Head of Sales

Position Overview: 

As the Head of Sales you will drive the strategic vision and execution of sales initiatives within the organization. You will work directly with sellers to strengthen how we sell by fostering strong relationships with key stakeholders, represent accesso effectively in the marketplace, and build a team where reps are well hired, well onboarded, and set up to succeed. This role owns day-to-day sales execution and pipeline performance across the sales organization.  

As a member of our Commercial team, you'll have a hand in promoting our products to a wide range of clients and will help us to achieve our goals of scaling and expanding. You will be responsible for new business growth and for building the operating discipline that makes results repeatable, rather than dependent on any one person's instincts. Your natural ability to build relationships, as well as an eye for opportunity, will be vital in our efforts to expand our company’s reach. We’re looking for team-oriented, creative thinkers that are excited by finding innovative solutions to drive our business forward ⏩. 

Location: This role can be performed 100% remotely anywhere in the US or UK
Reports to: Chief Commercial Officer 
Travel ✈️ Requirement: Up to 40% 

What you’ll be working on: 

• Mentor and lead a high-performance sales team of leaders and reps, including performance management, coaching, and quota setting. 
• Create a culture of accountability and consistent execution, with clear individual expectations reinforced daily, not only in periodic reviews. 
• Build and install a consistent sales process across the organization: clear stage definitions, exit criteria, deal reviews, and forecasting discipline. 
• Manage the full cycle sales process from prospecting, outreach, presentations, proposals, and deals.  
• Meets assigned targets for profitable sales volume and strategic objectives in assigned territories.  
• Explore and pursue new markets and verticals to expand the company's footprint and customer base.  
• Utilize data and analytics to track sales performance, identify areas for improvement, and make data-driven decisions to optimize sales efforts.  
• Involved in strategic opportunities, both as a direct participant and a leader with the team to cultivate and grow opportunities.  
• Build and maintain a cross-functional strategic deal framework that ensures our greatest chance for success 
• Align with Commercial Strategy on pricing, quota design, compensation, and forecasting methodology 
• Champion sales and growth activity internally through consistent communication, reporting, forecasting, and visibility across key stakeholder groups 
• Partner with the CCO to develop resourcing strategies that support growth within the existing client base, recognizing the distinct needs of customer expansion versus new business acquisition. 
• Represent the company at a wide range of industry events, tradeshows and conferences.  
• Own new logo generation and drive growth as accesso's product portfolio expands 
• Partner with Marketing on pipeline generation and adoption of sales tools and messaging 
• Partner with Commercial Contracts on redlines and contracting speed without sacrificing deal quality. 

What Success Looks Like in the First 12 Months: 

• A consistent, well documented sales process is adopted across the organization, with stage definitions and forecasting discipline that leadership can trust. 
• Win rate and deal velocity show measurable improvement over the prior year. 
• Sales directors have clear expectations, consistent coaching and deal review, clarity on the sales process, and a strong understanding of the accesso product portfolio. 
• accesso's presence and reputation with prospects and industry partners visibly strengthens. 
• New business growth becomes structurally repeatable. 
• Implement a consistent sales forecasting methodology that all business stakeholders can trust.

What you bring to the role: 

• 8+ years of progressive B2B SaaS sales leadership experience, with at least 5 years in a senior sales leadership role leading enterprise sales organizations.  
• Proven success building, mentoring, and leading sales teams, including leaders and reps.  
• Demonstrated ability to create a culture of accountability, collaboration, coaching, and continuous improvement.  
• Experience selling into complex organizations with multiple stakeholders. 
• Experience owning a forecast and pipeline of significant scale with direct accountability to an executive team or board. 
• Experience developing and executing strategic sales plans that align with organizational goals.  
• Exceptional consultative selling, negotiation, and executive relationship-building skills with experience engaging C-level decision makers.  
• Fluency managing through data: CRM discipline, forecasting rigor, and scorecard-based accountability. 
• Experience leading a team through a change in sales leadership without losing morale or momentum. 

⭐️Bonus points if you have:  

• Bachelor's degree in Business, Marketing, or a related field, or equivalent professional experience. MBA is a plus. 
• International sales management experience across multiple currencies and territories. 
• Experience building or refining incentive compensation plans for sales leaders and individual contributors. 
• Experience selling or launching new products as part of a growing portfolio, including through acquisition integration. 
• Experience in travel, attractions, ski, ticketing, or venue technology, or a closely related vertical. 

*If you don’t have all the qualifications listed, don’t worry! We understand everyone’s career path is unique, and still encourage you to apply if you feel this role is aligned with your career trajectory.  

Perks & Benefits:

• Competitive compensation package, because your hard work deserves recognition; 
• 8-days of paid bank holiday leave and 26-days of paid annual leave (paid leave increases with tenure) – so you can go “OOO” and take that vacation you’ve been dreaming of 😎;  
• 8 hours of paid Volunteer Time Off to contribute to causes close to your heart. Making a difference, made easy. 
• Inclusive Family Benefits, including a $7,500, or currency equivalent, benefit for surrogacy, adoption, and fertility. Because family planning should come with support 🫶; 
• Robust health insurance scheme with the opportunity to participate in private medical scheme after satisfactory performance;   
• Matching pension scheme (up to 8%) for a secure financial future; 
• Gain unlimited access to Udemy for Business to support ongoing learning and career development; 
• Enjoy a flexible work schedule that aligns with your team’s schedule ⏰.