At Sonder, we believe that every person deserves to feel safe, supported, and empowered to be at their best - wherever they are. That’s why we’re redefining workplace health, safety, and wellbeing through a seamless blend of technology and human expertise. Sonder’s mobile platform provides 24/7, real-time support from a dedicated team of safety, medical, and mental health professionals - ensuring that our members receive immediate care when they need it most. In critical situations, we go beyond digital support, offering on-the-ground assistance to manage time-sensitive incidents.

By harnessing real-time insights, we enable organisations to take proactive steps toward a healthier, safer future, which leads directly to tangible bottom-line business outcomes.

An Exciting Time to Join Sonder!

Since our founding in 2017, Sonder has experienced rapid growth, expanding operations across Australia, New Zealand, and the UK. Backed by Australia’s leading venture capital firms, Seek and Blackbird, we are well-capitalised and on a mission to scale globally, partnering with corporations, educational institutions, and government agencies to transform workplace wellbeing at scale.

Our impact and scale:

• 1,000,000+ members across multiple countries
• 200+ team members, plus an extensive network of on-the-ground responders

If you’re passionate about using technology and human expertise to drive meaningful change, join us in shaping the future of workplace wellbeing!

About the role

The Head of Revenue Operations defines the revenue operations strategy and builds out the GTM systems and infrastructure that enable Sonder’s revenue organisation to grow efficiently. Reporting to the VP Commercial, this role is the operational backbone of the GTM function, driving GTM efficiency and productivity, and delivering the visibility that underpins executive decision-making. 

In this role you will ensure Sales, Marketing and Customer Success are aligned and making decisions on a shared foundation of data, building out the operational infrastructure that enables these teams to execute effectively, and equipping them with the data and frameworks to make informed decisions. Day-to-day you will partner closely with the Executive and Senior Leadership teams, as well as Commercial, Operations and Product while leading an engaged and passionate team of three. 

At Sonder, we believe AI is the most significant opportunity we've ever had to amplify our impact for the customers and members we serve. This philosophy extends to how we run our revenue operations, and this role will help shape how we use AI to accelerate revenue growth and elevate the impact of our revenue teams.

What you'll be doing

Revenue forecasting & pipeline visibility:

• Own forecast accuracy and methodology across all revenue streams
• Design multi-scenario forecasting models with leading indicators
• Deliver weekly pipeline reviews and monthly exec business reviews
• Look around corners and proactively address blockers with stakeholders

CRM strategy & tech stack optimization:

• Define CRM strategy aligned to Sonder’s GTM motions and growth stage
• Lead system implementations, integrations, and rationalisation 
• Establish and enforce data governance standards across revenue-related systems
• Test and deploy new CRM capabilities to support product portfolio expansion

GTM process & productivity:

• Design and automate workflows that accelerate deal velocity and reduce friction
• Build renewal expansion processes that improve retention rates and cycle time
• Identify structural bottlenecks in the revenue lifecycle and implement solutions

Strategic planning & insights:

• Lead territory planning, capacity modeling, and quota-setting processes
• Partner with Sales, Marketing, and CS leadership on GTM planning and resource allocation
• Synthesise win/loss analysis and insights to inform GTM and commercial strategy 
• Define, track and report on revenue KPIs

Cross-functional alignment:

• Support cross-functional alignment by maintaining line of sight and shared operating rhythm across Sales, Marketing, and CS
• Drive pricing strategy execution and commercialization frameworks with Commercial team
• Partner with Finance on revenue reporting, headcount planning, and unit economics
• Collaborate with Commercial function to operationalise commercialisation frameworks across GTM systems and processes
• Collaborate with Data/Engineering on systems architecture and integrations

Team leadership:

• Lead a team of 3 ICs (Enablement Manager, CRM Specialist, RevOps Analyst)
• Set clear priorities and delegate technical execution, maintaining strategic oversight
• Develop team capabilities and create clear growth pathways
• Foster a culture of operational excellence and continuous improvement

What you'll bring to the role

• 7-10 years in Revenue Operations, Sales Operations, or related commercial operations roles
• 3+ years leading RevOps teams as a player-coach, balancing strategic vision with hands-on execution
• Proven experience through scale-up phase ($20M-$100M ARR growth stage preferred)
• Track record of driving measurable improvements in forecast accuracy, deal velocity, or GTM efficiency
• Experience implementing and optimizing CRM platforms (Hubspot preferred) and GTM tech stack
• HealthTech or regulated industry experience highly valued

About you

• Strategic and pragmatic: comfortable moving between big-picture strategy and hands-on execution
• Systems thinker: sees how data, processes, and people interconnect across the revenue engine
• Influential communicator: builds consensus and drives change across functions without direct authority
• Commercially minded: understands how operational levers impact financial outcomes
• Coach and developer: grows team capabilities while maintaining accountability for outcomes
• Resilient problem-solver: excels at navigating ambiguity and leads team through competing priorities
• Action-oriented: bias toward progress over perfection; iterates based on impact
• Cross-functional leader: Aligns teams across the business around shared revenue goals

What will make you successful?

