportunities.
Working cross-functionally with marketing, pre-ales, customer experience and operations, you will help create a scalable software growth model for Ricoh in the Nordic region.
Key Responsibilities
- Lead software sales across the Nordics with clear accountability for new ARR growth, commercial execution and sales discipline.
- Build, recruit, coach and develop a high-performing team of hunters, account executives and related software sales resources.
- Establish DocuWare as the primary and repeatable growth engine for Ricoh’s Nordic software business.
- Drive repeatable go-to-market initiatives, target-segment focus and pipeline-generation mechanisms around document management and workflow automation.
- Set and execute regional go-to-market priorities, territory focus and pipeline-generation activities in collaboration with sales operations and marketing.
- Run weekly forecast and pipeline inspection cadences, with a strong focus on stage quality, clear next steps, deal control and forecast reliability.
- Create a performance culture built on accountability, coaching and overachievement
- Support strategic opportunities directly through executive-level customer engagement, negotiation support and commercial problem-solving.
- Coordinate closely with pre-ales, customer experience and digital marketing to improve conversion, handover quality and expansion potential.
- Help shape Ricoh’s software operating model through clear KPI ownership, effective governance and scalable ways of working beyond the traditional hardware-led sales model.
What Success Looks Like
- Visible growth in new ARR, with a strong focus on new customers and net-new business.
- Sufficient qualified pipeline coverage against the team’s targets.
- Reliable weekly and quarterly forecasts with limited late-stage slippage.
- Strong performance against quarterly and annual team goals.
- Improved conversion from qualified opportunities to closed-won business.
- Effective recruitment, onboarding, coaching and retention of strong sales talent.
- Consistent territory, stage and pipeline discipline across the organisation.
- Strong cross-functional execution, high-quality customer handovers and customer experiences that protect future expansion potential.
- Clear momentum for DocuWare as Ricoh’s primary, repeatable software growth engine in the Nordics.
- A scalable software sales model capable of supporting broader Nordic and European rollout.
You will ideally have
- 5+ years of experience in B2B technology or building SaaS sales, including meaningful experience with SaaS or recurring revenue models.
- 3+ years of people-leadership experience, with a strong track record of coaching quota-carrying sales professionals and building teams.
- Proven success in new-business growth, pipeline creation and forecast management within a structured sales environment.
- Strong commercial judgement and the ability to balance pace, deal quality, margin and long-term customer value.
- Experience collaborating across sales operations, marketing, pre-sales and customer success or customer experience.
- Confidence engaging senior stakeholders and customers, including executive-level conversations and strategic deal support.
- A strong understanding of reporting, forecasting and disciplined sales inspection.
- Relevant understanding of workflow, document or process automation propositions, particularly where they support business transformation and recurring software revenue.
In return for your commitment, you can expect
At Ricoh, work should feel meaningful, supportive and fulfilling. The Ricoh Promise shapes your experience through four pillars that bring our culture to life.
Love to Connect
You become part of a global community built on openness, inclusion and genuine collaboration.
Across teams, countries and roles, you'll find people who listen, involve and encourage you - helping you feel valued and able to be yourself every day.
Love to Grow
Your development truly matters to us. With access to learning pathways, mentoring and career opportunities across functions and countries, you'll be supported to stretch your skills, explore new directions and stay future-ready in a changing world.
Love to Give Back
Purpose is part of how we work. You'll have opportunities to make a difference through volunteering, sustainability initiatives and community programmes that reflect our shared values and commitment to positive impact.
Love to Succeed
Success at Ricoh is something we pursue together. You'll benefit from fair rewards, flexible working, wellbeing resources and real recognition - including programmes such as the Imagine. Change. Awards, where colleagues celebrate each other's achievements.
We are an equal opportunities employer
We believe that diverse perspectives make us stronger, and we welcome applications from people of all backgrounds, identities, and experiences. Our hiring decisions are based on skills, experience and potential, and we are committed to creating a fair and inclusive recruitment process. If you require any reasonable adjustments at any stage of the recruitment journey, please let us know and we will support you to bring your best self forward.
Ready to love what you do? Apply now and help us shape what comes next.
About Ricoh
A global leader in digital services, recognised for innovation, sustainability and a people-first culture. We feature in the Gartner Magic Quadrant, are listed in the Global 100 Most Sustainable Companies, and have been named one of Forbes’ World’s Best Employers 2025.
At Ricoh, we believe people do their best work when they feel valued and supported. We create inclusive workplaces where you can grow, contribute, and make a positive impact while helping to build a more sustainable future.
Find your place. Transform your future
Our purpose is centred on understanding and improving how people work. By focusing on real working experiences, we support individuals to develop their skills, realise their potential and do work that feels meaningful.
People transform when they Love What They Do
This belief sits at the heart of The Ricoh Promise. It guides how we recruit, how we support our people, and how we work together every day, creating an environment where you can grow, feel valued and make a difference.
When you join us, you are encouraged to share your ideas, challenge the way things are done, and work with others to build something better. If you are looking for a place where your voice is heard, your development is supported, and your work feels meaningful, you will feel at home at Ricoh.