Head of Sales, B2B New Business

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. Own the team's new business bookings, set targets, track run rate and intervene when performance is off track.

Posted 10/30/2026full-timeRemote • United Kingdom, Spain, France, Switzerland, Germany, ItalyLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in B2B SaaS sales leadership, with a strong focus on team performance management, coaching, and pipeline generation. Proficient in utilizing MEDDPICC and CRM tools to drive strategic sales outcomes and maintain data integrity.

Highest-signal resume keywords

B2B SaaS Sales LeadershipMEDDPICC Qualification MethodologyTeam Performance ManagementCRM Tools ProficiencyFluency in English and Additional European Languages

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota-Carrying Sales ExperienceForecasting DisciplineCoaching and DevelopmentPipeline GenerationSales MethodologiesData-Driven Decision MakingPerformance Outcomes SellingMarket Insights AnalysisAccount Strategy ExecutionSales Presence Scaling

Soft Skills

High Emotional IntelligenceDirect Feedback AbilityStrong Written CommunicationTeam LeadershipCollaboration

Tools & Technologies

HubSpotSalesforceOutreach

Industry Keywords

EdTechHR TechLearning PlatformsTalent ManagementProfessional Skills Development

About the role

Key responsibilities & impact

Own the team's new business bookings, set targets, track run rate and intervene when performance is off track.
Lead the shift from selling language courses to selling performance outcomes and professional skills.
Coach weekly through deal reviews, call reviews and pipeline inspection.
Apply MEDDPICC as a working qualification discipline across deals.
Run weekly and quarterly team forecasts and provide honest, evidence-based commitments.
Drive pipeline generation and help reps build repeatable outbound plays by market and segment with Marketing.
Align BDMs and regional SDRs around target account strategy execution.
Support strategic opportunities with pricing, procurement, legal and internal deal unblocking while keeping ownership with the rep.
Hire, develop and performance-manage the team; set expectations and run individual development plans.
Shape market, segment and ideal customer profile playbooks with the Director.
Lead a distributed remote team through strong 1:1s, team cadence, written communication and regular travel.
Collaborate with Marketing, Customer Success, Strategic Account Management, Revenue Operations, Finance, Product and Leadership.
Maintain clean HubSpot data, accurate forecasts and sensible commercial terms.
Feed market insights to Product and provide Leadership with an evidence-based view of team and pipeline performance.

Requirements

What you’ll need

10+ years in quota-carrying B2B SaaS sales, with at least 2 years leading a team of new business closers.
A track record of team attainment, with the numbers to hand, including team performance against target in each of the last four quarters and the reasons why.
Proof of coaching reps who went on to outperform.
Forecasting discipline and fluency in a qualification methodology (MEDDPICC, MEDDIC or similar) and sales methodologies (Challenger, Value Selling or similar).
Experience leading remote or multi-country teams.
Commercial credibility with senior stakeholders, including CHROs, Heads of L&D or divisional MDs.
Data-driven approach and comfort with CRM tools such as HubSpot or Salesforce and tools like Outreach.
High EQ and low ego; ability to read people, give direct feedback and accept it.
Excellent written and spoken English.
Ability to travel across Europe as needed.
English and at least French, Spanish or Italian at C2 level.
Nice to have: experience selling into HR, L&D, Talent or People functions.
Nice to have: proficiency in one or more additional European languages.
Nice to have: experience building or scaling a sales presence in a new market.
Nice to have: background in EdTech, HR tech or learning platforms, ideally through a repositioning or new-category launch.

Benefits

Comp & perks

A great Private Health Insurance scheme.
Flexible working hours and remote working, to support your work-life balance.
Enhanced maternity and paternity leave.
Plenty of ways to stay connected as a team, including socials and quarterly team and company events.