• Strategy and planning: Design and deliver a Revenue Operations strategy that achieves the company's objectives
• Strategic systems design: Architect our revenue technology stack and data flows, building for scale and optimising the efficiency and effectiveness of our revenue teams as they accelerate growth
• Executive storytelling: Distill complex revenue metrics into insightful narratives and recommendations for ELT and Board
• Cross-functional leadership: Drive alignment across all functions on revenue operations initiatives without direct authority
• Scalable framework creation: Design long-term frameworks  territory models, planning structures, and operational cadences for future state
• Data strategy ownership: Define source of truth, quality standards, and accessibility for all revenue data
• Commercial acumen: Connect operational metrics to business outcomes and strategic priorities, partnering with other teams to develop company-wide data insights and optimise decision-making across the business from GTM to Product
• People Leadership: Build, mentor and scale high-performing Revenue Operations team to sustain rapid growth, and foster a culture of operational excellence.

Why join Sonder?

You will work with a collaborative, vibrant and passionate team of experienced professionals, inside and outside of the Sales Team and as we continue to grow, there will be plenty of development opportunities.

• Hybrid working environment + modern office facilities
• Learning fund - annual contribution + 2 days of study leave to support your personal development
• Paid parental leave with an attractive return to work policy (e.g. Return to work at 80% for the first 3 months at full pay!)
• Participate in our Employee Share Option Plan (ESOP) for you to be a part of Sonder’s success 
• Induction and onboarding designed to make you succeed in your new role
• Salary packaging and novated leasing 
• Wellbeing support to invest in your own wellbeing
• Free coffee Tuesdays and catered lunch on Thursdays
• Team social fund to connect with your team, plus company wide social events 
• Dog-friendly office 
• Volunteer leave - 2 days per year to participate in meaningful causes and contribute back to the community

Check out our life page for more info - https://www.linkedin.com/company/sondersafe/life/

Due to the nature of our industry, all Sonder employees are required to complete a National Police Check and WWCC 

#LI-Hybrid

Sonder is an active care technology company that helps organisations improve the wellbeing of their people so they perform at their best. Our mobile app provides immediate, 24/7 support from a team of safety, medical, and mental health professionals - plus onsite help for time-sensitive scenarios. Accredited by the Australian Council on Healthcare Standards (ACHS), our platform gives leaders the insights they need to act on tomorrow’s wellbeing challenges today. 

We completed a highly successful Series B capital raise in August 2022.  With operations in Australia, New Zealand and the UK, we are at an exciting time of growth and we invite you to join us on our mission to help organisations around the world create a culture of Active Care.

• 1 million + eligible members across multiple countries
• 300 + team members, as well as an on-the-ground responder network 
• Trusted by major corporations, education providers, and government agencies

Join Sonder’s innovative movement to provide global support through the right care at the right time and know you are contributing to empowering people to be at their best.

About the role

As an Enterprise Account Executive, you’ll be focused on acquiring enterprise customers, specifically in the Education and Government space, to drive Sonder’s continued growth in Australia. You’ll be comfortable challenging customers to rethink their strategies and embrace new approaches which will have a significant impact on their employees.

Sonder is looking for a results driven,  customer-focused, impact-oriented enterprise sales professional who holds themselves accountable for achieving results.

What you’ll be doing

• Work cross-functionally to attract and sign new customers in education and government to drive Sonder's growth
• Meeting and exceeding sales goals through prospecting, qualifying, managing, and closing sales opportunities within the assigned territory
• Challenge the status quo. You will have the opportunity to disrupt how organisations and institutions care for their people by leveraging compelling insights and driving meaningful change
• Participate in team-building and company growth activities including strategic planning, sales training, customer marketing efforts and product ideation
• Commercial negotiation of complex deals, including pricing, terms and partnering with internal stakeholders to get appropriate outcomes

Who are we looking for?

