Head of Sales Performance

Why This Role Matters

As our AEorganisation grows, the difference between good and great will be defined byclarity, consistency, and judgement. Without senior ownership, sales excellencebecomes accidental rather than designed.

This role ensuresthat performance standards are intentional, that investment in shared servicestranslates into better selling, and that our AE organisation develops in stepwith the ambition of the business. You will be a trusted partner to the CSO andexecutive team, shaping how we build and sustain a world class salesorganisation.  

Done well, this rolecreates leverage that compounds over time. You are not just supporting growth:you are defining how we scale sales excellence.

Key Responsibilities:

Set the Standard forSales Excellence

·        Work in closepartnership with the CSO to define what high performance looks like for our AEorganisation as it scales.

·        Establish clearperformance standards for complex, value-based sales (£10K to £100K ARR) andensure they are consistently understood and applied.

Build World Class Sales Capability

·        Design and owncoaching, development, and performance frameworks that reflect elite selling inmulti stakeholder environments.

·        Create structuredcapability and career pathways that support progression from competent to eliteperformance.

Lead Holistic AE andSales Leader Development

·        Take ownership of AEdevelopment, from onboarding through to advanced performance and leadershipreadiness.

·        Act as a partner toteam leads, raising the quality of coaching and people development across theorganisation.

·        Work with HR to alignsales leadership expectations with broader management and leadershipprogrammes, ensuring they translate into stronger sales leadership in practice.

Own How Change Landsin Sales

·        Provide senioroversight on how new processes, tools, messaging, and learning are introducedinto the AE organisation.

·        Translate outputsfrom Enablement, Product Marketing, Revenue Operations, and Talent Developmentinto clear expectations and practical execution.

Process, Governance, and Operating Discipline

·        Establish scalablesales processes and governance frameworks that support growth while preservingcommercial agility.  Build operationaldiscipline into the rhythm of the business, making excellence repeatable ratherthan dependent on individuals.

Adoption, Measurement, and Continuous Improvement

·        Define successmetrics for capability, process, and development initiatives, and hold thesystem and personnel accountable for outcomes. Use data and insight to continuously refine the sales performance modeland inform future investment.

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Core Competencies:

·        Proven track recordas a top performing AE in B2B SaaS, with deep understanding of complex,value-based sales.

·        Strong judgementaround what drives elite performance, and the credibility to set and upholdhigh standards.

·        Extensive experienceworking with Sales Enablement, Revenue Operations, Product Marketing, andTalent Development in scaling organisations.

·        Systems thinkingmindset, able to design performance frameworks that scale with the business.

·        Highly influentialoperator, comfortable partnering with executives, sales managers and accountexecutives to driving change without formal authority.

·        Pragmatic approach tosales technology and AI, focused on leverage rather than novelty.

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