We are working exlcusively with our client to find a Remote Head of Sales for their Mid-Market Segment.
About:
We’re partnering with a leading technical-assessment SaaS business that is redefining how engineering teams are built. Their platform enables organisations to screen, test, and skill-map both candidates and employees, ensuring smarter and fairer hiring decisions by evaluating real technical ability at scale.
By powering more accurate skills analysis, they are driving digital transformation, enabling AI adoption, and shaping workforce intelligence for some of the world’s most innovative companies.
With a new VP of Revenue accelerating enterprise logo acquisition, they now seek a Head of Mid-Market Sales to lead new business sales and account growth.
Key Highlights:
* Head of Sales position for their Mid-Market with real ownership and impact.
* Business at £16m ARR, in turnaround mode – chance to shape strategy and execution.
* Series B company with over £20m raised.
* Your team will total 5: 1 AM for digital, 1 Senior AM and 2 new business AEs - scope for the team to expand. The whole team is in a position to hit 100% this year.
* Covering both the UK and US - lot’s of white space within your territory.
* 40% win-rate and 85% of leads are through inbound.
* £20k - £50k ACV with a 60 day deal cycle.
* Directly reporting to the VP of Revenue who has scaled and exited after improving a revenue position over a number of years.
* Mid-market focus
* Global headcount of ~85, with 30 based in the UK – strong platform to influence and scale.
* Clear upside: within 3 months, upsell opportunities can deliver chunky expansions when the right motion is in place.
* Product with tangible ROI: saves TA & engineering time, reduces cost of bad hires, accelerates billable hours.
* Strong enterprise use cases: digital transformation, AI talent discovery, workforce intelligence.
* No-nonsense, high-performing culture – suited to driven operators who thrive in fast-paced environments.
* Compensation: £110k - £125k base x 2, pension, healthcare, dental, workspace budget allowance.
The Role:
* Lead, coach, and develop a mid-market sales team (currently 4–5) covering both inbound and outbound motions.
* Drive new ARR growth (~£2M target) on top of current £16.2M ARR by building pipeline and improving attainment beyond the current ~60%.
* Balance high inbound lead volume (currently 85% inbound) with development of outbound strategies to hit growth goals.
* Own and refine the mid-market sales playbook: deal cycles, pipeline management, forecasting, and execution.
* Coach reps on mid-market to enterprise-level motions, ensuring they know how to navigate complex deals (average contract value £20–50k, 60-day cycle).
* Leverage MEDDPICC as a consultative framework to multithread deals - engaging from C-level executives down through TA teams - to ensure alignment, stakeholder buy-in, and deal momentum.
* Strategically work with cross-functional partners (AM, Product, Engineering, CS) to overcome blockers (compliance, engineering objections, content/testing fit).
* Position the solution against key competitors and win by helping customers realise ROI in reducing bad hires and improving time-to-value.
* Recruit and retain top talent capable of thriving in a resource-limited, scaling environment.
* Build scalable reporting and performance management processes across the team.
* Act as a key member of the leadership team, contributing to GTM strategy and wider company growth.
Requirements:
* 2–3 years of people management experience, ideally having led a mid-market SaaS sales team.
* A track record of high individual performance prior to moving into management.
* Someone opinionated and objective in their approach - able to challenge assumptions and build rather than just follow a playbook.
* Strong coaching skills: can upskill reps on selling to multiple stakeholders (economic buyers, champions, influencers, blockers, users).
* Analytical and commercially minded - able to think through numbers, resources, and strategy.
* Experience managing teams with high inbound flow but able to drive outbound rigor to meet ambitious revenue goals.
* Comfortable working across geographies (UK & US), industries (SaaS, consultancies, non-tech), and deal sizes.
* Grit, resilience, and ability to thrive in a Series B, high-growth environment.
* Values-driven leader: no-nonsense, high-performance, empathetic, and ego-free.
Benefits:
* £110k - £125k base x 2 OTE.
* Fully remote working.
* Private health and dental.
* The tech you need for a suitable home office.