Sales Lead

The role

We are looking for a Sales Lead to own and grow our sales function. You will be responsible not only for your own sales performance, but also for the overall health of the sales pipeline, the performance of the sales team and continuous improvement of our go-to-market strategy.

You should be highly comfortable working with sales dashboards and data, asking sharp questions, identifying problems, coaching sales representatives and turning observations into concrete actions.

The role needs someone who can take ownership of the book, think independently and keep finding better ways to prospect, source, qualify, convert and grow customers.

Key responsibilities

• Own the overall sales pipeline, forecast, book of business and sales performance.
• Monitor sales dashboards and metrics to identify trends, bottlenecks, risks and opportunities.
• Ask sharp questions to understand why performance is changing rather than simply reporting the numbers.
• Coach and develop Sales Representatives on prospecting, discovery, qualification, objection handling, follow-up and closing.
• Review individual pipelines and help reps identify what they should do differently.
• Set clear expectations for pipeline quality, conversion and revenue outcomes.
• Develop and improve our GTM strategy across target customers, segments, positioning, channels and sales processes.
• Keep finding new ways to prospect and source opportunities through outbound, inbound, partnerships, referrals, events, communities, databases and other channels.
• Experiment with different prospecting approaches and measure what actually produces qualified opportunities.
• Improve the sales process from lead generation through qualification, meetings, proposals, negotiation, closing and handover.
• Work with Marketing and Product to improve messaging, targeting, campaigns and customer feedback loops.
• Maintain accurate CRM data and make sure pipeline information is reliable for management decisions.
• Own sales forecasting and clearly communicate assumptions, risks and expected outcomes.
• Identify when the team needs to change its strategy, not simply work harder.
• Take responsibility for missed targets and develop concrete recovery plans.
• Stay hands-on with important opportunities and strategic accounts when required.

GTM and sales strategy

You should be able to look beyond individual deals and keep asking:

• Are we targeting the right customers?
• Which customer segments are actually converting?
• Where are our best opportunities coming from?
• Why are prospects not responding, or deals getting stuck?
• Which parts of our sales process are creating unnecessary friction?
• Which channels should we test next?
• How can we generate more qualified opportunities without simply increasing activity?
• What should we stop doing, and what should we double down on?

We want someone who can come up with new strategies, test them quickly, learn from the results and keep improving the GTM system.

Soft skills

• Ownership and responsibility. Takes full responsibility for the sales book and outcomes rather than waiting for management to solve problems.
• Analytical thinking. Comfortable reading dashboards, understanding funnel metrics, identifying patterns and investigating the reasons behind performance.
• Coaching. Able to improve sales reps through specific feedback, questioning, role-play and deal reviews.
• Strategic thinking. Able to turn sales data and customer feedback into better GTM and prospecting strategies.
• Commercial judgement. Understands revenue, pipeline quality, conversion, sales efficiency and trade-offs.
• Initiative. Constantly looks for new sources of customers and better ways of working.
• Communication. A clear and direct communicator who can challenge assumptions constructively.
• Resilience and agility. Comfortable operating where the product, market and sales strategy can change quickly.
• Result oriented. Focused on qualified pipeline, revenue and sustainable sales performance rather than activity for its own sake.

Technical skills

• Strong understanding of GTM and B2B sales processes
• Strong understanding of prospecting, lead sourcing, qualification, discovery, pipeline management and closing
• Strong CRM knowledge, preferably HubSpot or equivalent
• Comfortable using sales dashboards and funnel analytics
• Experience with sales tools and data sources such as Sales Navigator, Apollo, Clay or equivalent
• Ability to design and improve sales sequences and prospecting workflows
• Familiarity with sales automation and AI tools
• Strong understanding of pipeline coverage, conversion rates, win rates, sales cycle, average deal size and forecast accuracy
• Ability to build sales processes that are measurable, repeatable and scalable
• Strong negotiation and enterprise sales skills are a plus

Years of experience

4–8+ years of relevant B2B sales experience, with experience coaching or leading sales representatives. Experience building a sales function, entering new markets, selling technology, software or AI solutions, or operating in an early-stage or high-growth environment is highly relevant.

We care more about the sales systems you have built, the teams you have developed and the commercial outcomes you have produced than your job title.

Hiring process

1. Sales strategy and GTM challenge
2. Live sales leadership simulation
3. Final leadership interview

Why join us

• Own the sales function. Significant responsibility for pipeline, GTM and revenue growth.
• Build the system. Create better prospecting, sales processes and GTM strategies rather than following an existing playbook.
• Lead and coach. Develop a team of sales representatives and directly influence their performance.
• High autonomy. Identify problems and opportunities without waiting to be told what to do.
• Work closely with leadership. Direct exposure to company strategy, product direction and commercial decisions.
• Sell AI and technology. Work on products and solutions in a rapidly evolving AI market.
• Build for scale. Help create a sales engine that becomes increasingly systematic, measurable and scalable.