Job Description
THE CARWOW GROUP
Carwow Group is driven by a passion for getting people into cars. But not just any car, the right car. That’s why we are building the go-to destination for car-changing, whether you are looking to buy, sell or lease. Designed to reach drivers everywhere with our trail‑blazing portfolio of personality rich automotive brands; Carwow, Auto Express, evo, Driving Electric and Car Buyer.
What started as a simple reviews site, is now one of the largest online car‑changing destinations in Europe. Last year alone we grew over 50% with nearly £3bn worth of cars bought on site, while £1.8bn of cars were listed for sale through our Sell My Car service. Over 10m customers have used Carwow to help them buy and sell cars since its inception.
In 2024 we went big and acquired Autovia, doubling our audience overnight. Together we now have one of the biggest YouTube channels in the world with over 1.1 billion annual views, sell 1.2 million print copies of our magazines and have an annual web content reach over 350million.
WHY JOIN US?
We are winners of the prestigious Culture 100 award that recognises the most loved and happiest tech companies to work for! We have just raised $52m in funding led by global venture capital firm Bessemer Venture Partners (an early backer of LinkedIn and Shopify) to accelerate our growth plans!
As pioneers, we’re always driving for new territory and positive change, so our work as a group is never done. Where others see difficulty, it’s our responsibility to see possibility – building new experiences, launching new titles and listening to drivers.
Being a part of Carwow Group means championing drivers and the automotive industry, acting as a disrupter and never being afraid to fail (but learning fast when we do!).
Our team of 600 employees across the UK, Germany, Spain and Portugal are revolutionising car‑changing and we are fast expanding our mission across every single brand and country we operate in, so jump in!
THE ROLE
We are seeking an accomplished Head of Sales to lead our telesales organisation for the UK market. This is currently the largest team within our business, with individuals based across our London, Bournemouth, Winnersh, and Porto offices. The Head of Sales role sits at the heart of the Sell‑My‑Car team, overseeing the team directly responsible for listing & brokering the sale of customer vehicles via our online auctions to our trusted dealer network. With more than 1,000 vehicles listed daily, the team plays a critical role in delivering on our ambitious revenue targets, which are set to exceed £4M per month in 2026.
Our role as a 2‑sided marketplace, is to achieve the best outcome for both parties, making our sales process more complex vs a direct to customer transaction. Our Sales & Customer Success team are the primary point of contact for both sellers and dealer partners, working to align expectations between both, to achieve sales success. As Head of Sales, you will instinctively think in terms of “both sides winning” as you build sales plans and evolve tactics. As something changes on one side (product updates, market shifts etc.) you can connect the dots and think how this will impact the other, to ensure consistent winning, for all.
As Head of Sales, you will directly manage our Customer Success & Sales Team Leaders and own the execution of our end‑to‑end sales strategy. You will be accountable for the performance, productivity, and commercial output of our sales operations—continually identifying opportunities to optimise processes, enhance sales effectiveness, and enable the team to excel.
This is a pivotal senior position within the Sell‑My‑Car business and you will collaborate closely with cross‑functional peers across our Fulfilment, Product, Marketing, and Commercial teams. Your leadership and insight will take your sales experience and apply this to solve new problems, directly influencing business decisions, help shape long‑term plans, and contribute to achieving our overall growth ambitions.
WHAT YOU’LL DOSales Leadership & Performance Ownership
* 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, elevate appropriately, and drive mitigation actions directly within your teams, alongside partnering with your peers to do the same across the business.
Quality, Enablement & Operational Excellence
* 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.
People Leadership & Talent Development
* 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.
* Foster an engaged, collaborative, and high‑trust team environment built on open communication, accountability, and mutual respect.
Cross‑Functional Influence & Stakeholder Engagement
* 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
WHAT YOU’LL NEED
* 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
INTERVIEW PROCESS
* Step 1: Introductory call with Talent Partner
* Step 2: Competency interview with Direct Line Manager
* Step 3: Task Interview
* Step 4: Skip Level interview with VP of Trading & Performance
* Step 5: Values Interview
WHAT’S IN IT FOR YOU
* 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
Diversity and inclusion is an integral part of our culture. We know that diverse teams are strong teams, so we welcome those with alternative identities, backgrounds, and experiences to apply for this position. We make recruiting decisions based on experience, skills and potential, so all our applicants are treated fairly and equally.
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