Head of Sales | Global EdTech SaaS (Higher Education)

I’m working with a high-growth, international EdTech SaaS business scaling strongly across the university and higher education market. They’ve built solid global traction, strong product adoption, and are now at the stage where commercial leadership, structure, and execution discipline become the key drivers of growth.

This is a senior player-manager role with a clear brief: build a more predictable, scalable revenue engine while continuing to lead major enterprise opportunities yourself – particularly in the UK and US higher education market.

Job description

The Brief:

You’ll sit right at the centre of global revenue performance, combining:

Enterprise-level selling into universities / higher education institutions
Hands-on leadership of a sales team operating across regions
Raising standards across forecasting, qualification, pipeline quality, and deal execution

This is for someone who understands that scaling revenue in the HE sector requires both strong relationship-led enterprise selling and commercial rigour behind the scenes. 

What you’ll actually be doing:

Revenue Ownership (Higher Ed Enterprise Focus)
Carry a personal enterprise quota, with a strong focus on the US higher education market
Own the global sales team revenue number
Drive forecasting accuracy, pipeline coverage, and commit discipline

Enterprise Sales Execution

Lead complex, multi-stakeholder SaaS sales cycles within universities and HE institutions
Navigate academic, commercial, and procurement stakeholders
Strengthen deal strategy, qualification, and late-stage control
Improve win rates and reduce slippage through coaching and inspection 

Sales Leadership

Manage and develop an internationally focused sales team
Set clear expectations around pipeline creation, qualification quality, and CRM hygiene
Build a high-performance culture rooted in accountability and execution excellence

Process & Commercial Rigour

Own the end-to-end sales process across regions
Embed structured enterprise qualification methodology (MEDDPICC-style discipline)
Improve forecasting reliability and sales data quality
Establish strong operating rhythms: pipeline reviews, forecast calls, planning cadences

Cross-Functional Influence

Work closely with Growth, Product, RevOps, Marketing and leadership
Feed HE market insight into product and commercial strategy
Support complex renewals and negotiations within large institutions where needed

Requirements

What they need from you:

This is not a generic SaaS leadership role – Higher Education sector experience is key.

You’ll likely bring:

A strong track record in enterprise B2B SaaS sales into universities / higher education
Experience as a player–manager, delivering personally while leading others
Deep understanding of enterprise buying cycles in HE environments (multi-stakeholder, budget holders, academic influence, procurement processes)
Strong command of forecasting, pipeline management, and structured sales methodology
Experience improving team qualification standards, deal control, and win rates
Exposure to selling into, or leading activity in, the US market

Nice to have:

Experience with partner/reseller motions
Familiarity with tenders, frameworks, or system-level education sales

Profile fit

You’re commercially sharp, data-led, and comfortable bringing structure into a scaling environment. You have the credibility to operate at senior levels within universities while also coaching a team to execute better every quarter.

In short – a sales leader who still loves the enterprise deal, understands the nuances of the HE sector, and knows that process + standards are what unlock sustainable growth.