Head of Sales, EMEA - FOSS Software Services

FOSS develops innovative system solutions to ensure and improve food quality. Our mission is to drive a more sustainable use of the world's agricultural resources. As a family-owned company, we take pride in our strong employee and customer satisfaction, our open, team-oriented culture, and the exciting career opportunities we offer.

As our company continues to expand, we are looking for a dynamic Head of Sales to join our digital business division (IQX – launched in June 2023), which focuses exclusively on new software solutions that accelerate digitalization across the supply chain. Our solutions help thousands of food and agricultural companies improve safety, sustainability, and operational efficiency.

Are you a passionate Sales Leader ready to shape the future of food tech?

We are searching for a results-driven and experienced sales leader who can drive scalable growth across EMEA, working closely with distributors, key accounts, and an international team. This is an opportunity to build and lead a high-performance team selling cutting-edge digital solutions—including those tightly connected to our instrumentation business through solution selling. If you're energized by the idea of scaling a disruptive digital solution in a traditional industry, this role is for you.

What you’ll be doing

  • Define, execute, and continuously adapt the sales strategy and tactical roadmap across the EMEA region, ensuring alignment with shifting market dynamics and business priorities
  • Build, lead, and inspire a skilled sales team. Hire, train, coach, and create a strong culture of collaboration, accountability, and continuous improvement
  • Oversee performance across direct sales, key accounts, and distributor channels, ensuring high engagement and sustainable growth across all touchpoints
  • Drive excellence in sales execution through robust processes, accurate forecasting, and strong pipeline management—backed by insightful analytics
  • Champion solution selling in alignment with our hardware offerings to deliver added value to customers and differentiate FOSS in the market

What we’re looking for

  • 5+ years of experience leading high-performing SaaS sales teams, ideally across EMEA
  • Strong background in solution selling and experience working in or around hardware/software hybrid models is a plus
  • Proven success managing and developing sales professionals to achieve and exceed targets.
  • Familiarity with modern sales methodologies (we use MEDDICC) and key metrics such as ACV, CVR, and Sales Cycle
  • A sharp analytical mindset with the ability to interpret data and make informed decisions on both short-term actions and long-term strategy

Who you are

You lead with vision and empathy, thrive in a fast-paced environment, and possess the stamina and grit to achieve ambitious goals. You balance strategic thinking with a hands-on, pragmatic approach to leadership. You’re comfortable prioritizing tasks on the fly and have a knack for creating structure where others see chaos. Your natural curiosity, solution-oriented mindset, and collaborative spirit make you a catalyst for innovation and growth.

Join the IQX journey

We’re conducting interviews on an ongoing basis—so don’t wait! Apply today and help us shape the future of digital transformation in the food industry. Please note we only consider applications submitted through the link below.

For more information, reach out to Christian Borresen, Global Head of Sales: +45 2856 6252 / chbn@foss.dk, or have a look at: FOSS IQX™ | SaaS Solutions for Food & Agriculture Analytics

FOSS is committed to maintaining an inclusive culture and a diverse workforce. You can help us sustain an unbiased recruitment process by not including photo or age in your application.


Ansættelsestype: Permanent

Hjemmearbejde: Not disclosed

Ugentlig arbejdstid: Full-time

How to apply

Our goal is to make the recruitment process as professional and positive as possible. The recruitment process starts when you’ve submitted your application online. Vacant positions at FOSS do not always have an application deadline, so please apply today rather than tomorrow. The reason for this is that we want to ensure a fast and efficient process, which means that we review applications on an ongoing basis. Candidates who are invited for interviews will receive an invitation per email.

Sustainability is an integral part of our business

At FOSS, we have a taken a holistic approach to Sustainability. It’s not only about conducting our business in a responsible and ethical manner. It’s also about developing solutions that make a difference in the world. We help our customers tackle difficult global challenges such as efficiency in food production, consistency in quality and food safety.

We are operating in a world with significant population growth, scarce resources, food safety scandals and growing concerns about the climate. As the leading business-to-business provider of dedicated analytical technology, we play a key role in this environment.

For example, our technology is increasingly important in expanding food supply by making rational use of increasingly limited resources, while ensuring the best quality food reaches the consumer. To address this challenge there is a need for the development of solutions that analyze and make data manageable and actionable throughout the production process. Information management of analytics will be the future of the food and feed industry, enabling producers to increase yields by being more efficient. Intelligent and automated processes that run on data will define our customers’ future production - and much of the 10% of our turnover we annually invest in research and development will be dedicated to this area.

