Head of Sales - UK – Base.com

Base.com cerca: Head of Sales - UK. <p></p><h2>About Base</h2><p>Base is a global ecommerce operations platform helping online retailers, brands and…

Azienda: Base.com · Modalità: in sede · Contratto: Full-time

<p></p><h2>About Base</h2><p>Base is a global ecommerce operations platform helping online retailers, brands and merchants simplify, automate and scale their businesses.</p><p>Our technology connects and centralises critical ecommerce operations, including marketplace integrations, order management, inventory, product listings, shipping and fulfilment.</p><p>With customers across international markets, Base is helping ecommerce businesses reduce operational complexity and create the foundations for sustainable growth.</p><p>The UK is a key growth market for Base, and we're entering an exciting phase of our development, with an increasing focus on larger, more complex ecommerce businesses and enterprise customers.</p><p>We're now looking for an ambitious, commercially driven sales leader to take our UK sales function to the next level.</p><h2>The Opportunity</h2><p>This is not a traditional sales management role.</p><p>We're looking for a hands-on, entrepreneurial sales leader who can build, lead and scale a high-performing SaaS sales organisation.</p><p>You'll take ownership of the UK's new business sales function, developing our people, improving sales execution and building the processes, systems and culture required to deliver consistent, predictable revenue growth.</p><p>Working directly with the Country Head UK, you'll have the opportunity to shape how Base approaches customer acquisition, sales performance and enterprise growth.</p><p>We want someone who combines strategic commercial thinking with the ability and willingness to get involved in the details.</p><p>Someone who is equally comfortable developing a sales strategy, coaching an Account Executive, reviewing a complex opportunity, challenging a forecast or joining a customer meeting to help close a deal.</p><p>Ultimately, your mission will be to build a sales engine capable of supporting Base's ambition to become a market-leading ecommerce technology platform in the UK.</p><h2>Key Responsibilities</h2><h3>1. Sales Leadership & Revenue Ownership</h3><ul><li>Take ownership of the UK new business sales target, with accountability for MRR/ARR acquisition and consistent revenue performance.</li><li>Develop and execute a sales strategy aligned with Base's UK commercial objectives.</li><li>Translate business targets into clear team and individual sales quotas, activity expectations and performance plans.</li><li>Establish a culture of ownership, accountability and continuous improvement.</li><li>Monitor sales performance, identify gaps and implement corrective actions quickly.</li><li>Deliver reliable sales forecasts and provide clear visibility of commercial performance to senior leadership.</li><li>Balance immediate revenue delivery with the development of a sustainable, scalable sales organisation.</li></ul><h3>2. Build & Develop a High-Performing Sales Team</h3><ul><li>Lead, coach and develop a team of Account Executives selling into SMB, mid-market and enterprise ecommerce businesses.</li><li>Establish structured coaching, regular one-to-ones, call reviews, deal reviews and performance development plans.</li><li>Improve individual sales capability across prospecting, discovery, qualification, demonstrations, negotiation and closing.</li><li>Set clear performance expectations and proactively address underperformance.</li><li>Identify skills gaps and create targeted training and development programmes.</li><li>Support recruitment, onboarding and development of future sales talent.</li><li>Build a positive, ambitious and results-driven sales culture where high performance is recognised and rewarded.</li><li>Lead by example through a visible, engaged and hands-on management style.</li></ul><h3>3. Build a Scalable Sales Engine</h3><ul><li>Review, improve and standardise the end-to-end sales process, from lead generation through to closed-won and customer handover.</li><li>Develop consistent sales methodologies, qualification frameworks, playbooks and best practices.</li><li>Establish clear pipeline stages, qualification standards, exit criteria and deal progression expectations.</li><li>Improve pipeline hygiene, CRM adoption, sales reporting and forecasting accuracy.</li><li>Use HubSpot to create meaningful visibility of sales activity, pipeline quality, conversion and individual performance.</li><li>Identify bottlenecks in the sales funnel and introduce measurable improvements.</li><li>Build repeatable processes that improve sales productivity and reduce reliance on individual selling styles.</li><li>Work with Revenue Operations and other internal stakeholders to improve automation, reporting and commercial efficiency.</li></ul><h3>4. Pipeline Generation & New Business Development</h3><ul><li>Build a proactive new business culture that combines effective inbound conversion with structured outbound prospecting.</li><li>Develop targeted acquisition strategies focused on Base's ideal customer profiles and priority ecommerce segments.</li><li>Support the team in identifying, engaging and converting high-value prospective customers.</li><li>Improve prospecting effectiveness, meeting quality, opportunity creation and conversion rates.</li><li>Collaborate with Marketing on lead generation, campaign execution, lead quality and funnel performance.</li><li>Establish effective account-based selling approaches for larger strategic opportunities.</li><li>Develop a healthy, qualified pipeline capable of supporting short-term targets and longer-term growth.</li></ul><h3>5. Enterprise & Complex Solution Sales</h3><ul><li>Strengthen the team's ability to sell complex SaaS solutions to established retailers, brands and enterprise ecommerce organisations.