Director of Growth

£200k OTE 📋 Commercial 🏬 Growth Team

Location: Hybrid London (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're creating the infrastructure that connects students, Students’ Unions, universities, and advertisers through a managed marketplace.

Our goal is to deliver for students by increasing student 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

Growth is native's largest sales pillar, responsible for national brand accounts buying from our ad product catalogue. The opportunity is account expansion: growing share of wallet with advertisers we already work with, reactivating lapsed accounts, and landing new business within sectors we understand.

Growth is organised into six sector pods: FMCG & Hospitality, Lifestyle, Tech & Entertainment, Travel & Recruitment, PBSA, and Agencies. Each pod owns accounts end-to-end.

This is a new role. You'll be leading the Growth pillar, owning the strategy, targets, and performance of 6 Pod Leads and 12 Account Growth Managers.

What you’ll be working on

You'll own the Growth P&L and the team that delivers it.

• Leading and developing a team of 18 across six sector pods, including target-setting, pipeline reviews, and coaching on sector growth and deal strategy

• Setting scalable sector strategies and account expansion targets for each pod supported by a robust and continually improved sector and sub-category playbooks.

• Own the growth revenue number and forecast, ensuring consistent performance and building pipeline management and forecasting disciplines across the team

• Coaching and mentoring Pod Leads on account planning, deal strategy, and team management to transition the team from category sellers to category consultants.

• Partner with product marketing to bring customer category requirements and the voice of our customer into product roadmaps

• Work with SVP Sales & wider SLT to identify new commercial models and opportunities, in areas included but not limited to sponsorship, data, media product and experiential solutionsWorking with the SDR Lead to align pipeline generation with pod priorities

• Identifying accounts ready to move to Brand Labs based on brief complexity

• Representing native with senior contacts at key accounts

What we’re looking for

We are committed to lifting everyone up. We seek to enable people’s best work by optimising for freedom with accountability. You’ll get the most out of this role if you can bring:

We need someone who has led sales teams of this scale before, ideally in media, advertising, or B2B SaaS. You'll be strong on process and comfortable with data. You'll know how to build an account expansion motion and coach first-line managers.

Specifically:

• 8+ years in sales, with at least 3 leading teams of 15+ people

• Track record of building account expansion and land-and-expand motions

• Strong on sales process, pipeline management, and forecasting

• Comfortable interrogating account performance data and spotting opportunities

• Experience building and coaching first-line managers

• Commercial acumen to set targets and manage a P&L

Whats in it for you

💰 Base Salary: £100k, £100 OTE (uncapped)

🏡 Remote-first role in the UK

🏫 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.