Senior Sales Lead (UK)

Sales · London · Hybrid

Normative is a mission-driven company seeking to reduce carbon footprints. We provide science-based carbon accounting software and tailored advice from net zero experts to help companies progress toward Net Zero.

Our sales team is growing, and we’re looking for a passionate and driven leader to join the London office and help companies achieve their Net Zero goals while contributing to a sustainable future.

Overview

As a Sales Lead, you will manage the Account Executive function in the UK, enabling the team to hit monthly goals and grow the business. In collaboration with the wider commercial leadership and the VP Revenue, you will provide high-quality people management, hands-on coaching, and optimize processes and deal execution. You will also lead Normative’s Solutions Engineering team to ensure successful delivery.

Responsibilities

• Drive growth: Lead a high-performance team of Account Executives (based in London) and Solutions Engineers (based in London and Stockholm). Motivate, provide accountability, and support to meet and exceed revenue goals.
• Team leadership: Provide regular training, 1:1 coaching, and feedback to help team members improve their skills. Share best practices and sales techniques.
• Performance management: Monitor and evaluate the team’s performance, ensuring KPIs (e.g., CVR, ACV, Sales Cycle, Revenue) are met.
• Cross-functional collaboration: Work with sales leadership, product, marketing, and operations to align strategy, process, and tools (e.g., Salesforce CRM).
• Market insights: Stay up-to-date on sustainability trends and the competitive landscape.

Qualifications

• 5+ years in sales with a track record of meeting or exceeding targets in a B2B SaaS environment.
• 3+ years in people management in a sales environment, including technical sales teams.
• Excellent communication, coaching, and interpersonal skills.
• Experience with CRM software (e.g., Salesforce) and sales engagement tools (e.g., Outreach, Gong).
• Target-obsessed mindset with a focus on continuous improvement and team development.
• Adaptability and ability to thrive in a dynamic environment; able to learn quickly and respond to change.
• A passion for sustainability and a desire to make a positive impact.

Location

Normative has offices in Stockholm, London and Copenhagen. For this role you will be located in our London office 4 days a week.

At this time we are not able to offer relocation or VISA support for this position.

Benefits

• Annual merit-based salary reviews
• 30 days/year of paid vacation + up to 2 additional days off
• Pension and parental leave
• 1 wellness hour per week
• Social and team-building activities (off-site, after work, winter/summer parties)
• An opportunity to make a real positive impact on the world
• A friendly, supportive and humble working culture

We review our benefits packages regularly and may modify them from time to time.

How to Apply

We adopt a continuous selection process; please apply with your CV in English.

Our interview process consists of 4 stages:

1. Screening interview with a member of our Talent Acquisition team
2. First interview with the hiring manager
3. Online personality & logic assessment
4. Interview with members of the Sales team
5. Practical Case Interview

We’re committed to hiring diversely. We assess candidates based on experience, skills and unique talents against the same criteria.

Normative handles sensitive financial data and we will therefore conduct a background check before hiring any candidate.