About this role
**Sales & Partner Manager**
**Construction/Infrastructure · Contract Management · SaaS**
At Diagona, we assist clients and contractors in the construction and infrastructure industry in gaining control over contracts, quantities, and finances. We offer consulting services in contract management and our own SaaS solution, CASAI, which is used for quantity regulation, change order management, and project follow-up.
We are now looking for a Sales & Partner Manager who wants to build the sales of CASAI and our services – and help shape the future of our sales machine and partner channel.
**Your Mission**
Your task is to create profitable growth in CASAI and Diagona's services by closing the right deals with the right customers and building a scalable partner channel targeting consulting firms in construction/infrastructure. This is not a "manage an existing pipeline" role; you will be involved in building it.
**What You Will Actually Do**
In practice, the role involves:
- Prospecting and scheduling meetings with clients, larger contractors, and consulting firms.
- Selling CASAI licenses and Diagona services in contract management/quantity regulation.
- Driving the entire sales journey: needs analysis, demo, business case, quotation, negotiation, and signing.
- Building and developing partnerships with, for example, contract managers, project managers, and technical consultants.
- Working systematically in HubSpot with pipeline management, tasks, follow-ups, and simple reporting.
- Collaborating with the team to ensure customers get started and actually use the system.
**How You Will Be Measured in the Role**
We are transparent about what "good" means. Reasonable – but not comfortable.
1. **New ARR (Main Goal)**
- Target: Approximately 1.5 million SEK in new ARR/year from customers for whom you are responsible.
- Approximately 10–18 new deals/year, with a target of around 15 deals (ACV ~100k/deal).
2. **New Customers/Projects**
- Number of new customers/projects per year:
- Baseline: 10 new deals/year
- Target: 15 new deals/year
3. **Pipeline & Conversion**
- Pipeline coverage: Active pipeline corresponding to at least 3x your annual ARR target.
- Conversion:
- Qualified opportunity to quotation: 50–60%
- Quotation won: 25%
- Activity level (leading):
- 2–3 qualified meetings/week
- 3–4 demos/week
- 40 outreach activities/day (email, phone, LinkedIn, networking).
4. **Partner Channel (Consulting Partners)**
- 3–5 active key partners after 12–18 months.
- At least 25% of your pipeline will come through partners (co-sell, referrals, joint cases).
- At least 20–30% of your new ARR (~0.3–0.5 million SEK/year) will be generated through partners.
5. **Customer Adoption**
- At least 70% of your won deals should be active in CASAI within 90 days (logged users + registered activity/change orders, etc.).
In the first 90 days, we will focus more on:
- Number of qualified meetings (40–50),
- Your ability to conduct demos,
- And getting the first pilots started.
**Who We Believe You Are**
We believe you:
- Have 2–5 years of experience in B2B sales, preferably in:
- SaaS/tech or
- Consulting services related to construction, infrastructure, energy, or similar.
- Enjoy active prospecting – you don’t wait for incoming leads.
- Are comfortable discussing business benefits with project managers, procurement officers, accountants, and executives.
- Are structured and data-driven: you follow up, log, measure, and improve.
- Build trust – you sell nothing you don’t believe in yourself.
- Speak and write fluent Swedish and manage English.
**Extra Plus If You:**
- Have experience in construction/infrastructure projects, contract law, quantity regulation, change orders.
- Have worked with longer sales cycles and in the public sector with multiple decision-makers.
**Why Diagona & CASAI?**
With us, you will:
- Be involved early on in building the sales function and partner channel together with the CEO.
- Work with a solution that addresses concrete, costly problems: cost deviations, change order issues, and lack of traceability.
- Experience a short decision-making process, a fast-paced environment, and significant opportunities to influence both our offerings and how we work.
- Receive a competitive fixed salary + a clear commission model linked to new ARR and partner deals