The ad says“Leverage AI tools to raise the team’s productivity - call analysis, prospect research, coaching at scale”
The ad says“Sharp attention to detail, from CRM hygiene to deal terms”
The ad says“Run pipeline reviews and forecast accurately in HubSpot”
The ad says“SMB SaaS sales leadership in a velocity motion. You’ve led a team selling software at high volume and lower value - deals in roughly the £2-8k range, on short cycles. Not enterprise, not a few big deals a year”
The ad says“Experience selling on transaction-based or usage-based pricing - booking fees, commission, take-rate or % of GMV - not only fixed subscriptions”
This is a player-coach role
You’ll run our Account Executive team and own the new business number month to month - not from a spreadsheet, but from inside the deals
You’ll join pitches, review calls, coach reps on specific skills and specific deals, and step in personally when a deal needs it
The motion is high-volume, lower-value SMB software sales: deals averaging roughly £2-8k on short cycles, sold to small business owners who run attractions, experiences and seasonal events
This is velocity selling, not enterprise
If your background is a handful of large, slow, six-figure deals a year, this won’t be the right fit - and vice versa, we’re not after someone who has only ever run very high-volume, very low-value transactional sales either
We sit in a specific middle, and getting the rhythm right is the job
We’re looking for someone who has built a team that delivers consistently, month after month
You’ll manage AEs selling our ticketing and marketing software to attractions, experience providers, and seasonal event operators across the UK and US
This is a hands-on seat in a lean, high-ownership environment
If you want to manage purely through dashboards and one-to-ones, this isn’t the role
If you love the game and love making other people better at it, it is
Own the team’s new business number and be accountable for hitting it month to month
Join pitches and demos alongside AEs, and help close deals that matter
Review call recordings and coach individuals on specific calls - discovery, demo, objection handling, closing
Run pipeline reviews and forecast accurately in HubSpot
Diagnose performance through the funnel - work out whether a rep’s issue is activity, conversion, deal size or cycle length, and fix the root cause
Recruit, onboard and ramp new AEs as the team grows
Leverage AI tools to raise the team’s productivity - call analysis, prospect research, coaching at scale
Work closely with Customer Success on handovers, and feed market intelligence back to Product and Marketing
Set the standard on activity, pipeline hygiene and follow-through - and hold the team to it
What success looks like:
The team hits its number consistently, month after month
Every AE knows exactly what they need to improve and is measurably improving it
Forecasts are accurate and leadership trusts them
New hires ramp on schedule because onboarding and coaching are systematic
Reps want to work for you - you raise people up, you don’t burn them out
Preferred experience
SMB SaaS sales leadership in a velocity motion. You’ve led a team selling software at high volume and lower value - deals in roughly the £2-8k range, on short cycles. Not enterprise, not a few big deals a year
A genuine people person. You coach, motivate and retain, and people measurably get better working for you
Sharp attention to detail, from CRM hygiene to deal terms
Highly analytical. You think in funnels and can diagnose exactly where a rep’s performance is breaking down
Consistent team delivery. A track record of running a high-performing sales team that hits target month after month predictably, and you can talk specifics about how you built that consistency
Practical AI in your workflow. You already use AI to sell and coach faster and smarter, and you can bring the team with you. We’d expect anyone from a modern tech-sales background to be doing this already - if you’re not, we’ll want to understand why
A proven player-coach. You’ve carried a team number as a manager while still joining pitches and coaching reps on individual calls - not managing from the dashboard
Experience selling on transaction-based or usage-based pricing - booking fees, commission, take-rate or % of GMV - not only fixed subscriptions
Selling to non-technical, non-desk-based small business owners - hands-on operators, not procurement teams or in-house buyers
Seasonality as a core variable in how you sold and coached - building and managing a number that swings hard across the year
Experience growing a sales team from around 10 people upwards
Experience operating across both UK and US markets
Experience structuring a team into inbound/outbound or SME/mid-market segments
Recruitment process
Screening call - 30 minutes
Management capabilities (Zoom) - 45-60mins
Demo task (Zoom) - 45-60mins
Meet with the CEO (in our Waterloo office) - 45-60mins
