Head of Sales

We are looking for a highly motivated and experienced Head of Sales to run the Brightlocal Sales team as we look to scale the business. This role requires a strategic thinker with the ability to understand, solve and deliver growth across all the different customer types that Brightlocal supports across the market.

A proven track record in sales management who can drive sales growth, develop and implement new sales strategies, and lead a high-performing sales group is a must. The ideal candidate will have exceptional people skills, a deep understanding of our market dynamics, and a proven record for achieving not only team but also personal sales targets.

The Sales function is a core aspect of the commercial group, so as much as running the team, this is about collaborating across the commercial group (Marketing, Sales, Customer Success) alongside working closely with Product, Engineering, and Finance functions to drive top-line revenue with efficiency and profitability. Reporting directly to the Chief Commercial Office (CCO) this individual’s responsibilities will include:

Strategic Sales Leadership:

• Develop and implement comprehensive sales strategies to achieve company revenue targets and market share goals using a combination sales approach.
• Set ambitious sales targets and ensure their achievement through effective planning and execution.
• Be an active member of the Management team, steering the company to its goals, and contributing to our 3-year plan
• Participate in cross-functional initiatives to drive growth and enhance the customer experience.

Team Management:

• Lead, mentor, and manage the sales team, fostering a culture of high performance and continuous improvement.
• Set clear goals and expectations, and provide regular performance feedback and coaching.
• Recruit, onboard, and train new sales team members to build a robust sales organisation.
• Be a role model by achieving good individual personal contribution, alongside attention to what it takes to deliver a high-performing team

Sales Planning:

• Analyse market trends and competitor activities to identify opportunities and risks
• Support CCO in developing and implementing effective sales strategies and plans to achieve company sales targets and objectives.
• Support the preparation of sales forecasts and reports for wider companies and the team

Sales Operations:

• Manage and optimise the entire sales process to ensure smooth, efficient, and effective operations.
• Create and enforce sales policies that guarantee adherence to data protection and commercial regulations.
• Leverage CRM tools to oversee and streamline sales activities while tracking and analysing key performance indicators.
• Serve as the company’s representative at industry events, conferences, and trade shows to enhance brand presence and build strategic relationships.

Client Relationship Management:

• Build and maintain strong relationships with key clients and stakeholders.
• Ensure high levels of customer satisfaction and address any issues or concerns promptly.
• Identify and pursue new business opportunities and partnerships to expand the client base.

You’ll need to be:

• A role model for our culture and beliefs: First and foremost, you are a leader of the business and nothing is more important than being a constant role model for our beliefs.
• An inspiring leader and supportive manager: You know what it takes to build high-performing cross-functional teams and help team members stretch themselves and unlock their untapped potential.
• A true player-coach: You’re comfortable working strategically and looking at the big picture while also being hands-on and close to the details.
• Ambitious for the team and business: You lead by example and will energise the team to make bold choices and quick decisions that push us further and faster in our quest to improve.
• Open-minded and hungry to learn: You know how to deliver commercial success in software businesses, but you don’t have all the answers all the time and are prepared to admit this, ask questions, and learn from those around you.
• A great collaborator: You love to collaborate with others, and will develop strong relationships across the business, especially with product and engineering, helping them to build great products that our customers love.
• An excellent communicator: You know how to engage and inspire people through written and verbal communication.
• A strong bias for action: You’re comfortable working with ambiguity and lean on your creative problem-solving skills to generate ideas and move them forward quickly.

You’ll need to have:

• Strong leadership and team management skills, with a demonstrated ability to lead and inspire a Sales team.
• Proven track record of achieving and exceeding sales targets. Experience in developing and executing successful sales strategies.
• Excellent communication, negotiation, and presentation skills.
• An impressive track record in building, managing and developing high-performing Sales Teams.
• In-depth knowledge of market dynamics, customer needs, and industry trends.
• Experience with complex sales cycles and high-value deals.
• Proven ability to influence and drive change across an organisation.
• Experience working with product, marketing, and customer success teams to drive sales initiatives.