Head of Sales at Robert Walters

• A rare opportunity has arisen for an experienced Head of Sales to join a rapidly scaling YouTube sponsorship agency that is redefining how brands and creators connect. This is not your typical corporate sales environment; instead, you will be at the forefront of a high-growth, entrepreneurial business with ambitious targets and a clear vision for the future.
• The organisation is on track to close $14M in deals by 2026 and aims to reach over $100M in partnership volume by 2032. As Head of Sales, you will have full ownership of new business development, from recruiting top YouTubers into the creator network to bringing in leading brands eager to reach them. This role offers the flexibility of fully remote work, competitive compensation, and the chance to build systems from scratch while working closely with a supportive team that values initiative, collaboration, and continuous improvement.
• Take full ownership of new business development in a fast-growing YouTube sponsorship agency, driving both creator recruitment and brand partnerships.
• Enjoy the freedom of remote work based in South Africa, with a competitive base salary and significant earning potential through on-target earnings.
• Be empowered to design, implement, and optimise sales systems and processes, working directly with leadership and technical teams to shape the future of the business.

What you'll do:

As Head of Sales, you will immerse yourself in building robust outbound strategies that connect influential YouTubers with forward-thinking brands. Your day-to-day will involve designing multi-channel campaigns using advanced sales tools while collaborating closely with technical colleagues to leverage proprietary technology. You will take charge of CRM management—keeping data pristine—and use analytics to guide every decision. By leading impactful calls with creators and sponsors alike, you will nurture relationships that drive revenue growth. Your commitment to documenting best practices ensures that as you scale operations—including hiring your first SDR—the business remains agile yet consistent. Success in this role means owning every aspect of new business generation: from initial outreach through closing deals and refining processes for long-term impact.

• Design, execute, and refine automated outbound campaigns targeting both YouTubers (via email, Instagram, webforms) and sponsors (via email, LinkedIn), leveraging tools such as Clay, Apollo, or Lemlist.
• Collaborate closely with developers to utilise custom technology solutions for creator outreach and continuously improve these systems based on real-world feedback.
• Maintain complete ownership of the CRM system, ensuring data accuracy at every stage of the funnel and using it as a foundation for all outreach and booking activities.
• Conduct detailed pipeline and funnel analysis using spreadsheets or AI tools to identify bottlenecks, optimise conversion rates, and inform strategic decisions.
• Lead engaging sales calls with new YouTubers and sponsors by day 90, preparing thoroughly for each interaction to foster genuine connections and drive results.
• Document all processes meticulously by creating SOPs, playbooks, and knowledge bases in Notion to ensure scalability and consistency across the team.
• Gradually transition outreach responsibilities by hiring and onboarding an SDR once systems are established and proven effective under your leadership.
• Regularly review call recordings independently to identify areas for personal growth and process improvement without external prompting.
• Work collaboratively with internal teams to write clear briefs for custom tech requirements that enhance outreach efficiency or campaign effectiveness.
• Track progress against ambitious targets at every stage—ensuring that all activity is measured, reported on accurately, and aligned with broader organisational goals.

What you bring:

To excel as Head of Sales in this unique environment, you will bring hands-on experience gained within fast-paced startups where adaptability is key. Your background includes direct involvement in outbound sales campaigns—crafting messaging sequences yourself rather than delegating—and a track record of working remotely across international time zones. You are adept at managing CRMs meticulously while drawing actionable insights from data analysis. Your approach combines logical thinking with empathy: you understand how to build rapport even when selling into unconventional markets like YouTube creators who operate outside standard B2B frameworks. Documenting processes comes naturally to you; you see value in sharing knowledge so others can succeed as the team grows. Above all else, your curiosity about digital media trends fuels your desire to stay ahead in an ever-evolving landscape.

• At least five years’ experience in sales within a startup or high-growth company environment rather than large corporates or Fortune 500 firms.
• Proven ability to work remotely with US-based companies while managing time zones effectively from South Africa or similar locations.
• Demonstrated expertise in designing outbound campaigns using platforms like Clay, Apollo, Lemlist or comparable tools for both influencer/creator recruitment and sponsor acquisition.
• Deep familiarity with CRM platforms such as HubSpot or Close; able to maintain clean data pipelines and extract actionable insights from complex datasets.
• Advanced analytical skills utilising Google Sheets or similar tools for funnel analysis; comfortable making data-driven decisions at pace.
• Experience leading direct outreach efforts personally—not just managing teams—writing cold email sequences and iterating based on performance metrics.
• Strong interpersonal skills enabling genuine connection during video calls with diverse stakeholders including creators unfamiliar with traditional B2B channels.
• A systems-oriented mindset capable of building scalable processes from scratch then documenting them clearly via SOPs or playbooks (e.g., Notion).
• Comfortable collaborating cross-functionally with technical teams; able to draft concise briefs for custom software enhancements supporting sales objectives.
• Passionate about the YouTube ecosystem or digital creator space—or highly motivated to learn quickly about this unique industry segment.