Head of Sales, B2B New Business

This is a fully remote position, open to applicants in United Kingdom, +5 more countries.

📋 Description

• Take ownership of the team's new business bookings, establishing targets, monitoring run rates, and intervening when performance deviates from expectations.

• Spearhead the transition from selling language courses to focusing on performance outcomes and professional skill development.

• Provide weekly coaching through deal assessments, call reviews, and pipeline evaluations.

• Implement MEDDPICC as a consistent qualification framework across all deals.

• Conduct weekly and quarterly team forecasts, offering transparent, evidence-based commitments.

• Propel pipeline generation and assist representatives in creating repeatable outbound strategies by market and segment in collaboration with Marketing.

• Coordinate the alignment of BDMs and regional SDRs to execute the target account strategy effectively.

• Assist with strategic opportunities concerning pricing, procurement, legal matters, and internal deal facilitation while ensuring the representative retains ownership.

• Recruit, develop, and manage team performance; establish expectations and oversee individual development plans.

• Collaborate with the Director to craft market, segment, and ideal customer profile playbooks.

• Guide a distributed remote team through effective one-on-ones, team rhythms, written communication, and regular travel.

• Partner with Marketing, Customer Success, Strategic Account Management, Revenue Operations, Finance, Product, and Leadership.

• Ensure HubSpot data is maintained accurately, forecasts are precise, and commercial terms are reasonable.

• Provide market insights to Product and present Leadership with a data-driven overview of team and pipeline performance.

⛳️ Requirements

• Over 10 years of experience in quota-carrying B2B SaaS sales, including a minimum of 2 years in a leadership role for new business closers.

• Proven history of team success, including quantifiable team performance against targets for each of the last four quarters and the rationale behind it.

• Evidence of successfully coaching representatives who subsequently exceeded expectations.

• Strong forecasting skills and familiarity with a qualification methodology (such as MEDDPICC, MEDDIC or similar) and sales methodologies (such as Challenger, Value Selling or similar).

• Experience managing remote or multi-national teams.

• Commercial credibility with senior stakeholders, including CHROs, Heads of L&D, or divisional Managing Directors.

• A data-driven mindset and comfort with CRM tools such as HubSpot or Salesforce, alongside tools like Outreach.

• High emotional intelligence paired with a low ego; capability to understand others, provide direct feedback, and accept it gracefully.

• Exceptional written and verbal communication skills in English.

• Willingness to travel across Europe as required.

• Proficiency in English and at least one of the following languages: French, Spanish, or Italian at C2 level.

• Nice to have: experience selling to HR, L&D, Talent, or People functions.

• Nice to have: fluency in one or more additional European languages.

• Nice to have: experience establishing or scaling a sales presence in a new market.

• Nice to have: background in EdTech, HR tech, or learning platforms, particularly through repositioning or launching new categories.

🏝️ Benefits

• Comprehensive Private Health Insurance plan.

• Flexible working hours and remote work options to enhance your work-life balance.

• Extended maternity and paternity leave.

• Numerous opportunities to connect with the team, including social events and quarterly team and company gatherings.