Head of Sales

Work.Life; Greater London; Hybrid; GBP 70,000 - 90,000; Full time

Job summary

Work.Life in London is seeking a Head of Sales to lead a best-in-class sales team at a pivotal growth moment. You will own sales performance and revenue management across private offices, coworking, meetings, events, and add-ons, while implementing an insight-led pricing strategy to maximise conversion.

The role requires deep data literacy, people leadership, and collaboration with Marketing, Finance and Real Estate.

Qualifications

• Proven experience leading B2B sales teams in a service-led or recurring revenue business.
• Strong track record in pricing, forecast accuracy, and revenue management.
• Deep data literacy with ability to translate insights into action.
• Experience embedding scalable sales operating models and CRM processes.

Responsibilities

• Build, lead, and coach a high-performing sales team to maximise effectiveness.
• Collaborate with brokers/partners to drive pipeline and brand reputation.
• Align sales with Marketing for lead generation and new product development.
• Design scalable sales processes, pipeline management, and CRM optimization.
• Define and deliver revenue strategy across all product streams.
• Lead on pricing, discounts, and monetisation across sites and services.
• Own forecasting, reporting, and commercial insights with Finance.

Skills

Sales leadership

Pricing strategy

Data analysis

CRM management

Team coaching

Cross-functional collab

Tools

CRM software

Excel

Google Sheets

Data visualization tools

Job description

Salary Our expected range to hire within is £70-90k.

Career Development Framework Level:

IC4 & M4 - You are a player manager with deep expertise of your domain and running your own team.

The Role

We're looking for a Head of Sales to lead a best-in-class sales team at a pivotal point in Work.Life's growth; ensuring we deliver strong, sustainable commercial performance every day. This role owns sales performance & revenue management across private offices & coworking; and ancillary streams such as meetings, events, virtual products & add-ons. You'll operationalise a clear, insight-led revenue strategy, unlocking new value through smart, agile pricing approaches designed to optimise conversion at every touchpoint across every product. This is a key role for someone who's as comfortable deep-diving into data as they are energising a team to drive sales performance; demonstrating how these approaches ultimately combine to achieve stretching revenue goals.

What You’ll Do:

Sales Leadership

• Build, lead, and coach a high‑performing sales team, ensuring the right behaviours, systems, processes and rhythms are in place to maximise effectiveness.
• Build strong relationships with brokers & partners to drive pipeline & brand reputation.
• Collaborate across the Marketing team to align sales efforts with lead generation, brand positioning, and new product development.
• Design and embed a scalable, repeatable sales operating model, including pipeline management & CRM optimisation.

Revenue Management

• Define and deliver the revenue strategy across private offices, coworking, meeting rooms, events, & membership add-ons, and on-demand space.
• Feed into pricing and discounting frameworks that balance occupancy and desk rate integrity to maximise revenue across fluctuating demand and site maturity.
• Lead on understanding competitive intelligence; translating market insights to inform a dynamic and forward‑looking approach to pricing.
• Improve monetisation at renewal, including retention, upsell, and desk rate optimisation.
• Implement revenue optimisation tactics to drive like‑for‑like growth in mature sites.
• Identify and respond to seasonal, location‑specific, & product‑specific demand patterns.
• Own the channel strategy across direct, broker, and third‑party platforms - maximising conversion to drive top line sales and bottom line profitability.
• Identify, model, and optimise ancillary revenue opportunities across the business.

Commercial Forecasting & Insight

• Feed into commercial reporting and insights, turning data into strategy.
• Own and continuously improve forecasting, reporting, and commercial insight tools to support data‑driven decision‑making across all income streams.
• Collaborate closely with Finance to align revenue forecasts with budgeting and investment models.
• Drive new site growth by partnering with the Real Estate, Marketing & Finance teams to assess revenue potential of new locations; building pricing & occupancy ramp‑up models.

Role KPIs - How You'll Measure Success

• Revenue growth across core product lines (Private Offices, Coworking, Meetings
• Improved conversion from lead to member (including broker and direct)
• Desk rate growth and commercial outcomes at renewal
• Ancillary revenue growth %
• Sales team performance and engagement
• CRM usage, pipeline quality, and forecasting accuracy

About You

• Proven sales leadership experience: you've built and led successful B2B sales teams, ideally in a service‑led or recurring revenue environment.
• Proven experience optimising performance through targeted revenue management, pricing, or commercial strategy in a multisite business.
• Systems thinker: you design & optimise sales infrastructure, not just manage pipeline.
• Commercially sharp: you understand pricing, margin, CLTV, CAC, and what drives strong revenue outcomes; with a bias for actionable insights over reports.
• Strong analytical skills: with advanced Excel/Google Sheets and data visualisation tools.
• Process‑obsessed: you care about the details that make sales work, such as CRM usage, follow‑up discipline, and qualification consistency.
• Collaborative operator: you work brilliantly across teams, and know how to bring marketing, ops, and finance along together.
• Performance leader: you set high standards, coach effectively, and drive accountability through positive, values‑aligned leadership.
• Member‑first mindset: you understand that the best sales come from solving real customer problems, not just closing deals.

Why Join Us?

• Pivotal, high‑impact role in a growing, mission‑led business
• Autonomy to build and lead a world‑class sales engine
• Strong values‑driven culture with a human, team‑first ethos
• Hybrid working model with access to beautiful neighbourhood workspaces
• Competitive compensation, aligned to business success

Need to Knows

Location: The role is London‑based; with occasional travel to Reading & Manchester. Our team office is currently in our gorgeous Farringdon space at St Cross Street. We've got hybrid ways of working - typically with three days from the office or our London locations; and two flexible days. The start date for this role is as soon as we able to find the right person! We're willing to wait for the best candidate out there; but excited to meet people and get hiring!

The interview process will led by our Commercial Director, Mark Wakefield. There will be three stages: an initial virtual interview and two face to face interviews with the final one including a presentation.