Head of Software Sales

Tes; Sheffield; Hybrid; GBP 60,000 - 80,000; Full time

Job description

Norfolk St, Sheffield City Centre, Sheffield S1 2JE, UK Req #986

18 March 2025

Head of Secondary Sales Revenue

Department: Revenue
Location: Sheffield (Hybrid – 3 days in office, 2 from home)
Full-time, Permanent
Salary: Up to £80,000
Reports to: Software Sales Director
Direct Reports: 8

Tes is an international provider of software-enabled services passionate about using technology to make life easier for schools and teachers. All products and services are built with teachers and schools' needs at the core, ensuring they are innovative, trusted education solutions.

Role overview:
Tes is seeking a seasoned and strategic Head of Secondary Sales to drive new customer acquisition and expand our presence in the UK secondary school sector. This management-level role will lead a team of Business Development Professionals to develop sales strategies and promote cross-selling of relevant Tes products within existing customer accounts, including small Groups. The successful candidate will have strong sales leadership experience and a deep understanding of the secondary education market.

Key Responsibilities:

• Lead, mentor, and develop a team of Business Development Professionals to achieve and exceed sales targets.
• Set clear performance goals and provide ongoing coaching, feedback, and training to enhance the team's skills.
• Foster a high-performance sales culture, encouraging collaboration and accountability.
• Develop and execute a strategic sales plan to acquire new secondary school customers in the UK.
• Conduct thorough market research to identify potential leads and business opportunities.
• Manage the entire sales lifecycle from prospecting to deal closure, ensuring high conversion rates.
• Work closely with marketing teams to align on integrated campaigns that support new customer acquisition and sales targets.
• Identify and implement cross-selling opportunities for additional Tes products within existing secondary school customers.
• Align cross-selling initiatives with broader business objectives, ensuring tailored solutions for secondary schools.
• Collaborate with marketing, product, and customer success teams to drive revenue growth and accelerate penetration in Groups of schools.
• Measure and evaluate the effectiveness of cross-selling efforts, refining strategies for continued success.
• Work closely with the Sales Director to align sales strategies with overall company goals.
• Design and implement sales plans to achieve monthly, quarterly, and annual revenue objectives.
• Monitor market trends, competitive landscape, and customer needs to continuously refine sales approaches.
• Provide regular updates and reports on sales performance, highlighting key insights and areas for improvement.
• Ensure a superior customer experience by understanding the unique needs of secondary schools.
• Advocate for secondary school customers within Tes, ensuring their feedback is incorporated into product development.
• Engage with customers through business reviews, events, and regular touchpoints to build strong relationships.

What you will need to succeed:

Experience:

• Significant software sales experience, with strong expertise in managing sales teams.
• Proven track record of exceeding sales targets and driving growth in a B2B SaaS or software environment.
• Strong leadership skills with a demonstrated ability to coach, mentor, and develop high-performing sales teams.
• Exceptional communication, negotiation, and relationship-building skills.
• Proficiency in CRM tools and sales analytics; experience with Salesforce or similar platforms is highly preferred.
• Analytical and data-driven approach to sales strategy and performance measurement.
• Ability to thrive in a fast-paced, results-driven environment with a continuous improvement mindset.
• Willingness to travel as needed to meet clients, support the sales team, and attend internal meetings.

Knowledge:

• Understanding of the education technology sector and SaaS solutions, with the ability to identify and act on market trends and customer needs is desirable.

Skills:

• Goal-oriented and highly motivated with a passion for sales and customer success.
• Strategic thinker with strong execution skills.
• Strong problem-solving skills and ability to make quick, informed decisions.
• Collaborative team player with excellent interpersonal skills and a positive attitude.
• Committed to self-development and developing others.

What do you get in return?

• 25 days annual leave, rising to 30
• State-of-the-art city centre offices
• Access to a range of benefits via My Benefits World
• Discounted city centre parking
• Free eye care cover
• Life Assurance
• Cycle to Work Scheme
• Employee Assistance Programme (EAP)
• Monthly Tes Socials
• Access to an extensive Learning and Development menu

Tes is a global company employing over 600 people and operating across 10 offices, including in London, Sheffield, Hong Kong, Sydney, and Dubai. We are proud of our people-centric culture, where everyone is driven to achieve the same goal. We are an agile organization striving for continuous improvement. We invest in our people with extensive learning and development opportunities and support our colleagues with various mentoring and career enhancement programmes.

Tes Global will ensure all qualified applicants receive consideration for employment without regard to race, sex, colour, religion, sexual orientation, gender identity, national origin, or disability. We invite applicants to contact us directly to identify any additional support required.