VP of Sales/General Manager, UK

Trustpilot is a profitable, high-growth FTSE-250 company, with a vision to become the universal symbol of trust. We operate the largest independent consumer review platform in the world.

The UK is Trustpilot’s largest market, accounting for c. 40% of our Annual Recurring Revenue (ARR).  As GM for the UK, you are responsible for delivering Trustpilot’s vision and growth in the UK. 

You will be directly responsible for acquiring new business customers and managing our existing clients of all sizes, from small businesses to some of the world’s largest companies. You will do this through excellent people leadership, coaching and strategic thinking, collaborating effectively with other functions whilst leading a world-class sales team for the UK market. 

As GM, you will be responsible for market strategy, communication and customer engagement, and have direct line management responsibility for a commercial sales team of ~150 people.

This critical position calls for inspiring and transformative leadership, team coaching as well as hands-on excellence in a growth environment, and an ability to successfully lead cross-functional leadership teams. 

What you will be responsible for:

VP Sales

• c. 40% of Trustpilot’s revenue
• Directly managing a team of ~150
• Commercial growth in the UK, across both New Business and Customer Success
• Defining and implementing  a customer acquisition and retention strategy for the UK
• Establish a high-performing, self-driven, and accountable commercial sales culture
• Closely align with marketing, partnerships and other key departments to help refine and execute the strategic plan
• Passionately drive the professional and personal growth of your team.

Market General Manager

• Responsible for Market - ARR & Gross Margin, CAC/LTV and contribution margin.
• Run Market leadership meetings and trading meetings - check in on M/Q/Y plans, results and raise any emerging issues
• Full Customer ownership across all segments in the UK
• Build a Market 3Y plan, updated annually prior to budget, plus quarterly rolling forecast
• Develop proposals for investments above the current budget/roadmap 
• Internal Trustpilot representative in the UK: Voice of the Customer for the market
• Bring the team together for town halls, collaboration and highlight key messages. Share market trends/insight
• Build local/regional presence through networking, hosting webinars, speaking at conferences etc
• Involvement in recruitment for dotted line reports (and their teams)
• Create regional/local development initiatives eg. guest speakers, industry leaders to grow knowledge base of regional trusties
• Be the go to person for any local conflict resolution or differences in views. Mediate and create a plan to move on. 
• Build a local culture, rules of engagement, events/engagement, office committee sponsor

What skills and experience you will need to excel in this role:

• Significant experience as a Commercial Sales Leader with strong knowledge of SaaS and eCommerce
• Previous experience in both Enterprise and Mid-Market Sales leadership
• Market oversight and understanding of market dynamics as well as the ability to set the longer-term vision for the market and successfully develop & execute a strategy to achieve this vision.
• Proven ability to collaborate with teams on a global scale
• A naturally engaging and experienced management approach, to listen, inspire and develop strong commercial sales teams. A Sales Team Coach.
• Must have excellent communication skills, with the ability to build strong, long-lasting relationships with peers and clients
• Demonstrate alignment with Trustpilot’s values of transparency, integrity and trust
• Highly motivated with the ability to lead by example.