Head of Sales

Role Overview

• Lead the Sell-My-Car telesales organisation, taking full ownership of lead conversion, revenue delivery, and overall sales performance & productivity.
• Execute and continuously refine sales strategies to meet daily trading targets, elevating processes and operations to maximise efficiency and revenue per FTE.
• Moving beyond “the business as usual play-book” and re-imagine how we sell. Leading through experimentation, building a path through the unknown to achieve a vision of what great looks like, both in the short term and over the coming years.
• Set clear performance expectations, distribute team targets aligned to business goals, and oversee team-wide metrics to drive focus and accountability.
• Manage the full sales pipeline, ensuring optimal workload balance, opportunity management, and adherence to SLA’s through your sales team leaders.
• Identify risks to the plan early, escalate appropriately, and drive mitigation actions directly within your teams, alongside partnering with your peers to do the same across the business.
• Ensure robust structures, quality controls, and standards are in place across all sales interactions to protect and enhance customer experience for both consumers & dealer partners.
• Champion improvements to systems, tooling, and sales enablement, partnering cross-functionally to prioritise initiatives with highest impact.
• Oversee & sign off rota planning to ensure consistent coverage and readiness to meet volume demands year-round.
• Drive continuous improvement, identifying operational inefficiencies and implementing enhancements that lift productivity and service quality.
• Stand as a role-model for what sales leadership should look like. Managing the team through data-led decisions, emphasizing on what is important through effective coaching & challenge outdated approaches that are not scalable in a digital marketplace.
• Lead, coach, and mentor your Sales Team Leaders, empowering them to develop high-performing teams and maintain a strong performance culture.
• Oversee recruitment, training, and onboarding frameworks to ensure new hires are equipped to ramp quickly and succeed.
• Conduct regular team and leadership meetings to align on updates, share best practices, and proactively address challenges.
• Act as a thought partner to product & marketing teams to help shape the future of our marketplace and how we serve all our customers effectively.
• Collaborate closely with Customer Experience, Fulfilment, Product, Marketing, and Commercial stakeholders to ensure seamless coordination and unified delivery across the customer journey.
• Represent Sales within the Sell-My-Car senior leadership team, not only owning weekly performance reporting, strategic updates, and forward plans
• but contributing as a member of the leadership team to move our business forward & build towards our vision.
• Handle high-priority escalations and resolve complex seller issues, safeguarding customer satisfaction and brand reputation.
• Contribute to the creation and execution of broader business initiatives that enhance the seller experience and support long-term growth.
• Continuously identifying opportunities for change, transformation & evolve the sales strategy alongside other GTM plans across our product & services teams.

Requirements

• Proven experience in a senior sales leadership role, within high pace, high volume & constantly changing telesales environments (preferably within tech, start-up/scale-up businesses or new business lines) holding target responsibility in excess of £50M annual revenue.
• Strong experience in leadership of sales teams of 50+ individual contributors, including direct line management of other people managers. This could be within a current Head of/Director level role, or a senior manager ready to take the next step.
• A track record and demonstrable experience of designing & implementing new sales processes, structures & strategies that are scalable for the long term. With evidence of increasing scope, stepping up or replacing old playbooks and taking teams to the next level.
• Comfortable working in an environment that holds "unknowns" and experimentation, with the ability to create structure where there is none and a clear understanding of what is needed to drive effective change management across a large team.
• Record of achievement managing team performance within a target focused environment, overseeing goals across revenue generation, lead pipeline management & SLA’s towards metrics of response time, outbound calling activity & lead conversion.
• Experience in online / 2-sided marketplace or multi-stakeholder business models (e.g marketplaces, aggregators, brokers where the sales process needs to balance both demand & supply simultaneously).
• Prior experience within the automotive industry is a plus when combined with experience in digital first business & leadership roles, within high volume, complex telesales environments.
• Experience with varied customer groups and needs (Both B2B and B2C customer bases) with an understanding of how needs differ within a sales plan & process.
• Excellent communication, interpersonal, and coaching skills, with the ability to motivate and inspire team members.
• Solid understanding of how to define a sales process to align with customer journeys & product roadmaps. With the ability to map out necessary requirements across sales enablement, system process & goal setting.
• Strong analytical and problem-solving skills, with the ability to identify trends, analyze data, and implement effective solutions in line with senior leadership strategies.
• Ability to work independently and as part of a team, contributing to a positive and collaborative work environment.
• Experience working with CRM systems (preferably Salesforce) and other relevant software tools to manage a sales process.

Benefits

• Competitive comp package
• 28 days' holiday plus bank holidays, increasing to 35 with length of service, plus extras for house moves, weddings and more!
• Employee-friendly share options
• Pension scheme via Royal London
• up to 5% company contribution
• Vitality private healthcare insurance
• Life Assurance
• 4x annual salary
• Monthly coaching sessions with Spill
• our mental wellbeing partner
• Inclusive parental, partner and shared parental leave including up to 20 weeks' full pay maternity and shared parental leave, and 8 weeks' full partner pay, as well as fertility treatment and pregnancy loss policies
• Bubble childcare support and discounted nanny fees for little ones
• 'Work from abroad for a month' annual scheme
• Generous learning and development budget
• £500 home office budget