Perlego

Sales

• Own a personal enterprise quota with a primary focus on the US market.
• Carry full accountability for the global sales team's revenue target.
• Deliver accurate forecasting using clearly defined pipeline stages, confidence levels, and close plans.
• Maintain tight control of commit, best case, and pipeline coverage ratios.
• Lead complex, multi-stakeholder enterprise sales cycles from qualification through close.
• Drive disciplined deal strategy, including mutual action plans, economic buyer alignment, and value articulation.
• Improve late-stage conversion and reduce deal slippage through stronger inspection and coaching.
• Train, support, and guide our sales team to high levels of enterprise sales execution.
• Manage, coach, and performance manage a team of sales representatives with a global focus.
• Set clear expectations around activity standards, pipeline creation, qualification quality, and deal hygiene.
• Build a high-performance sales culture rooted in accountability, learning, and execution excellence.
• Own the end-to-end sales process across regions, ensuring clarity, consistency, and scalability.
• Ensure consistent application of structured qualification frameworks (e.g. MEDDPICC) are fully embedded throughout the sales cycle, throughout our tooling, and our handover to account managers at closed/won
• Define and enforce sales cadences, ceremonies, and operating rhythm (weekly pipeline, monthly forecast, quarterly planning).
• Ensure high CRM discipline and data quality to support forecasting, reporting, and decision making.
• Maintain strong pipeline hygiene, including stage integrity, next steps, close dates, and deal value accuracy.
• Monitor pipeline health indicators such as coverage, velocity, conversion rates, and average deal size.
• Identify systemic issues early and take corrective action through coaching, prioritisation, or process change.
• Partner with the Head of B2B Growth on enablement strategy, messaging, tooling, and sales capability uplift.
• Provide structured feedback and market insights to Product teams across the business, supporting product strategy and prioritisation development.
• Align closely with marketing and product to support enterprise pipeline creation and deal success.
• Support account management on complex renewals where required.
• Work collaboratively with RevOps when introducing, embedding, and enhancing sales tech, ensuring we continue to drive for continuous improvement
• Work closely with B2B leadership, inputting on target setting, contractual standards, and commercial negotiation
• Feed into the company strategy based on market insights, business intelligence, and growth opportunities

Head of Sales

Account Executive

• Support the Content Account Managers across all areas of working with Perlego’s partner publishers, including preparing materials for key account calls, monitoring and reporting account health, and ad-hoc administrative tasks
• Manage relationships and handle queries from small presses, with potential for eventual development into handling more strategic publisher partners
• Distill large volumes of data into useable insights in the form of university reading lists, publisher catalogue audits and more
• Work with Operational and Product teams to identify and implement areas for process improvements
• Work with Marketing to manage and administrate book engagement initiatives to boost publisher revenue
• Potential for sales development work with the Content Acquisition team, working on campaigns to book meetings with target publishers

Content Account Executive

Sales Development Rep

• Identify and research new B2B prospects across target segments and markets
• Execute outbound prospecting via cold calling, email, and LinkedIn
• Use tools such as Clay, Lusha, Glyphic, and HubSpot to source, enrich, and manage leads
• Qualify prospects and book meetings for the Sales team
• Respond to and qualify inbound leads from marketing campaigns, website enquiries, and events
• Ensure timely follow-up and clear handover to Account Executives
• Attend industry events, conferences, and networking opportunities to generate new leads
• Represent Perlego professionally and build relationships with potential customers
• Maintain accurate and up-to-date records in HubSpot, ensuring contacts, companies, and activities are logged correctly
• Work closely with RevOps and Marketing to improve data quality, segmentation, and lead workflows
• Provide feedback on lead quality, messaging, and campaign performance

Perlego

Head of Sales

Content Account Executive

Sales Development Representative, B2B

Sales Development Representative – B2B