Head of Sales

Oliva is the employee mental wellbeing platform for companies who want to properly care for their people, and help them grow.

By combining proper therapy courses, coaching (the good kind), dedicated support for managers, and mental fitness classes—all led by a curated team of top professionals—Oliva helps employees respond to whatever hurdles life throws at them: big or small, at work and beyond.

We've raised funding from two of Europe's best venture capital firms and various top-notch angels. And now, we're looking for a top notch Head of Sales to embark on this journey with us.

This isn't just any job. We want to make a meaningful impact on an industry that changes people’s lives. The ideal candidate is not only an experienced Head of Sales, but also someone who’s passionate about joining a movement to reimagine modern mental healthcare.

The role

In this role, you’ll have a unique opportunity to build our sales machine almost from scratch and you will be responsible for leading the team that acquires new business customers for Oliva. This isn’t just any sales job, though. The bigger impact you have in your role, the more of an impact you make towards our mission—to get high-quality, employer-funded mental healthcare into the hands of millions of people.

Our existing team is lean but very talented, having already laid the foundations of an efficient and effective sales process in a mostly greenfield environment. They’re generating leads and closing deals through a consultative and impact-led approach. And now we’re looking for a one-of-a-kind sales leader to help take things up a notch. You will attract top talent, motivate our existing team, and lead by example with your hands on approach. On top of this the role have high growth potential which will allow you to grow exponentially.

As part of the founding sales team, you’ll be ready to roll your sleeves up in the short term but will leverage your sales leadership experience to develop and execute the long-term strategic sales vision. You will work directly with Oliva’s Co-founders to define our go-to-market plan, own implementation, test then iterate value propositions, and scale accordingly. In short, you’ll help us build an impact-led business—not just sell a product.

You’ll make an impact in the following areas:

• Leadership: From day one, you’ll create a legacy that we can all look back on and be proud of. You will be the driving force behind the sales strategy that enables Oliva to become Europe’s #1 workplace mental health solution. As well as leading and developing our current team, you’ll hire the next generation of Oliva’s sales team. You will lead by example, ensuring your team have balance and boundaries. You will continue to build the culture within our sales team, with healthy competition externally but collaboration and a mission-led approach internally.
• Strategy: You´ll enhance the B2B go-to-market strategy, value proposition, and opportunities to acquire incremental revenue to reach company goals. Designing and optimizing a best in class internal sales processes working closely with our go-to-market operations team resulting in your team reaching and exceeding company objectives. Under your leadership company goals will be met.
• Coaching: Bringing your previous hands-on experience, you’ll empower our SDRs and Account Executives, enabling them to be successful and motivated every day they come to work. You won´t just watch, you will dive in on calls, dust off your playbooks and train by doing. Whilst respecting everyone’s individual style, you’ll encourage knowledge sharing, mentorship and of course celebrating success.
• Customer centric: Become the expert for our customers’ needs & pain points, you’re able to sell, develop, test, and execute additional value propositions for different target groups. Early on this will be a very hands-on role and will involve you also actively selling as required as we move upmarket and scale revenue.
• Operations (the science): You’ll bring your experience of creating and implementing successful sales playbooks, reviewing our existing processes and creating new ones where necessary. This includes tooling, benchmarking, driving KPIsand reporting. To use the old cliché, you’ll run a well-oiled machine that doesn’t run on guesswork.
• Value prop (the art): You’ll go deep into understanding our market, ideal customer profile, and buyer persona. Armed with that knowledge and insight, you’ll work with the wider team to develop a value proposition that is always multiple steps ahead of the competition.
• Collaboration: Right now, Sales works very closely with the rest of the org (namely Marketing, Product and Care). You’ll build on this by breaking down walls and not building them up. You’ll think of new ways to encourage everyone in the team to feel like they can contribute to Sales, no matter their function.
• Self-development: Although you’re not a beginner, you’ll come to us with a beginner’s mindset—open and willing to take on new challenges and learn at a rapid pace. You’ll know how to push yourself outside your comfort zone whilst also having the emotional maturity to know when to ask for help. By joining us at this stage, you’re going to be part of the founding team of something very big and very meaningful.

