Head of Sales

Carlos Espinal, Managing Partner at Seedcamp, pointed to PAIR's revenue traction as some of the strongest he sees across most early stage portfolios. Our ARR went up 1,400% in 2025, has grown by around 100% again YTD, and is on track to reach more than 5x by year end. To continue on this trajectory, we are looking for a UK Head of Sales! PAIR is the layer between AI tool deployment and measurable business outcomes. We are defining a new category with our AI adoption platform which helps Enterprises navigate the challenges of AI today and helps them anticipate the ones for tomorrow.

You will own the UK sales engine and lead the team that gets us there. We are a 33-person company (hiring rapidly) with 7-figure ARR and our customers already include organisations such as PwC, the Ministry of Justice, healf, and The Crown Estate. The new Head of Sales will come in and turn strong selling into a repeatable motion, and who lands the deals that shape our Series A and beyond.

What you'd own:

• The number: Carry and deliver the UK sales target. Own the forecast, the coverage and the conversion, and hold the team to it.
• The motion: Turn a founder-led sale into a process the team can run without you: discovery, multi-threading, mutual action plans and stage discipline that hold up under pressure.
• The team: Raise the enterprise game of a strong group of Account Executives through 1-1s, deal reviews and forecasting. Set a high bar and hold it through shared commitment to what we are building here.
• The strategic deals: You will actively be involved in the important deals yourself and support AEs in senior rooms.
• The story and the price: Keep our positioning and pricing logic intact as the team scales.
• The growth of the team: Hire, onboard and ramp new Account Executives as we scale through 2026 and beyond.

The sale:

These are enterprise deals: aiming for six and seven figures, 3-9 months sales cycle, multi-stakeholder and multi-threaded, and most often direct (not through tenders). The conversation opens on AI, where the customer is, what they have tried, what has not stuck, and moves to the key organisational problem: embedding new capability into how thousands of people work. PAIR is how that becomes measurable, operational and durable.

The deliberate shift this year is moving from pilots that scale towards larger initial lands, where PAIR becomes one of the top priorities a customer will put budget behind. Your team earns the right to advise the C-suite, IT and Security, HR and L&D, and procurement, often in the same week.

About you:

You have built an enterprise sales motion yourself and you know what it takes to make excellence repeatable and scalable. You have carried and hit a number as a seller, and you have managed and developed sellers. You lead from the front. You are in the detail and diligent, you work hard, and you bring urgency and ownership to everything you do. You have a growth mindset and a real appetite to learn. You are curious about AI adoption as an organisational problem, and you can hold a credible, senior conversation about it. You communicate clearly at executive level: concise on the page, confident in the room.

Must-have experience:

• A track record of selling enterprise software or AI into large organisations, including deals of GBP 1M+, through long, complex, multi-threaded cycles, won by selling direct rather than through tenders alone.
• Evidence of having built or materially shaped a sales motion: playbook, qualification, process and forecast rigour.
• Experience managing and developing quota-carrying Account Executives.
• Strong commercial acumen: proposals, statements of work, pricing and negotiation.
• Affinity for technology and AI.
• London-based, in the office 3-5 days a week.

Nice to have:

• Early-stage or start-up experience.
• Sold something without the cover of an established brand: a new category, an unproven product, or a company the buyer had never heard of.
• Experience selling a technical product.
• Exposure to workforce transformation, change management or adoption programmes.
• Existing enterprise black book.

The team, and how we work:

This is a team that works hard and holds a high bar. The opportunity is unusually large: you would be building at the front of a real shift in how organisations work, with the growth and impact that come with that. In return we expect ownership, pace and accountability. We give high trust and clear outcomes.

We are also expanding into the US, where we are building a team on a steep trajectory. This role is UK-focused: your mandate is to build and lead the UK engine but you would be joining a company scaling on two fronts and moving quickly on both.

Compensation & Process:

• Location: London (3-5 days in the office)
• Start date: As soon as possible
• Reports to: Commercial Director
• Compensation: £195k-£214k OTE, plus stock options on a 60/40 base-to-variable split