Head of Sales- North America (f/m/d)
About The Position
The Head of Sales, North America defines and executes regional sales strategy to drive sustainable new-business revenue growth and leads a high-performing Sales organisation across the region. The role owns regional sales performance, pipeline development, forecasting and commercial execution, while remaining closely involved in strategic opportunities and complex negotiations. The position develops the annual regional sales plan, leads and coaches Sales leaders and teams, and ensures disciplined pipeline management and forecasting. It serves as executive sponsor for priority prospects and strategic opportunities, builds senior relationships across the North American market, and collaborates with Marketing, Client Services, Product, Finance and global Sales leadership on go-to-market execution and client handovers. The role also translates market and competitor intelligence into commercial recommendations, represents the company at industry and client events, and provides senior leadership with data-led updates on performance, risks, opportunities, resourcing and investment priorities. Travel across North America and internationally is required as needed.
Requirements
- At least 10 years of experience in Sales, Business Development, affiliate or partnership marketing, digital marketing, ecommerce, SaaS, MarTech, AdTech or another technology-led B2B environment.
- At least 5 years of 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.
- Commercial leadership and sound judgement, balancing near-term delivery with sustainable growth.
- Strategic thinking and ability to translate company priorities into clear regional plans.
- Credible, hands-on sales leadership and 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 in an international, fast-moving environment.
- 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.
- Willingness to travel across North America and internationally as required.
Nice To Haves
- Experience in affiliate, partnership or performance marketing is highly advantageous.
- Professional qualifications or executive education in sales leadership, negotiation, coaching, digital marketing or business leadership are advantageous but not essential.
Responsibilities
- Define and execute the North America sales strategy in alignment with company revenue objectives, global commercial priorities and regional opportunities.
- Develop the annual regional sales plan and establish priorities across target segments, verticals and strategic opportunities.
- Own North America new-business revenue targets, pipeline performance, forecasting and commercial outcomes.
- Lead, develop and inspire a high-performing regional Sales organisation, fostering accountability, collaboration, coaching and continuous improvement.
- Set performance expectations and build leadership capability and succession strength across the Sales function.
- Ensure adequate pipeline coverage, opportunity quality and progression through rigorous CRM, forecasting and deal-review disciplines.
- Monitor pipeline creation, conversion, win rate, sales cycle, deal quality and revenue delivery, using insights to improve performance and resource allocation.
- Act as executive sponsor for priority prospects and strategic opportunities, supporting executive-level discovery, presentations, negotiations and complex deal progression.
- Build senior relationships with advertisers, agencies, strategic partners and other key North American stakeholders.
- 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 data-led updates on regional performance, opportunities, risks, resource requirements and investment priorities.
Benefits
- Four-day Flexi-Week at full pay, with one lighter or completely disconnected day per week and no reduction to annual holiday allowance.
- Hybrid working model with flexibility designed to foster collaboration, trust and autonomy.
- Monthly work-expense contribution and a furniture package to support a home workspace.
- Medical, vision and dental coverage, plus life insurance protection for employees and their families; employee premiums are fully covered and spouse premiums are 50% covered, with eligibility beginning the first of the month after hire.
- Regular employer contributions to a 401(k).
- Competitive personal time off and sick days.
- Various paid special leaves, including maternity and paternity leave.
- Health and wellbeing initiatives.
- Learning and development through Awin Academy.
- Peer-to-peer recognition programmes.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
