Head of Sales

London (Hybrid: 2–3 days per week in office)

Travel: 2–3 trips per quarter (UK, US, priority regions)

Perlego is on a mission to make education accessible to everyone. Learners worldwide struggle to afford and access the books they need to succeed. Dubbed “The Spotify for Textbooks,” Perlego gives learners unlimited access to our catalogue of 1.5 million ebooks from over 9,000 of the world’s leading publishers. We partner with 300+ universities, companies, and training providers to put a library in every learner’s pocket and we are only getting started.

We’re in an exciting stage of growth across the business, with 40% growth in B2B last year. We’re looking for a seasoned sales professional to take our sales function to the next level globally.

We are hiring a Head of Sales to own scalable revenue delivery, sales execution, and team performance across multiple regions, while carrying a personal quota focused on the US market. This is a senior player–manager role designed for a proven enterprise seller ready to formalise sales operations, raise execution standards, and build a durable, repeatable revenue function.

The role combines direct selling, team leadership, and operational rigor. You will be accountable for forecast accuracy, pipeline quality, win rates, and consistent adherence to sales best practices. You will partner closely with our B2B leadership team to ensure that methodology, tooling, and capability development translate into on-the-ground performance.

The ideal candidate will be a seasoned salesperson who is looking to take the next step in a high-growth startup. With an analytical and data-led mindset, our ideal candidate will be comfortable converting insights into action to drive results across the team.

This will be a highly collaborative role. We’re a tight working bunch; you’ll be partnering with teams from Product to Finance, RevOps to our Content team.

Revenue Ownership & Forecasting

• Own a personal enterprise quota with a primary focus on the US market.
• Carry full accountability for the global sales team's revenue target.
• Deliver accurate forecasting using clearly defined pipeline stages, confidence levels, and close plans.
• Maintain tight control of commit, best case, and pipeline coverage ratios.
  

Enterprise Sales Execution & Development

• Lead complex, multi-stakeholder enterprise sales cycles from qualification through close.
• Drive disciplined deal strategy, including mutual action plans, economic buyer alignment, and value articulation.
• Improve late-stage conversion and reduce deal slippage through stronger inspection and coaching.
• Train, support, and guide our sales team to high levels of enterprise sales execution.
  

Sales Leadership & Team Management

• Manage, coach, and performance manage a team of sales representatives with a global focus.
• Set clear expectations around activity standards, pipeline creation, qualification quality, and deal hygiene.
• Build a high-performance sales culture rooted in accountability, learning, and execution excellence.
  

Sales Process, Methodology & Ways of Working

• Own the end-to-end sales process across regions, ensuring clarity, consistency, and scalability.
• Ensure consistent application of structured qualification frameworks (e.g. MEDDPICC) are fully embedded throughout the sales cycle, throughout our tooling, and our handover to account managers at closed/won
• Define and enforce sales cadences, ceremonies, and operating rhythm (weekly pipeline, monthly forecast, quarterly planning).
• Ensure high CRM discipline and data quality to support forecasting, reporting, and decision making.
  

Pipeline Health & Performance Management

• Maintain strong pipeline hygiene, including stage integrity, next steps, close dates, and deal value accuracy.
• Monitor pipeline health indicators such as coverage, velocity, conversion rates, and average deal size.
• Identify systemic issues early and take corrective action through coaching, prioritisation, or process change.

Cross-Functional Partnership

• Partner with the Head of B2B Growth on enablement strategy, messaging, tooling, and sales capability uplift.

• Provide structured feedback and market insights to Product teams across the business, supporting product strategy and prioritisation development.
• Align closely with marketing and product to support enterprise pipeline creation and deal success.
• Support account management on complex renewals where required.
• Work collaboratively with RevOps when introducing, embedding, and enhancing sales tech, ensuring we continue to drive for continuous improvement
• Work closely with B2B leadership, inputting on target setting, contractual standards, and commercial negotiation
• Feed into the company strategy based on market insights, business intelligence, and growth opportunities

Essential

• Proven enterprise B2B sales experience, including ownership of complex, high-value deals.
• Demonstrated success as a player–manager, balancing personal quota delivery with team leadership.
• Strong command of enterprise sales methodology, forecasting discipline, and pipeline management.
• Line management experience, or at minimum, experience coaching and developing junior sales reps
• Experience in improving qualification standards, deal execution, and win rates across a team.
• Track record of selling into, or leading sales activity in, the US market.

Desirable

• EdTech experience, particularly within higher education buying cycles.
• Experience building or scaling reseller- and partner-led revenue motions.
• Experience with system-level sales, tenders, and procurement frameworks.

Profile

• Commercially rigorous, data-informed, and execution-focused.
• Comfortable operating in ambiguity while imposing structure and discipline.
• Recognises the importance of CRM health and champions high-quality input to drive wider business impact.
• Credible enterprise seller with the gravitas to coach and challenge peers.
• Motivated by building team success, not just personal results.
• Ready for the next leadership step in a scaling SaaS business.

• Hybrid working with 2–3 days per week in our London office
• A collaborative, supportive sales and marketing environment
• Clear progression opportunities within the company
• The chance to make a real impact on Perlego’s B2B growth and our mission
• 22 days annual leave per year (plus bank holidays), with an additional day each year
• All employees an also enjoy the days between Boxing Day and New Year off, to reset and refresh for the new year - this is additional to your annual leave
• After three years there is an opportunity to take a 1-month unpaid sabbatical, and after five years there is an opportunity to take a 1-month paid sabbatical
• Competitive Parental leave policies
• Health care plan through Vitality

Compensation

£90,000 per year + OTE & Management Commission