Director of Sales

Unseen combines assessment technology, candidate engagement, psychometric design and recruitment support solutions to help employers deliver fair, data-driven high-impact recruitment experiences and insights.

Unseen currently serves ~200 employer clients and 15–20 strategic partners, including global employers and talent service providers.

Following strong organic growth and multiple acquisitions, the business has reached approximately £10m in revenue and is preparing for its next stage of scale, targeting £40m-£50m revenue over the coming years. This growth will be delivered through a determined and proactive acquisition strategy, as well as organic revenue growth.

We are now entering that next stage, with an ambitious plan to expand our market presence through an integrated, segment-led commercial model.

The role:

Working closely with the Chief Commercial Officer and leadership team, the Director of Sales will build a repeatable and scalable sales engine capable of supporting significant revenue expansion and the integration of acquired sales resources.

The successful candidate will combine strategic commercial thinking with hands-on leadership, helping to implement a structured sales operating model, grow the team and drive new revenue across employer and partner channels.

This role is particularly suited to a commercial leader who has previously scaled the sales operation of a B2B technology or tech-enabled services business.

What you’ll be responsible for:

Commercial strategy and operations

• Implement a scalable sales operating model across the organisation
• Embed clear sales processes, pipeline stages and forecasting discipline
• Build the systems and processes required to support scaling revenue, commercial growth and headcount.
• Establish structured approaches to new customer acquisition, partner sales and account expansion
• Work with the CCO to refine the company’s go-to-market strategy
• Identify key growth opportunities across employer, partner and sector markets
• Identify where technology, automation or AI tools can improve commercial performance

Revenue growth

• Lead the execution of Unseen’s new business strategy
• Drive acquisition of new enterprise employer clients
• Expand strategic partnerships with RPOs, recruitment platforms and talent service providers
• Increase multi-product adoption across the existing client base
• Work with the Customer Experience Director to develop and implement clear cross-sell and upsell strategies across the Unseen product suite

Sales leadership

• Recruit, develop and lead a high-performing sales team
• Define clear roles, responsibilities, and sales targets
• Build a sales team culture of accountability, collaboration and high performance
• Provide hands-on coaching and deal support
• Develop sales capability across both direct employer sales and partner channels
• Take the lead in managing and closing high value sales opportunities

Pipeline management and forecasting

• Implement rigorous pipeline management and sales forecasting
• Establish clear commercial KPIs and reporting frameworks
• Ensure predictable revenue generation through structured pipeline coverage
• Drive discipline in CRM usage and opportunity management

Cross-functional collaboration

• Work closely with Marketing, Customer Experience, Product and Delivery teams to align commercial strategy with product development and service capabilities
• Support the development of compelling market positioning and messaging

What success looks like:

• Delivery of agreed annual new business revenue targets
• Development of a predictable sales pipeline with strong forecasting discipline
• Implementation of a scalable sales operating model and process
• Growth in multi-product adoption across existing clients
• Recruitment and development of a high-performing sales team

Experience and competencies:

• Proven track record scaling B2B sales organisations to double-digit £millions
• Experience selling technology or tech-enabled services
• Enterprise sales experience with HR, Talent or People functions (desirable but not essential)
• Experience building and scaling partner or channel sales models
• Demonstrated success recruiting and developing high-performing sales teams
• Experience implementing sales processes, sales systems and forecasting discipline
• Comfortable operating in high-growth, entrepreneurial environments
• Strategic thinker with strong commercial instincts
• Hands-on leader who enjoys building teams
• Highly collaborative across product, delivery and marketing
• Data-driven and disciplined around pipeline management

Salary Package:

Base Salary - Competitive base salary

Bonus - significant OTE bonus component tied to new revenue growth, team performance and multi-product adoption

Stock Options - Potential equity participation