Hybrid Head of Sales

at Perlego

• Job title: Head of Sales
• Job type: Full Time
• Experience level: Lead
• Salary: £90,000 per year
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, London, United Kingdom

About the role

• Head of Sales managing scalable revenue delivery and team performance across regions while focusing on the US market at Perlego. Combining direct selling with team leadership and operational rigor.

Responsibilities

• Own a personal enterprise quota with a primary focus on the US market.
• Carry full accountability for the global sales team's revenue target.
• Deliver accurate forecasting using clearly defined pipeline stages, confidence levels, and close plans.
• Maintain tight control of commit, best case, and pipeline coverage ratios.
• Lead complex, multi-stakeholder enterprise sales cycles from qualification through close.
• Drive disciplined deal strategy, including mutual action plans, economic buyer alignment, and value articulation.
• Improve late-stage conversion and reduce deal slippage through stronger inspection and coaching.
• Train, support, and guide our sales team to high levels of enterprise sales execution.
• Manage, coach, and performance manage a team of sales representatives with a global focus.
• Set clear expectations around activity standards, pipeline creation, qualification quality, and deal hygiene.
• Build a high-performance sales culture rooted in accountability, learning, and execution excellence.
• Own the end-to-end sales process across regions, ensuring clarity, consistency, and scalability.
• Ensure consistent application of structured qualification frameworks (e.g. MEDDPICC) are fully embedded throughout the sales cycle, throughout our tooling, and our handover to account managers at closed/won
• Define and enforce sales cadences, ceremonies, and operating rhythm (weekly pipeline, monthly forecast, quarterly planning).
• Ensure high CRM discipline and data quality to support forecasting, reporting, and decision making.
• Maintain strong pipeline hygiene, including stage integrity, next steps, close dates, and deal value accuracy.
• Monitor pipeline health indicators such as coverage, velocity, conversion rates, and average deal size.
• Identify systemic issues early and take corrective action through coaching, prioritisation, or process change.
• Partner with the Head of B2B Growth on enablement strategy, messaging, tooling, and sales capability uplift.
• Provide structured feedback and market insights to Product teams across the business, supporting product strategy and prioritisation development.
• Align closely with marketing and product to support enterprise pipeline creation and deal success.
• Support account management on complex renewals where required.
• Work collaboratively with RevOps when introducing, embedding, and enhancing sales tech, ensuring we continue to drive for continuous improvement
• Work closely with B2B leadership, inputting on target setting, contractual standards, and commercial negotiation
• Feed into the company strategy based on market insights, business intelligence, and growth opportunities

Requirements

• Proven enterprise B2B sales experience, including ownership of complex, high-value deals.
• Demonstrated success as a player–manager, balancing personal quota delivery with team leadership.
• Strong command of enterprise sales methodology, forecasting discipline, and pipeline management.
• Line management experience, or at minimum, experience coaching and developing junior sales reps
• Experience in improving qualification standards, deal execution, and win rates across a team.
• Track record of selling into, or leading sales activity in, the US market.
• EdTech experience, particularly within higher education buying cycles.
• Experience building or scaling reseller- and partner-led revenue motions.
• Experience with system-level sales, tenders, and procurement frameworks.
• Commercially rigorous, data-informed, and execution-focused.
• Comfortable operating in ambiguity while imposing structure and discipline.
• Recognises the importance of CRM health and champions high-quality input to drive wider business impact.
• Credible enterprise seller with the gravitas to coach and challenge peers.
• Motivated by building team success, not just personal results.
• Ready for the next leadership step in a scaling SaaS business.

Benefits

• Hybrid working with 2–3 days per week in our London office
• A collaborative, supportive sales and marketing environment
• Clear progression opportunities within the company
• The chance to make a real impact on Perlego’s B2B growth and our mission
• 22 days annual leave per year (plus bank holidays), with an additional day each year
• All employees an also enjoy the days between Boxing Day and New Year off, to reset and refresh for the new year - this is additional to your annual leave
• After three years there is an opportunity to take a 1-month unpaid sabbatical, and after five years there is an opportunity to take a 1-month paid sabbatical
• Competitive Parental leave policies
• Health care plan through Vitality