</li><li>Provide hands-on leadership in strategic opportunities, including discovery, solution positioning, stakeholder engagement, commercial negotiations and closing.</li><li>Coach Account Executives to identify customer pain points, quantify business value and build compelling commercial cases.</li><li>Develop structured approaches to multi-stakeholder sales involving ecommerce, operations, IT, finance and senior leadership.</li><li>Improve sales qualification and deal strategy to ensure the team focuses on opportunities with genuine commercial potential.</li><li>Work closely with technical and implementation teams to ensure solutions are correctly scoped, commercially viable and aligned with customer requirements.</li><li>Support the development of competitive positioning and value-based selling.</li></ul><h3>6. Cross-Functional Collaboration</h3><ul><li>Work closely with Marketing to align demand generation, lead qualification and sales conversion.</li><li>Collaborate with Implementation and Product teams to support technical discovery, solution feasibility and effective customer onboarding.</li><li>Coordinate with Customer Success and Key Account Management to ensure smooth customer handover and identify expansion opportunities.</li><li>Partner with global commercial and enterprise teams to share best practices and support strategic opportunities.</li><li>Provide feedback on customer needs, market developments, competitors and product opportunities.</li></ul><h3>7. Commercial Strategy & Continuous Improvement</h3><ul><li>Identify opportunities to improve average deal value, sales efficiency, win rates and revenue productivity.</li><li>Develop a strong understanding of Base's commercial model, customer economics and value proposition.</li><li>Monitor market trends and competitive activity across ecommerce software and related technology.</li><li>Recommend improvements to sales structure, territory allocation, incentive design and resource requirements.</li><li>Build a sales function that can scale as the UK business continues to grow.</li></ul><h2>What We're Looking For</h2><h3>Essential Experience</h3><ul><li>Proven experience leading a B2B SaaS or complex technology sales team.</li><li>Demonstrable success delivering revenue targets through a team of quota-carrying salespeople.</li><li>Experience building, improving or transforming sales processes in a growing organisation.</li><li>Strong understanding of the full B2B sales cycle, including prospecting, discovery, qualification, solution selling, negotiation and closing.</li><li>Experience managing and coaching Account Executives, including improving underperformance and developing high performers.</li><li>Strong pipeline management, forecasting and commercial reporting capability.</li><li>Experience building proactive outbound sales activity alongside inbound acquisition.</li><li>Confidence working with CRM platforms such as HubSpot or Salesforce.</li><li>Proven ability to support and close complex, multi-stakeholder sales opportunities.</li><li>A track record of translating sales strategy into measurable operational results.</li><li>Strong commercial judgement, analytical capability and communication skills.</li></ul><h3>Desirable Experience</h3><ul><li>Experience selling ecommerce technology, retail SaaS, OMS, WMS, ERP, marketplace integration or related solutions.</li><li>Experience selling to mid-market and enterprise customers.</li><li>Familiarity with structured sales methodologies such as MEDDPICC, MEDDIC</li><li>Experience developing sales playbooks, compensation frameworks and onboarding programmes.</li><li>Experience scaling sales teams within high-growth SaaS or technology businesses.</li><li>Experience with value-based selling, business-case development and commercial ROI modelling.</li><li>Experience working within international organisations with both local and global stakeholders.</li></ul><h2>The Person</h2><p>We're looking for a leader who is:</p><p>Hands-on: Comfortable getting involved in customer conversations, pipeline reviews and deal execution rather than managing purely through reports.</p><p>Commercially driven: Understands the numbers, takes ownership of results and knows how to convert sales activity into revenue.</p><p>A genuine coach: Enjoys developing people and can demonstrate how their leadership has improved individual and team performance.</p><p>Structured and analytical: Uses data, process and clear performance expectations to drive improvement.</p><p>Entrepreneurial: Thrives in an environment where processes are still evolving and is motivated by building something better.</p><p>Accountable: Takes responsibility for outcomes, communicates openly and addresses challenges proactively.</p><p>Collaborative: Can work effectively with senior leadership, commercial colleagues, technical teams and international stakeholders.</p><p>Resilient and adaptable: Comfortable operating in a fast-moving business with ambitious targets and changing priorities.</p><h2>Why Join Base?</h2><ul><li>Take a leadership role in shaping the future of Base's UK sales organisation.</li><li>Join an international ecommerce technology business with an established product and significant growth ambitions.</li><li>Have a direct impact on revenue performance, team development and commercial strategy.</li><li>Work closely with senior leadership and influence important business decisions.</li><li>Help build a scalable sales operation rather than simply maintaining an established structure.</li><li>Play a key role in expanding Base's presence in the UK ecommerce and enterprise markets.</li></ul><p><strong>If you're a commercially ambitious SaaS sales leader who enjoys building teams, developing people and turning sales strategy into measurable results, we'd like to hear from you</strong>.</p><p><br /><br /><br /><br /></p>