The ideal candidate is passionate, self-motivated, and takes pride in producing high-quality work every day. Above all else, you - the ideal candidate - will embody the Sonder values and love working in a fast-paced, dynamic workplace.

What you bring to the team;

• 8 + years experience in a full sales cycle selling - Experience in the education and government space will be highly regarded
• Develop and execute comprehensive sales strategies aligned with company objectives and market opportunities
• A demonstrated track record of bringing on large enterprise customers
• Sales forecasting experience 
• Proven success in leading sales cycles with senior executives
• Previous experience selling SaaS solutions in a high growth environment
• Experience selling Health Tech or HR Tech would be advantageous 
• A demonstrated track record of success in a disruptive sector 
• Have a challenger mindset and approach to sales. You’ll be comfortable pushing customers to rethink what they are doing and why, and will be able to promote Sonder’s unique service offering, resulting in opportunities for growth.

Why join Sonder?

You will work with a collaborative, vibrant and passionate team of experienced professionals, inside and outside of the Sales Team and as we continue to grow, there will be plenty of development opportunities.

• Hybrid working environment + modern office facilities
• Learning fund - annual contribution + 2 days of study leave to support your personal development
• Paid parental leave with an attractive return to work policy (e.g. Return to work at 80% for the first 3 months at full pay!)
• Participate in our Employee Share Option Plan (ESOP) for you to be a part of Sonder’s success 
• Induction and onboarding designed to make you succeed in your new role
• Salary packaging and novated leasing 
• Wellbeing support to invest in your own wellbeing
• Free coffee Tuesdays and catered lunch on Thursdays
• Team social fund to connect with your team, plus company wide social events 
• Dog-friendly office 
• Volunteer leave - 2 days per year to participate in meaningful causes and contribute back to the community

Check out our life page for more info - https://www.linkedin.com/company/sondersafe/life/

Due to the nature of our industry, all Sonder employees are required to complete a National Police Check and WWCC 

#LI-Hybrid

At Sonder, we believe that every person deserves to feel safe, supported, and empowered to be at their best - wherever they are. That’s why we’re redefining workplace health, safety, and wellbeing through a seamless blend of technology and human expertise. Sonder’s mobile platform provides 24/7, real-time support from a dedicated team of safety, medical, and mental health professionals - ensuring that our members receive immediate care when they need it most. In critical situations, we go beyond digital support, offering on-the-ground assistance to manage time-sensitive incidents.

By harnessing real-time insights, we enable organisations to take proactive steps toward a healthier, safer future, which leads directly to tangible bottom-line business outcomes.

An Exciting Time to Join Sonder!

Since our founding in 2017, Sonder has experienced rapid growth, expanding operations across Australia, New Zealand, and the UK. Backed by Australia’s leading venture capital firms, Seek and Blackbird, we are well-capitalised and on a mission to scale globally, partnering with corporations, educational institutions, and government agencies to transform workplace wellbeing at scale.

Our impact and scale:

• 1,000,000+ members across multiple countries
• 200+ team members, plus an extensive network of on-the-ground responders

If you’re passionate about using technology and human expertise to drive meaningful change, join us in shaping the future of workplace wellbeing!

About the role

We’re hiring an Enterprise Account Executive to accelerate Sonder’s growth in the UK. This role is ideal for a driven, commercially astute seller who knows how to run a disciplined Enterprise sales process, understands complex buying journeys, and enjoys building something meaningful in a high-growth environment.

What you’ll be doing

• Owning the full sales cycle across Enterprise and mid-market accounts.
• Building and progressing a strong, predictable pipeline through consistent outbound campaigns, partner engagement, and structured qualification.
• Running high-quality discovery processes and shaping compelling value propositions aligned to risk, wellbeing, and commercial outcomes.
• Navigating multi-stakeholder buying groups and moving deals forward with clarity, pace, and strong commercial judgement.
• Developing persuasive proposals, negotiating confidently, and closing with discipline.
• Maintaining accurate forecasting, CRM hygiene, and structured deal management.
• Partnering with Solutions, Marketing and Customer Success to strengthen opportunities and ensuring a smooth handover, post-sale.

The ideal person brings:

• A results-driven approach and a genuine hunger to win.
• Strong presence and existing relationships with senior stakeholders
• Curiosity and the ability to understand complex operational challenges.
• Resilience, structure, and energy in a scale-up environment.
• The ability to work autonomously whilst contributing to a supportive team-selling culture.

