Join the planet’s most important fight
Normative is now looking for a Senior Sales Lead for our team in London

Normative helps companies to understand and reduce their carbon footprints towards their journey to Net Zero. We do this through science-based carbon accounting products and tailored advice from net zero experts. What we do has a real positive impact on the climate - you can too!

Our Sales team is now growing and we’re looking for a passionate and driven leader to join our growing team in the London office and make a real impact on the fight against climate change. As Sales Lead, you will play a crucial role in helping companies achieve their Net Zero goals and contribute to a sustainable future.

About the Role

As a Sales Lead, you will be responsible for managing the Account Executive function in the UK, enabling them to hit their monthly goals and grow the business. In collaboration with the wider commercial leadership and, the VP Revenue, you will provide top quality people management as well as provide hands on coaching and optimise process and deal execution. You will also manage Normative’s Solutions Engineering team, ensuring that they are enabled to deliver success.

What you will do:

• Drive growth: Run a high performance team of AEs (based in London) and Solutions Engineers (based in London and Stockholm). Provide motivation, accountability and support to enable them to meet and exceed revenue goals consistently.

• Team leadership: Provide regular training, 1:1 coaching, and feedback to help team members improve their skills. Share best practices and sales techniques.

• Performance Management: Monitor and evaluate the team’s quantitative and qualitative performance, ensuring that individual and team KPIs (e.g. CVR, ACV, Sales Cycle, Revenue) are consistently met.

• Cross-functional Collaboration: Work closely with the wider sales leadership team, product, marketing, and operations teams to ensure smooth alignment on strategy, process, and effective use of tools (i.e. Salesforce CRM).

• Market Insights: Stay up-to-date on the latest trends and best practices in sustainability, and the competitive landscape.

What you'll bring:

• 5+ years experience in sales, with a proven track record of meeting or exceeding targets in a B2B SaaS environment.

• 3+ years in people management in a sales environment, including technical sales teams.

• Excellent communication, coaching, and interpersonal skills.

• Experience with CRM software (e.g., Salesforce) and sales engagement tools (e.g., Outreach, Gong).

• Target-obsessed mindset with a focus on continuous improvement and team development.

• Adaptability and ability to thrive in a dynamic environment. You embrace change, learn quickly, and think on your feet as needed

• A passion for sustainability and a desire to make a positive impact on the world.

If you are a driven and passionate individual with a strong desire to make a positive impact on the world, and a real love for sales, we encourage you to apply. This is an exciting opportunity to join a mission-driven company and make a real difference in the fight against climate change.

Join us and be a part of something bigger than yourself. Together, we can create a more sustainable future for all.

Not sure you meet 100% of our qualifications? Apply anyway!

Location

Normative has offices in Stockholm, London and Copenhagen. For this role you will be located in our office in London 4 days a week.

At this time we are not able to offer relocation or VISA support for this position.

Benefits

• Annual merit-based salary reviews

• 30 days/year of paid vacation + up to 2 additional days off

• Pension and parental leave

• 1 wellness hour per week

• Social and team-building activities (off-site, after work, winter/summer parties)

• An opportunity to make a real positive impact on the world

• A friendly, supportive and humble working culture

We review our benefits packages on a regular basis and might modify our benefits from time to time

How to Apply

We adopt a continuous selection process, so please make sure to apply with your CV in English.

Our interview process consists of 4 stages:

1. Screening interview with a member of our Talent Acquisition team
2. First interview with the hiring manager
Online Personality & Logic assessment
3. Interview with members of the Sales team
4. Practical Case Interview

We’re committed to hiring diversely. Having employees from diverse backgrounds brings a wealth of perspectives and experience to our team. We assess candidates based on their experience, skills and unique talents and evaluate everyone against the same criteria.

Normative handles sensitive financial data and we will therefore conduct a background check before hiring any candidate.