Working at FOSS

We work on a global scale to develop the people working at FOSS. We strive to enhance job satisfaction and motivation by constantly improving the competencies of our managers as well as following up on employee satisfaction.

We know our employees are our strongest asset.

Therefore, we emphasise, invest in and appraise our employees’ knowledge, skills and attitudes, and take pride in creating an environment with trust, confidence and development. We also believe that clearly defined objectives enable people to achieve their performance potential and that the support from the immediate superior is essential. Most important of all; trained, well-motivated and competent employees are a perquisite for success in the future. We manage by values, but also clear objectives, and follow up through regular meetings between the employee and the manager. In these meetings, there is also room to discuss career aspirations and other development opportunities including internal career moves.

You will have the opportunity for internal career development.

As a company, we are small enough for you to get high influence in the job, but we are also big enough for complex development and global careers. If you want to move in a new direction and continue to develop along with your professional capable colleagues, we offer the opportunity for internal career moves inside FOSS. As we are a knowledge-heavy company, this is a win-win scenario for both FOSS and our employees.

Work with creative and professionally strong colleagues.

Teamwork is essential to FOSS. By developing solutions in cross-functional teams, we integrate knowledge, experience and competences from many perspectives to achieve great results. We communicate in a straight-forward manner and solve challenges together. In FOSS, we truly value that you voice your opinion, take responsibility and ownership. Our company size in turn allows for independent, dynamic and fast decisions.

If you join FOSS, we promise you that you will enter an environment with new learnings through projects, new technologies and market opportunities. We love to be entrepreneurial and open-minded to new ideas, and if you get a good idea – you can bring it forward.

Join a company with a clear business idea and purpose, but also strong values.

In a global world with a growing population, there is an ever-increasing demand for safer food, production that is more efficient and less food waste. Globally, we need to produce as much food the next 40 years as the last 8,000 years to meet the needs of a growing population and declining natural resources. A huge challenge, which requires that we become better at utilizing the resources available.

The business vision of FOSS to contribute to a more sustainable use of increasingly valuable agricultural resources, and to the nutrition and health of the people of the world. We provide the industry’s best analytics, which add value to our customers by improving quality and optimising food and agricultural production.

Join FOSS, and you will be part of this mission, more relevant today than ever. 

Meet our employees

Meet Jan – manager of Concept Development in Research & Development

Jan’s daily work as a manager in Concept Development consists of generating new ideas in collaboration with his team and deciding which ideas should be developed. The daily challenge of finding the right solutions to address the needs of our customers is solved by a diverse and competent group of specialists working together.



Meet Mariana – Chemometrician in Research & Development

Mariana is a Spanish Chemometrician specialised in NIR. Coming from a research background her move to FOSS was motivated by a desire to work with real products and real customers. AT FOSS she is involved in the innovation of new products, developing calibrations for the EyeFoss image analysis grain analyser.

About FOSS

FOSS creates end-to-end solutions that secure and improve food quality. From raw material to finished product. Our analysis instruments refine measurements into information management that enables businesses to run intelligent data-driven productions with less waste and bigger yields. Controlling cost and quality across all sectors and value chains, we help food and agricultural producers limit the number of human errors, scale their business faster and reduce manual labour as well as labour costs. We call it analytics beyond measure.

Over the last 60 years, we have made it our business to define the standard of analytical solutions for the food and agricultural industry. We pioneered advanced analysis for the challenging production environments in the 1960’s, and we were the first to integrate chemical composition analysis in process lines. Now our resolve and ambition have also made us the international benchmark in the field of chemometrics and real time analytics.

FOSS is a 100% family-owned company and the leading supplier of innovative analytical solutions; 98 percent of FOSS’ business is generated outside Denmark. FOSS has more than 100 patents and more than 20 world-first product introductions. FOSS employs more than 1700 dedicated people worldwide and has manufacturing, research and development facilities in Denmark and China. Solutions are sold and supported through FOSS sales and service companies in 28 countries and by more than 75 distributors. Many employees have a top-level scientific or technical background, including more than 130 Master of Science and more than 20 PhDs in areas such as photonics, chemometrics, physical chemistry, analytical chemistry, fermentation and bio-engineering, astrophysics, optical communication, physics, quality, nanotechnology, food science and adaptive radiotherapy. We also employ many factory-trained and certified support engineers stationed close to our customers.