Head of Sales

Head of Sales

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

🕒 Contract: Full-time

Location: Hybrid (2 / 3 days in the office)

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 Opportunity

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.

What You Will Be Working On

Sales Strategy and Revenue Ownership

• 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

Category-Led Sales Model

• Own and evolve native’s category-based sales structure

• Ensure clear category ownership across Growth and Enterprise teams

• Define what strong category SME behaviour looks like at each sales level

• Prevent silos by enabling insight-sharing and collaboration across categories

Team Leadership and Development

• Directly manage and develop a team of SMB Sales Executives and/or SMB Account Managers

• 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

Performance Management and Forecasting

• Own pipeline health, forecasting accuracy, and CRM discipline

• Use data to identify risks and unblock performance issues

• Hold leaders accountable for numbers, not narratives

Cross-Functional Leadership

• Work closely with Growth Account Management, Campaign Management, Marketing, and Product

• Improve handovers, lifecycle ownership, and customer experience across the funnel

• Act as the voice of Sales in commercial planning and operational decision-making

What We’re Looking For

• Proven experience leading a high-performing sales organisation

• Experience in media, advertising, or B2B services preferred

• 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

Whats in it for you

🏫 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

Equal Opportunity Statement

We are actively creating an equitable environment for everyone at native to thrive.

Diversity and inclusion are a priority for us and we are making sure we have lots of support for all of our people to grow at native. At native, we embrace diversity in all of its forms and foster an inclusive environment for all people to do the best work of their lives with us.