Purpose of Position

The Head of Sales, North America is responsible for defining and executing the regional sales strategy, driving sustainable new business revenue growth and leading a high-performing Sales organisation across North America. The role owns regional sales performance, pipeline development, forecasting and commercial execution, while remaining closely involved in strategic opportunities and complex negotiations.

Key Tasks

Define and execute the North America sales strategy in alignment with company revenue objectives, global commercial priorities and regional market opportunities.
Develop the annual regional sales plan, establishing clear priorities across target segments, verticals and strategic opportunities.
Own North America new business revenue targets, pipeline performance, forecasting and commercial outcomes, ensuring consistent delivery against agreed objectives.
Lead, develop and inspire a high-performing regional Sales organisation, creating a culture of accountability, collaboration, coaching and continuous improvement.
Set clear performance expectations and build leadership capability and succession strength across the Sales function.
Ensure sufficient pipeline coverage, opportunity quality and progression, supported by rigorous CRM, forecasting and deal-review disciplines.
Monitor pipeline creation, conversion, win rate, sales cycle, deal quality and revenue delivery, using insight to improve performance and resource allocation.
Act as executive sponsor for priority prospects and strategic opportunities, supporting executive-level discovery, presentations, commercial negotiations and complex deal progression.
Build senior relationships with advertisers, agencies, strategic partners and other key stakeholders across the North American market.
Partner with Marketing, Client Services, Product, Finance and global Sales leadership to deliver a coordinated go-to-market approach and effective client handovers.
Translate client, competitor and market intelligence into recommendations that strengthen commercial positioning, propositions and routes to market.
Represent the company at relevant industry conferences, client engagements and commercial events across North America.
Provide senior leadership with clear, data-led updates on regional performance, opportunities, risks, resource requirements and investment priorities.

Skills & Experience

10+ years' experience in Sales, Business Development, affiliate or partnership marketing, digital marketing, ecommerce, SaaS, MarTech, AdTech or another technology-led B2B environment.
5+ years' experience leading Sales teams and/or Sales leaders within a complex commercial organisation.
Proven success owning and delivering significant new business revenue targets and regional go-to-market strategies.
Demonstrated experience leading complex enterprise or strategic opportunities involving senior decision-makers.
Strong knowledge of pipeline management, forecasting, conversion, pricing and negotiation.
Experience in affiliate, partnership or performance marketing is highly advantageous.
Commercial leadership and sound judgement, balancing near-term delivery with sustainable growth.
Strategic thinking with the ability to translate company priorities into clear regional plans.
Credible, hands-on sales leadership and the ability to coach others through complex opportunities.
Strong people leadership, executive presence and stakeholder influence.
Analytical, data-led decision-making and disciplined performance management.
Collaborative and adaptable approach within an international, fast-moving environment.
Professional qualifications or executive education in sales leadership, negotiation, coaching, digital marketing or business leadership are advantageous but not essential
Advanced proficiency with Salesforce or a comparable CRM platform.
Strong capability with sales analytics, pipeline reporting and forecasting tools.
Proficiency with Microsoft 365 and modern sales intelligence and productivity tools. Excellent written and verbal English.