We are working exclusively with your client to find a remote Head of Sales.

About:

Our client is a market-leading SaaS conversion platform helping marketers turn passive website visitors into leads for sales teams.

They accomplish this with a comprehensive suite of solutions that provide invaluable insights into website activity. These solutions aim to increase conversion rates with features such as chatbots, in-page bots, a visual bot, and AI functionality.

Following a recent acquisition seeing their previous Head of Sales promoted to VP, it is now time for them to bring in a new sales leader to look after the UK sales team.

Key Highlights:

• Consistently growth year-on-year, they went from £100k ARR to £2.5m ARR in 2.5 years.
• Large TAM which includes B2B2B and B2B2C sales - currently their market is split 75% and 25% respectively.
• Serving the SMB and lower mid-market segment where your clients will have between 50 and 150 employee headcount.
• Average order value of £18k ARR and a 45-day deal cycle.
• Opportunity to lead a team of 10 which includes AEs, SDRs and an SDR lead.
• A strong culture of internal promotions. A number of SDRs have been promoted, and the previous Head of Sales was promoted to VP. In the long term, this role could lead a team across Europe.
• Solid team attainment of 85% in 2024, and Q1 2025, they averaged 92%!
• Achievable targets of €250k ARR per rep and a strong commission plan heavily incentivises over-attainment.
• They have a strong inbound function and marketing team, which currently helps with the bulk of pipeline generation. They have a marketing and customer success team of 19 people.
• Recently acquired to now total nearly 300 staff. You will have stability and resources from day one.
• £80k base + 50% OTE + other benefits to be discussed.

The Role:

• Developing, implementing and executing a new outbound strategy for your AE team. The goal is to have 30% of leads come through direct outbound.
• Coaching and mentoring your AE and SDR team to be as productive as possible. The management culture is “coach-first,” so you will be expected to join sales calls, revise proposals, listen to call recordings etc, so you can provide constructive feedback to your teams.
• Closely working with the SDR team to stay on top of KPIs and quality leads - the VP believes in high-activity outreach through cold calling.
• Strengthening deal conversation rates through the further implementation of MEDDPICC and the Challenger sales methodology. They are also bringing in SPIN sales. This will also mean developing your skills to pass on the learnings!
• Working with your team to ensure they hit their targets will allow you to hit your targets.
• Conducting weekly 1-2-1, performance reviews and live coaching sessions to ensure your team is engaged, aligned and motivated to continue performing.
• Meeting the business's KPIs. In addition to sales targets, this would include engagement scores and employee retention.
• Regular travel to national events where you will exhibit the platform and generate leads.
• Collaborating with the wider commercial team (marketing, customer success, rev ops, product and HR) to further build a robust GTM function.
• Keeping on top of team admin to make sure the CRM is up to date and accurate. Revenue forecasting is important to the client for strategic planning and they need good data to make well-informed decisions.

Requirements:

• At least 18 months of management experience, including the role of “team leader” or above.
• A management style centred around being a coach first with tangible examples.
• A proven outbound prospector with a strong understanding of the techniques required to drive pipeline, this can be proven as an individual contributor or manager.
• At least 4 years working in a SaaS company where you have at least one example of a 12+ month tenure in an SMB to MM business.
• Self-started and a proven track record of achieving against quota as an individual contributor or manager.
• Data-driven and able to use CRM information to make well-informed decisions.
• Professionally trained and have leveraged sales frameworks such as MEDDPICC, Challenger or SPIN.
• Excellent written and verbal communication is essential, you will be liaising with top executives.
• Able to work remotely and strongly willing to travel to events - they have 20+ per year.
• Excited by a fast-paced and dynamic startup environment.

Benefits:

• £80k - £90k base + 50% OTE.
• Remote working.
• Other benefits TBD.