Head of Sales & GTM Enablement

Certus Recruitment Group; Bracknell; On-site; GBP 70,000 - 100,000; Full time

Job summary

Bracknell - 3 days per week in the office. Certus Recruitment Group client is seeking a Sales/GTM Enablement leader to build the sales methodology, playbook and coaching capability across the organisation.

You will own the enablement strategy, delivering hands-on coaching and commercial insight to raise sales performance. The role focuses on turning strategy into measurable outcomes in a fast-moving, high-velocity environment.

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 SaaS/tech sales environments
• Proven experience designing and delivering sales training and coaching programs
• Understanding of adult learning and behavioral change
• Experience coaching salespeople and sales managers
• Commercial confidence to use pipeline data to drive decisions
• Familiarity with SPIN / Challenger / 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 covering discovery, qualification, objections, talk tracks and competitive positioning
• Design onboarding and ongoing development programs to improve ramp time and sales capability
• Deliver workshops, coaching sessions and live call reviews
• Equip first-line managers with coaching tools and capability
• Establish measures of enablement impact and ROI
• Act as a strategic partner to the Sales Director on GTM effectiveness

Skills

Sales credibility

Sales methodology

High-volume SaaS

Sales coaching

Adult learning

Data-driven

Tools

SPIN

Challenger

MEDDIC

Job description

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.