VP of Sales in London

Hi, I’m Pete Van Neste, CRO at Pinpoint. We’re a high-growth HR tech company building and selling software that helps in-house recruitment teams attract, hire, and onboard the right talent. Today, we have a strong foundation in place — with a mature product, rapid growth, strong product-market fit, and happy customers. As deal complexity has increased, what hasn’t kept pace is consistency of execution and depth of coaching across the sales team. That’s the gap this role exists to close.

We’re hiring a VP of Sales to:

• Improve productivity per rep through hands-on coaching
• Increase the % of new business from our Strategic ICP
• Build team resilience, reducing dependency on a few individuals

This is a role for a sales leader who thrives in the messy middle — someone who owns execution, works directly with reps, and has a track record of improving performance through coaching, not just more pipeline.

The fine print (but a bit more exciting):

• This is a remote role based in the UK or U.S. (EST only).
• Regular international travel is required, sometimes at short notice.
• This is a hands-on, coaching-first sales leadership role. You’re here to develop people, improve execution, and raise standards—not operate above the team.
• This is not a strategy-only position. We value execution and coaching over deck-building and modelling.
• Experience at our stage (or one step ahead) matters. Big-company leadership without transitional-stage experience is unlikely to be a fit.

About the Role:

• Develop the sales team both individually and as a group through structured coaching, skills training, and direct deal support.
• Personally support reps on live opportunities, especially higher-complexity Enterprise deals.
• Hire, develop, and retain great sales talent including making hard performance decisions when needed.
• Evolve our sales playbooks where changes will drive better outcomes, particularly in the Enterprise segment, and ensure those changes are adopted.
• Develop and train the team on talk tracks for monthly product releases and core messaging updates, ensuring sellers can clearly articulate value as the product evolves.
• Ensure smooth handoffs from Sales to Implementation and Customer Success.
• Deliver accurate forecasts to support planning and capital allocation.
• Provide input into pricing, packaging, and GTM strategy.
• Contribute to product roadmap prioritisation.

About You:

• B2B SaaS sales leadership experience in complex, multi-stakeholder deals.
• Recent hands-on frontline management experience, directly coaching AEs.
• Comfortable managing a team of ~10 sellers day-to-day.
• A clear track record of improving win rates through better execution and coaching — not just more pipeline.
• Able to talk credibly about product, integrations, security, and implementation with customers and internal teams.
• Low-ego, high-standards leadership style: supportive, direct, and accountable.
• Comfortable operating in ambiguity and taking ownership in a fast-moving environment.

We care more about scope and substance than title. Exceptional Sales Directors or Managers who already operate at this level are encouraged to apply.

What’s the salary and variable compensation model? We’re flexible — this is a critical hire, and finding the right person matters most. We’ll talk through expectations early and ensure full alignment before late stages. No surprises.

What is the make-up of the team? Today, we have a single frontline sales manager and a team of ~9 Account Executives across SMB, Mid-Market, and Enterprise.

Do you have a well-defined ICP? Yes. Our entire Serviceable Available Market (SAM) is mapped in CRM and segmented into ICP tiers (Strategic and Opportunistic). It’s important to note that our ICP is a strong hypothesis rather than a statistically regressed model given the horizontal nature of our product and variability across customers, markets, and our own historic execution.

Is this purely a new-logo role, or is there expansion responsibility? This is primarily a new-logo team. Post-go-live expansion is owned by Customer Success, with the exception of large whitespace opportunities that resemble a new-business sales cycle, where Sales may support CS.

What account sizes do you target? Our Strategic ICP includes organisations with 500-20,000 employees although we do support (and continue to win) a large number of customers outside of this range.

What regions do you target? We sell primarily to organisations headquartered in, or with a significant presence in, the UK and U.S. Roughly half of our customer base is headquartered in each region, with customers hiring across 50+ countries.

What RevOps support is available? We have a mature RevOps function that supports systems, data, reporting, and operational insight. This role is not expected to build RevOps infrastructure from scratch.

How much pipeline do AEs self-source today? Currently, AEs self-source ~4% of pipeline, primarily through re-engaging previously lost opportunities.

Will I need to travel? Yes. International travel (primarily between the UK and U.S.) is expected, sometimes at short notice. We place real value on being onsite for larger opportunities where possible.

What are the US / UK hours requirements? Our sales team spans both regions, so flexibility to work across UK and U.S. time zones is required.

What tech stack does Sales use?

• CRM: HubSpot
• Enrichment: Clay
• Call recording: Gong

What We Offer:

We want Pinpoint to be the best place you’ve ever worked — somewhere you feel valued, supported, and excited to grow. Here’s what you’ll get:

• Comprehensive healthcare – Excellent medical, dental, & vision coverage for you and your family.
• Unlimited holidays – Take the time you need to rest and recharge.
• Mental health support – Unlimited, immediate access to professional counseling via Spill.
• Retirement contributions – 401k or pension contributions depending on your location.
• Remote-first – Work where you’re most productive, with flexibility and trust as the default.
• Equity with real upside – Share in the long-term value you help create.
• Fully paid parental leave – Up to 16 weeks of paid leave for new parents.
• Learning budget – Annual funds for courses, books, or anything that supports your growth.

A detailed overview of our benefits can be found here.

We’re changing the way companies hire, and rewriting the rules of recruitment. We’re a high-growth HR tech company building software that makes hiring faster, fairer, and more human, fixing the broken processes that make it hard for great candidates and great companies to find each other. Founded in 2018, we bootstrapped our way to 500+ customers and $5M ARR before raising private equity funding in 2023 to support our next stage of growth. Today, we’re a 90-person team across the U.K. and U.S., serving more than 1,000 organisations worldwide. We scale deliberately, with sensible unit economics and no layoffs, because we’re building for the long term—not the next funding round. Our product is deep and configurable enough to support complex hiring workflows, yet simple enough for teams to love using every day. That balance is what makes Pinpoint different. We back it up with genuine care, including fast (under 90 seconds) support from real people who know the product. Our culture is built on genuine transparency and values we actually use to make decisions. Even as we’ve moved past early-startup noise, everyone here still shapes how we operate—taking ownership, staying curious, and solving problems proactively. As we scale, we balance structure with flexibility while holding ourselves to a high bar for respect and kindness. If you’re excited by meaningful problems, high ownership, and working with smart, kind teammates, we’d love to hear from you.