Head of New Business

Role Description

About SoPost
SoPost is a pioneering digital sampling company that connects brands with consumers in innovative and meaningful ways. Our mission is to make it easier for brands to engage with their audience through personalised and data-driven sampling solutions.  We work with more than 200 different brands, including the largest beauty and FMCG groups.

In 2020, we ranked in the top 50 of the Sunday Times Tech Track 100, and since then, our growth trajectory has been significant. 2022 brought great pride when we were awarded the 'Advanced Good Work Pledge', and in 2023, we were presented with the prestigious Queen’s Award for Enterprise: International Trade. In 2024, we were also thrilled to have been named in the Sunday Times Top 100 Places to Work. 

We believe that it is not just our technology which sets us apart but also our people and we have an ambition to build a team of the most talented individuals in our industry. 

Curious about what makes SoPost so special? Watch our 'What makes SoPost a great place to work?' video to hear more from those who know us best.

The Role
As Head of New Business, you will be accountable for driving new customer acquisition across Northern Europe, the UK and North America. You will lead a team while continuing to own and win a portfolio of SoPost's highest-value enterprise opportunities.

This is a player-coach role. You will continue to lead from the front, building your own pipeline, opening strategic enterprise relationships and closing complex commercial opportunities, while creating an environment where your team consistently performs at a high level.

Your success will be measured not only by the revenue you generate personally, but by your ability to improve the performance of those around you through coaching, clear expectations, accountability and commercial leadership.
You will build a culture where pipeline creation is relentless, commercial thinking is disciplined, and enterprise selling becomes a repeatable capability across the team.

Reporting to the Chief Growth Officer, you will work closely with the CEO, Marketing, Product, Customer Success and the wider Commercial Leadership Team to strengthen SoPost's enterprise go-to-market strategy.
This is a hybrid role based in London, with a minimum of two days per week in the office and regular travel to our New York office.

Key Responsibilities

Strategic Enterprise Sales

• Own a portfolio of high-value enterprise new business opportunities across Northern Europe, the UK and North America.
• Generate new enterprise opportunities through strategic outbound prospecting, networking, referrals and industry engagement.
• Build meaningful relationships with senior marketing, digital, innovation and commercial leaders within global Beauty and CPG organisations.
• Own the complete enterprise sales cycle from initial engagement through negotiation and close.
• Lead complex, multi-threaded enterprise sales opportunities, including competitive Group RFPs and standalone sales opportunities, confidently engaging senior stakeholders and C-suite decision-makers.
• Position SoPost as a strategic marketing partner by demonstrating measurable commercial value and ROI.
• Consistently exceed personal revenue and pipeline targets.
• Maintain exceptional CRM discipline, ensuring accurate forecasting, opportunity management and pipeline visibility.
• Represent SoPost at industry events, conferences and customer meetings, strengthening our market presence and enterprise reputation.

Leadership & Team Performance

• Lead, coach and develop the UK & North America New Business team to consistently exceed commercial expectations.
• Create a high-performance culture built on accountability, ownership, collaboration and continuous improvement.
• Build a culture where prospecting, pipeline generation and commercial discipline become habitual across the team.
• Hold structured weekly 1:1s, deal reviews, pipeline reviews and coaching sessions that improve opportunity quality, commercial thinking and forecast confidence.
• Coach individuals to become increasingly independent enterprise sellers, developing judgment rather than creating dependency.
• Own the performance management process across the team, setting clear expectations, recognising excellence and addressing underperformance early through structured coaching and performance improvement plans.
• Monitor team performance across pipeline creation, activity quality, conversion rates, forecasting accuracy and commercial execution, intervening quickly where required.
• Know when to step into strategic enterprise opportunities and when to empower your team to lead independently.
• Translate company objectives into clear individual targets and measurable leading indicators.
• Identify and develop future commercial leaders within the team.
• Contribute to the ongoing development of SoPost's commercial playbook, sharing successful approaches, customer insights, and enterprise sales best practices.
• Take ownership of weekly commercial reporting for the Northern Europe, UK and North America territory, providing accurate forecasts, commercial risks, opportunities and recommended actions to the Senior Leadership Team.

What We're Looking For

We're looking for an experienced enterprise salesperson who has successfully combined individual sales success with leading and developing others.

Successful candidates will typically demonstrate:

• A proven track record of consistently exceeding enterprise new business targets, carrying a personal quota.
• Experience leading, coaching and developing high-performing new business sales teams.
• The ability to sell confidently at C-suite level across complex, multi-stakeholder enterprise sales cycles.
• Experience selling marketing, media, SaaS or technology solutions into enterprise organisations.
• Strong outbound prospecting capability and the ability to build a pipeline from scratch.
• Excellent commercial storytelling, presentation and negotiation skills.
• Experience using CRM platforms such as HubSpot or Salesforce to manage pipeline and forecasting.
• Highly desirable experience working with Beauty, Personal Care or CPG brands.

Above all, we're looking for someone who enjoys building exceptional enterprise sales teams—not simply being an exceptional salesperson.

Leadership at SoPost isn't about hierarchy—it's about influence. We're looking for someone who creates clarity, raises standards, develops people and helps the whole team perform at a higher level.  

Success in this role will be measured not only by your own results but by the capability and performance of those around you.