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 new business bookings and the team metrics.

• Establish targets, monitor performance trends, and intervene when necessary.

• Guide the transition to promoting Busuu as a performance partner, emphasizing outcomes over licenses and lessons.

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

• Implement MEDDPICC as a core qualification framework.

• Conduct weekly and quarterly forecasts for the team.

• Propel pipeline generation and assist representatives in developing repeatable outbound strategies by market and segment.

• Collaborate with regional SDRs to execute target account strategies.

• Assist in strategic opportunities involving pricing, procurement, legal matters, and internal deal-blocking issues, while ensuring accountability remains with the representative.

• Recruit, nurture, and manage the performance of team members.

• Establish expectations, oversee individual development plans, and address performance challenges.

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

• Lead a remote team effectively through regular one-on-ones, team synchronization, and clear written communication.

• Travel frequently to engage with both the team and customers in person.

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

• Ensure HubSpot data remains accurate, maintain reliable forecasts, and implement sensible commercial terms.

• Deliver honest, evidence-based insights regarding team and pipeline performance to leadership.

⛳️ Requirements

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

• Demonstrated history of team success, achieving targets in each of the last four quarters.

• Proven capability in coaching, including the hiring or development of representatives who subsequently excelled.

• Strong forecasting discipline and fluency in MEDDPICC, MEDDIC, or similar qualification methodologies.

• Familiarity with sales methodologies such as Challenger, Value Selling, or equivalents.

• Experience managing remote or multi-national teams.

• Established commercial credibility with senior stakeholders, including CHROs, Heads of L&D, or divisional MDs.

• Data-driven mindset with proficiency in CRM systems such as HubSpot or Salesforce, along with tools like Outreach.

• High emotional intelligence and humility; capable of giving and receiving constructive feedback.

• Excellent proficiency in written and spoken English.

• Willingness to travel across Europe as required.

• Fluent 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: proficiency in additional European languages.

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

• Nice to have: a background in EdTech, HR tech, or learning platforms, preferably through a repositioning or new-category launch.

🏝️ Benefits

• A comprehensive Private Health Insurance package.

• Flexible working hours and the option for remote work, promoting a healthy work-life balance.

• Enhanced maternity and paternity leave policies.

• Social events and quarterly gatherings for both team and company.