Head of Sales

The role

The Head of Sales will lead and scale the commercial engine by setting sales strategy and building a playbook. This player-coach role involves coaching Account Executives, managing complex deals, and shaping product strategy through customer insights.

What you will do

• Mature the sales strategy, target segments, ideal customer profile, pricing approach, and revenue targets
• Assess and implement changes to team structure to grow revenue
• Build a scalable sales playbook covering qualification, discovery, demos, proposals, and handover
• Match commercial propositions to customer needs for consulting or SaaS solutions
• Translate complex carbon accounting capabilities into commercial value
• Join customer calls and represent the company at industry events
• Coach and mentor team members through deal reviews and 1:1s
• Design commission structures and progression frameworks
• Build relationships with key customers to uncover challenges
• Partner with Customer Success on renewals, expansion, and account plans

Required qualifications

• Experience selling both consultative services and software-as-a-service solutions
• Proven track record of closing complex, multi-stakeholder enterprise deals
• Experience meeting or exceeding targets as an individual contributor and a leader
• Exposure to Founder led environments with a playbook for scaling sales capability
• Experience building sales playbooks, processes, and qualification frameworks
• Hands-on experience designing commission plans, quotas, and career progression frameworks
• Player-coach mindset
• Strong commercial judgement and data-driven pipeline management
• Excellent relationship-building skills with senior stakeholders
• Strong collaboration skills with Product, Customer Success, and Marketing
• Comfortable with ambiguity and changing priorities

Nice to have

• experience selling into commodities, manufacturing, energy, or heavy industry
• knowledge of carbon accounting, ESG reporting, or regulation-driven markets such as CBAM
• experience selling across Europe or internationally

Benefits

• 28 days annual leave
• £500 home office setup allowance
• £2,000 annual learning allowance
• Private healthcare
• Company pension incl. salary sacrifice options
• Generous parental leave policy
• Weekly team lunches in the office
• Office gym
• cycle to work scheme
• Remote work contribution of £1,000 towards expenses for 1-week abroad

About the company

CarbonChain provides carbon accounting to help commodity producers and traders measure and cut emissions. They turn supply-chain data into decision-grade carbon and compliance insight.