Requirements

As our very first sales leader, you’ll be laying the foundations for how Oliva does sales—for many years to come. You’ll have experience building out a high-performing sales org and are now looking to leverage that experience to become a pivotal part of a mission-led startup with huge ambitions.

If we ask your previous team members, they’ll tell us that they owe a big part of their development and success to your leadership. You are very familiar with the fast-paced, VC-backed startup environment and are able to wear a few hats—from sales operations, hands on selling, recruitment, and sales strategy. You bring equal parts talent and humility (one isn’t enough without the other). You love feedback (giving it and receiving it) and are ready to join us on a journey of self development, company success, personal success—and of course—success achieving our important mission.

You’ll be successful if you have:

• Extensive sales experience including a track record of exceeding quota
• Experience in a top B2B SaaS company selling to SMB/Mid-market
• You are familiar with MEDDPICC and how to utilize it for results
• People leadership experience of Account Executive and SDR functions
• Have proven experience scaling building sales team
• Experience in a Series a-C VC funded startup
• You understand what it takes to take a start-up from 1M to 5M ARR and beyond
• You have strong, consultative sales skills to unlock big deals
• You have strong business acumen, experience in selling to C-level and penetrating of C-level personas
• Previously held responsibility of setting targets, generating forecasts and reporting on team ROI
• You are a people-centric leader who is passionate about coaching developing competencies and career development
• Knowledge of employee benefits or have dealt with HR personas would be a bonus
• Solid data skills when it comes to forecasting, commission plans, and reporting
• You have had hands on SDR and AE experience in your career, your not afraid to roll your sleeves up to train your team to be world class
• Entrepreneurial customer-focused mindset, we don’t want to "sell" anything but work together with the prospect to create a real added value for both parties
• Demonstrated grit and hustle, you are persistent and go the extra mile with an ownership mentality
• Ability to attract, recruit, and hire top talent for your team
• Excellent communication, interpersonal, and organizational skills
• You have a bias for action
• You know how to build a repeatable business
• Have unlimited ambition to make Oliva successful
• Ability to travel at least 20% of the time
• You know how to build a repeatable business

Benefits

We come to work each day knowing that we're contributing to a truly meaningful mission: to improve the mental health of millions of people worldwide.

On top of this, you get:

• A healthy salary and early-employee stock options in a rapidly growing startup
• Plenty of paid time off to relax and recharge your batteries
• Private medical insurance or healthcare allowance
• Remote working allowance or coworking membership
• Wellbeing allowance
• Therapy allowance—and encouragement to take advantage of it
• Professional learning & development opportunities to help you grow
• An autonomous, vibrant, and flexible work environment
• Team events

Diversity & Inclusion

We know the tech industry has a diversity problem. Without proactively addressing this, we could easily end up hiring a lot of very similar people. So we’re enthusiastically encouraging applications from underrepresented groups in our industry. We hire with fairness and awareness—and we mean it.

Whoever you may be: regardless of age, ethnic origin, sexual orientation, gender, religion, disability, background, or identity, we’d love to hear from you. If you need any adjustments during the interview process, let us know and we’ll accommodate.

Who we are

Oliva is a tight-knit, experienced, and passionate team of engineers, designers, marketers, and psychologists. We’ve all been through our own battles with burnout, anxiety, low self-esteem, and depression. And while we’ve all had both positive and less positive experiences with mental healthcare, we know first-hand that talking through your problems makes a massive difference once you find the right person.

Our co-founders, Javier Suarez and Sançar Sahin, have both experienced the emotional highs and lows of scaling successful tech startups and lived to tell the tale. Javier co-founded the business travel startup TravelPerk—which went on to serve thousands of businesses and employ hundreds of people—and previously led innovation at Booking.com. Sançar has led marketing teams at Typeform, Hotjar, and GetApp.

If you’ve ever felt like you needed mental health support but had no idea where to start, you’re in good company. Our goal is to stop people feeling like that.

You will need to be based in the UK or EU but can work from home.