Head of Sales & GTM Enablement

Certus Sales Recruitment; Bracknell; On-site; GBP 90,000 - 120,000; Full time

Job summary

Certus Sales Recruitment is seeking a Head of Sales & GTM Enablement in Bracknell. The role focuses on building a scalable sales enablement strategy, playbooks and coaching across a growing sales operation.

You will partner with the Sales Director to convert strategy into measurable performance improvements, shaping how the business sells and enabling upmarket growth.

Qualifications

• Background in new-business sales with personal targets.
• Experience building or implementing a sales methodology or structured process.
• Strong understanding of high-volume, transactional or SaaS/technology sales environments.
• Proven experience designing and delivering sales training, coaching and development programmes.
• Strong understanding of adult learning and behavioural change.
• Experience coaching both salespeople and sales managers.
• Commercial confidence to use pipeline and performance data to identify issues and measure impact.
• Experience with SPIN, Challenger or MEDDIC frameworks.

Responsibilities

• Audit current sales performance, processes and behaviours to identify opportunities for improvement.
• Build and implement a practical, repeatable sales methodology for a high-velocity environment.
• Develop end-to-end sales playbook: discovery, qualification, objection handling, talk tracks and competitive positioning.
• Design onboarding and development programmes to improve ramp time and sales capability.
• Deliver workshops, skills clinics, call reviews and live coaching.
• Equip first-line managers with tools and capability to coach effectively.
• Establish measures of enablement impact: conversion, pipeline health, discovery quality, ramp time, coaching adoption.
• Use sales data and performance insight to identify capability gaps and measure ROI.
• Act as strategic partner to Sales Director on sales effectiveness and GTM evolution.

Skills

Sales enablement

New-business sales

Sales methodology

Sales coaching

Adult learning

Data-driven improvement

Influencing leadership

SPIN/Challenger/MEDDIC

Education

L&D/coaching qualification

Job description

Head of Sales & GTM Enablement

Bracknell - 3 days per week in the office

Competitive salary + bonus

Build the sales methodology. Develop the team. Help shape the next phase of GTM growth.

Our client is a market-leading UK provider of eLearning and compliance solutions, backed by a highly successful wider group. With an established, high-performing sales operation and ambitious growth plans, the business is now looking to evolve how it sells - retaining the pace and efficiency of its existing model while developing the capability to win larger, more complex opportunities.

This is a newly created, greenfield role working closely with the Sales Director to build the sales methodology, develop the playbook and embed a consistent approach to sales coaching and development across the organisation.

The Role

You’ll take ownership of the sales enablement strategy, combining hands-on coaching with commercial insight to improve sales performance.

Your focus will include:

• Audit current sales performance, processes and behaviours to identify opportunities for improvement.
• Build and implement a practical, repeatable sales methodology that works in a high-velocity environment.
• Develop the end-to-end sales playbook covering discovery, qualification, objection handling, talk tracks and competitive positioning.
• Design onboarding and ongoing development programmes to improve ramp time and sales capability.
• Deliver workshops, skills clinics, call reviews and live coaching.
• Equip first-line managers with the tools and capability to coach effectively.
• Establish clear measures of enablement impact, including conversion, pipeline health, discovery quality, ramp time and coaching adoption.
• Use sales data and performance insight to identify capability gaps and measure ROI.
• Act as a strategic partner to the Sales Director on sales effectiveness, capability and the evolution of the GTM model.

About You

This is not a traditional L&D or training role. We’re looking for someone with genuine sales credibility who has moved into sales/GTM enablement and knows how to turn methodology into measurable performance improvement.

You’ll ideally have:

• A background in new-business sales, having personally carried a sales target.
• Experience building or implementing a sales methodology or structured sales process.
• Strong understanding of high-volume, transactional or SaaS/technology sales environments.
• Proven experience designing and delivering sales training, coaching and development programmes.
• A strong understanding of adult learning and behavioural change.
• Experience coaching both salespeople and sales managers.
• Commercial confidence and the ability to use pipeline and performance data to identify issues and measure impact.
• Experience with methodologies such as SPIN, Challenger or MEDDIC — but without being overly tied to any one framework.
• The credibility and communication skills to influence sales leadership and gain buy-in across the team.

A recognised training, coaching or L&D qualification would be useful, but proven commercial impact is more important than a certificate.

Why This Role?

This is an opportunity to build rather than maintain.

There is no inherited playbook or established enablement machine to administer. You’ll have senior-level sponsorship, the freedom to shape the approach and a clear commercial mandate: improve sales performance today while building the capability needed to move the business successfully upmarket.

If you’re a successful new-business seller who has developed into a high-impact Sales/GTM Enablement leader, and you enjoy turning strategy into better conversations, better coaching and measurable results, this could be a great opportunity to make a genuine impact.