Head of Sales

Overview

Carma is revolutionizing the way customers purchase vehicles, placing the Sales team at the core of this transformation. We are seeking a seasoned and commercially astute Head of Sales to lead our sales department through its next growth phase. Reporting directly to the Director of Customer Experience, you will lead the enhancement and execution of our sales strategies, optimize operational models, systems, and strengthen team capabilities to drive superior sales outcomes while ensuring exceptional customer experiences.

Key Responsibilities

• Lead and manage Carma's sales department to achieve robust conversion rates, sustainable growth, and outstanding customer satisfaction.
• Formulate and implement sales strategies to increase vehicle deliveries, conversion efficiency, finance uptake, trade-in participation, and customer satisfaction metrics.
• Enhance the complete sales journey by identifying and acting on opportunities to improve customer engagement, streamline processes, and boost team productivity.
• Utilize data analytics, performance reports, and customer feedback to inform decisions, optimize performance and discover growth opportunities.
• Develop and refine sales operational frameworks, team structures, incentive schemes, and performance evaluation systems to support scalability.
• Collaborate closely with Marketing to raise lead quality, improve customer acquisition, and boost conversion rates at every funnel stage.
• Work with Product and Technology teams to upgrade sales systems, workflows, and overall productivity.
• Lead, mentor, and develop a proficient sales team to foster accountability and capability enhancement.
• Promote a culture of continuous improvement leveraging technology, automation, AI, and best sales practices.
• Contribute as a senior executive in strategic planning, interdepartmental initiatives, and Carma’s overarching growth strategies.

Required Qualifications and Experience

• Minimum of eight years in sales leadership, demonstrating a history of enhancing conversion rates and achieving significant commercial results.
• Proven experience in B2C or B2SMB settings, especially those with shorter sales cycles and high-value purchases.
• Combination of strategic insight and pragmatic leadership focused on effective execution.
• Successful track record in designing and optimizing sales operations, incentive plans, performance frameworks, and skill development programs.
• Strong analytical skills with the capability to decode data and trends to drive actionable insights.
• Experience managing teams within fast-paced and rapidly scaling companies such as startups or scale-ups.
• Exceptional coaching abilities with strong leadership and performance management expertise.
• Proficient in stakeholder engagement, influencing, and cross-functional collaboration.
• Commercial awareness that aligns sales initiatives to broader business goals.
• Familiarity with CRM systems, sales automation tools, AI technologies, and other platforms enhancing sales efficiency.

Preferred Qualifications

• Experience leading inside or telephone sales teams with 15 or more members.
• Experience collaborating with Product and Technology teams to refine systems and operational workflows.
• Background in sectors such as automotive, finance, property, solar, or other markets with considerable purchasing decisions.
• Track record of working with Marketing to develop acquisition and conversion strategies.

Benefits

• Opportunity to join an innovative and dynamic team dedicated to transforming the car buying experience in Australia.
• Engagement in social activities including parties, go-karting, and bake sales to foster team camaraderie.
• Employee discounts on Carma vehicles, parts, and NRMA insurance coverage.

Additional Information

Carma is a firm advocate for Equal Employment Opportunities and prioritizes safe workplace practices.