Head of Sales

📍
Location: London, UK (Hybrid, 2-3 days in the office per week)

native has been building for 10 years, but we’re still very much a startup: fast-moving, ambitious, and building with intent. We are creating the infrastructure that connects students, Students’ Unions, universities, and advertisers through a managed marketplace.

Our goal is to deliver for students by increasing engagement, while enabling Students’ Unions to secure sustainable funding. For advertisers, we offer meaningful, measurable routes to student audiences. The more aligned these incentives are, the more defensible and scalable our business becomes.

The Head of Sales is accountable for the overall performance, structure, and effectiveness of native’s sales function.

You will lead our Growth Sales Managers and Brand Labs Sales Director, ensuring the category-led sales model drives clear ownership, genuine expertise, and predictable revenue growth. Your role is to translate commercial strategy into execution by setting direction, building capability, and holding teams accountable for outcomes.

This is not a player-coach role. You may support key deals where appropriate, but your impact comes from how the system performs, not what you personally close.

• Own overall sales performance across Growth and Enterprise segments
• Translate commercial goals into clear sales strategy, targets, and execution plans
• Ensure the category-led model delivers focus, expertise, and improved win rates
• Partner with Commercial Leadership to define revenue mix, priorities, and growth levers
• Own and evolve native’s category-based sales structure
• Ensure clear category ownership across Growth and Enterprise teams
• Prevent silos by enabling insight-sharing and collaboration across categories

• Directly manage and develop a team of Growth and Enterprise Sales Execs including SDR's
• Set clear expectations across targets, behaviours, and ways of working
• Run regular, high-quality one-to-ones and performance reviews
• Coach individuals to improve sales quality, productivity, and confidence
• Address underperformance early with clear feedback and support
• Support progression and capability-building across the team

• Own pipeline health, forecasting accuracy, and CRM discipline
• Use data to identify risks and unblock performance issues
• Hold leaders accountable for numbers, not narratives

• Work closely with Growth Account Management, Campaign Management, Marketing, and Product and Sales Operations
• Improve handovers, lifecycle ownership, and customer experience across the funnel
• Act as the voice of Sales in commercial planning and operational decision-making

• Proven experience leading a high-performing sales organisation
• Experience in media, advertising, or B2B services is essential
• Track record of scaling revenue through structure, process, and people
• Experience operating within category-led or verticalised sales models
• Strong commercial judgement and leadership presence
• Comfortable operating in fast-scaling environments

🏫 Pension contributions of 5%

🏖️ 25 days off (excluding bank holidays)

🎂 Day off on your birthday

📈 Share Options for all

👨🏽 💻 Work from home set-up budget

🚂 Season Ticket Loan Scheme

👶 Paid maternity, paternity, adoption or shared parental leave