What we’re looking for

• Significant experience in full-cycle B2B SaaS sales, with a demonstrable track record of exceeding targets.
• A proven ability to identify, influence and maintain key executive stakeholders across the C-Suite.
• A demonstrable track record of engaging and onboarding Enterprise clients within our focus industries: retail, public sector, transport, and/or logistics.
• Ability to develop and execute on sales strategies aligned with company objectives and UK market opportunities.
• A Challenger mindset and approach to sales. You’ll be comfortable pushing customers to rethink what they are doing and why, and will be able to promote Sonder’s unique early-intervention offering over traditional reactive benefits, resulting in identification of new opportunities for growth.
• Comfortable with longer, more complex cycles and senior stakeholder engagement across HR, Wellbeing, Safety, and Procurement.
• Confident analysing data, using CRM tools, and prioritising accounts with intent.
• Ability to articulate value and ROI clearly, tailoring messages appropriately for C-suite and functional leaders.
• Bias for action, calling out risks and improvement opportunities, rolling up your sleeves and owning outcomes.

Highly regarded

• Experience selling Health Tech, HR Tech, or navigating UK broker and partnership networks would be highly advantageous.
• Exposure to Challenger, MEDDPICC, or other proven Sales methodologies.
• Experience selling into UK HR, risk, health, safety, or wellbeing functions.
• Bachelor’s degree or equivalent experience.

Eligibility

• Full right to work in the UK.
• Located within commuting distance of Central London and able to work 3+ days per week from our office in Liverpool Street.

Why join Sonder

At Sonder, we thrive in a fast-paced, high-performance environment with a strong commitment to our people. Our team is a collaborative, vibrant group of passionate professionals, dedicated to making a real impact on people’s lives every day.

• Hybrid and flexible working environment. Enjoy the perfect balance of in-office collaboration and work from home flexibility, empowering you to optimise your productivity and work-life balance.
• 25 days annual leave plus public holidays
• Our employees and their families get free access to the Sonder app with 24/7 support.
• Paid parental leave with an attractive return to work policy, 12 weeks for Primary Carers and 4 weeks for Secondary Carers, plus our Primary Carers return to work at 80% for the first 3 months at full pay.
• 2 days of study leave to invest in your professional growth.
• Employee Share Option Plan (ESOP) – share in Sonder’s success.
• ​​Access £125 annually to fund to invest in your wellbeing, empowering you to choose the support that best fits your needs.
• Volunteer leave - 2 days per year to participate in meaningful causes and contribute back to the community.

Sonder is for Everyone

At Sonder, we are committed to fostering a workplace that reflects the rich diversity of the communities we serve. Our members come from all backgrounds, and we know that a diverse team helps us better understand and support their needs. We encourage applications from people of all ages, abilities, cultural backgrounds, gender identities, sexual orientations, and religious beliefs. We are proud to be an inclusive employer and strongly encourage Aboriginal and Torres Strait Islander peoples to apply. We are an equal opportunity employer and all hiring decisions are based on merit, capability, and alignment with the role.

Due to the nature of our industry, all Sonder employees are required to complete a National Police Check and DBS check.

#LI-Hybrid

At Sonder, we believe that every person deserves to feel safe, supported, and empowered to be at their best - wherever they are. That’s why we’re redefining workplace health, safety, and wellbeing through a seamless blend of technology and human expertise. Sonder’s mobile platform provides 24/7, real-time support from a dedicated team of safety, medical, and mental health professionals - ensuring that our members receive immediate care when they need it most. In critical situations, we go beyond digital support, offering on-the-ground assistance to manage time-sensitive incidents.

By harnessing real-time insights, we enable organisations to take proactive steps toward a healthier, safer future, which leads directly to tangible bottom-line business outcomes.

An Exciting Time to Join Sonder!

Since our founding in 2017, Sonder has experienced rapid growth, expanding operations across Australia, New Zealand, and the UK. Backed by Australia’s leading venture capital firms, Seek and Blackbird, we are well-capitalised and on a mission to scale globally, partnering with corporations, educational institutions, and government agencies to transform workplace wellbeing at scale.

Our Impact And Scale

• 1,000,000+ members across multiple countries
• 200+ team members, plus an extensive network of on-the-ground responders

If you’re passionate about using technology and human expertise to drive meaningful change, join us in shaping the future of workplace wellbeing!

