Head of Sales

Stora is looking for a Head of Sales to take ownership of the sales function as the business moves into its next stage of growth.

This is a hands-on leadership role, not a manage-from-the-sidelines one.

There is already a product customers want, an established position in the UK and Ireland, growing European opportunity, and a sales team in place. The challenge now is to turn that foundation into a more predictable, repeatable commercial engine.

You’ll work directly with the CEO, lead SDRs and Account Executives, improve how pipeline is created and converted, and bring greater clarity to forecasting, performance and where the next growth opportunities sit.

The opportunity

Stora has grown quickly, but the next stage requires more than simply doing more of what worked before.

The Head of Sales will be expected to answer questions like:

• Where should the team focus its time and why?

• How does outbound become consistently productive?

• Where are deals getting stuck?

• How should SDRs and AEs be coached and developed?

• Which segments and markets represent the strongest opportunities?

• What needs to change in the sales motion as Stora moves upmarket and expands internationally?

• How does the business build a forecast leadership can genuinely rely on?

This is a role with real authority to improve things, alongside accountability for the results.

What you’ll own

• Sales strategy and execution

• Leadership, coaching and development of the SDR and AE team

• Outbound performance and pipeline generation

• Sales process from first engagement through to closed-won

• Forecasting, pipeline health and revenue visibility

• Performance management and clear expectations across the team

• Key and strategically important opportunities where senior involvement can make a difference

• Close alignment with Marketing and Product around ICP, messaging, customer insight and market opportunity

You’ll also stay close to customers and deals.

Stora wants a sales leader who knows what is happening on the ground, not someone whose understanding of the market comes entirely from dashboards and weekly reports.

What a strong candidate looks like

Stora needs a hands-on B2B SaaS sales leader who can build consistent performance, not just manage what already exists.

You’re likely someone who:

• Has a genuine hunter mentality and knows how to create pipeline, not just manage what lands

• Has led and developed SaaS sales teams and can raise the standard of performance around them

• Knows what good outbound looks like and can coach it properly

• Has personally sold into SMB and/or mid-market customers and can still step into important deals when needed

• Builds healthier, more predictable pipeline and brings strong forecasting discipline

• Qualifies hard, prioritises well and is comfortable walking away from weak opportunities

• Uses data to improve decisions without hiding behind dashboards

• Challenges assumptions, spots where the sales motion is weak and acts on it

• Sets clear expectations, coaches directly and holds people accountable

• Can move comfortably between commercial strategy with the CEO, coaching the team and getting involved in a deal that matters

• Has the commercial instinct to spot new segments, markets or opportunities worth pursuing

This is still a stage where leadership means building as well as leading. If you want to inherit a large sales organisation, established territories and a finished playbook, this probably is not the role.

Experience in vertical SaaS, operationally complex industries or international markets would be useful, but none are essential.

Why Stora

Stora builds the software self storage operators use to run and grow their businesses, covering areas including bookings, payments, facility management, reporting and automation.

The business has established strong traction in the UK and Ireland and is continuing to expand across Europe and other international markets.

For a Head of Sales, that creates an interesting point to join:

• A proven product rather than an early experiment

• Existing customers and market credibility

• A sales team already in place

• Significant European market opportunity ahead

• Direct access to the CEO and leadership team

• The ability to meaningfully shape commercial strategy

• Share options and genuine participation in the upside created

The foundations exist. The opportunity is to build what comes next.

Location

Stora operates as a distributed business across the UK and Europe.

Being based in Northern Ireland would be particularly useful given the proximity to the CEO and leadership team, although strong candidates elsewhere in the UK or EU will absolutely be considered.

What Stora offers

• Competitive base salary plus uncapped commission plan

• Share options

• 35 days annual leave

• Private health insurance for you and your family

• Company pension

• Apple hardware

• Work from home budget

• Learning and development support

• Regular in-person team events and company meet-ups

Next steps

Applications are reviewed as they come in and Stora will move quickly where there is a strong fit.

Equal opportunities

Stora is committed to creating a workplace where people are treated fairly, with dignity and respect.

Applications are welcomed from suitably qualified candidates regardless of age, disability, gender, gender reassignment, marital or civil partnership status, pregnancy or maternity, race, religious belief or political opinion, or sexual orientation.

Recruitment decisions are based on merit, capability and business need.

If you require reasonable adjustments at any stage of the recruitment process, please let the team know.

Originally posted on Himalayas