About The Role

Reporting to the Head of Enterprise, this role’s core purpose is to build a quality pipeline for Sonder’s sales teams across both direct and partner-led channels.

This is a standalone Business Development role embedded within the Sales & Partnerships team. The successful candidate will take ownership of outbound strategy and partner-sourced lead development, working closely with Account Executives and our existing Insurance and HR consulting partners to identify and mature new pipeline opportunities.

Beyond traditional outbound prospecting, this role will play a critical part in strengthening Sonder’s sales & co-sell partner ecosystem, particularly:

• Insurance partners who co-invest in Sonder licences to reduce workers compensation and mental health claims
• HR consulting partners who recommend Sonder to their client base to improve employee health, safety and wellbeing outcomes

This is an opportunity for a highly driven self-starter to design, execute and continuously optimise a repeatable pipeline engine across direct and partner channels. We're looking for a professional with the grit to become an integral part in developing Sonder’s sales pipeline using digital and non-digital tools to engage potential clients across a variety of industries and partners, communicating how Sonder’s solutions can add value to their business. 

Your day to day activities include:

• Meeting and exceeding sales goals and targets (“100% hunting role”)
• Building out a comprehensive & repeatable outbound sales motion to generate new leads; from initial touchpoint to sales qualified lead conversion
• Pipeline Generation - Creating, planning & executing outbound sales campaigns; focused on lead generation & qualification to drive new business with social, calls and emails 
• Documenting prospect conversations and updates in Hubspot with clear and concise notes
• Converting sales ready leads to the sales team for further follow up
• Utilising all social & professional channels & tools to research and engage with prospects
• Measuring activities & performance across all outbound sales campaigns
• Working effectively in a team environment to support achievement of sales goals and deliver on prospect engagement
• Strategic planning - Aligning both Sonder and partner activities with new business development outcomes & enablement to help partners sell Sonder
• Relationship nurturing - Developing long-term, collaborative relationships, internally & with partners

Partner-Sourced Pipeline Development

• Working closely with the Head of Partnerships to identify co-sell opportunities within insurance and HR consultant partner networks
• Engaging partner relationship managers to identify target accounts and shared opportunities
• Supporting partners with outreach strategies, campaign coordination and prospect engagement
• Helping foster strong working relationships with partner stakeholders to increase leads and pipeline contribution
• Tracking and reporting on partner-sourced pipeline performance

Cross-Functional Collaboration

• Partnering with Account Executives on industry-focused & product sales-play campaigns and target account strategies
• Contributing to account based marketing (ABM) initiatives
• Providing market and prospect insights back to Sales, Marketing and Partnerships
• Supporting customer roundtables, industry events and partner initiatives where relevant

Who are we looking for? 

• A tertiary education in Business, Marketing, Communications or equivalent experience
• 1-2 years experience in a SDR/Business development role or similar
• Experience with Hubspot (or other relevant CRMs)
• Up-to-date with the latest technologies and best practices in inbound/outbound sales
• A resilient individual with a strong sense of curiosity to drive continuous learning of our customers, their challenges and the wider marketplace. 
• An energetic, self-starter who thrives on seeking continual improvement and who works seamlessly across team
• Excellent verbal/phone and written communication skills
• Experience working with channel or partner-led sales motions (highly desirable)

Personal Attributes

• Self-starter who thrives in a standalone role
• Highly organised and structured
• Strong commercial curiosity
• Resilient and goal-driven
• Confident engaging cross-functional stakeholders
• Excellent written and verbal communication skills
• Comfortable working across both direct and partner channels

This role requires someone who can operate independently, take initiative and continuously refine how pipeline is generated, rather than relying on established scripts or large team support.

What can we offer you?

You will work with a collaborative, vibrant and passionate team of experienced professionals, inside and outside of the Strategy and Growth team and as we continue to grow, there will be plenty of development opportunities. You will be provided with all the tools in order for you to succeed including sales navigator and hubspot

• Modern offices based in Waterloo
• Uber For Business account
• Flexible work arrangements 
• Induction and onboarding designed to make you succeed in your new role
• Catered lunches 
• Social events and clubs
• Bring your dog to work 
• Stocked kitchen with access to all the snacks you need

Join Sonder’s innovative movement and feel empowered everyday knowing you are contributing to making the world a safer place. 

Due to the nature of our industry, all Sonder employees are required to complete a National Police Check

Apply now for a confidential conversation.

#LI-Hybrid