Head of Sales

Detalle de empleo

  • Puesto Education / teaching


Head of Sales - Mexico City

We are looking to meet our new Head of Sales, to join us and contribute to our mission of democratizing K12 Education in Latam.

As the Head of Sales at Luca, you will be working as a core member of Luca´s leadership team and interacting directly with the CEO, Product, Growth, Operations, and Marketing teams.

The Head of Sales owns as functional areas the entire Luca’s sales operations, including growth, B2B, partnerships, government relations, business development, revenue management and GTM related initiatives.

You will... lead the top-line of Luca. You will define and lead the execution of the Growth & Sales strategy, partner with Product and Operations teams, and build a scalable process and approach for growing revenue and developing the business.

Who are you?

We are looking for a passionate and accomplished leader to define the go-to-market strategy, build and train high-performance sales teams, and partner with other players in the ecosystem, in order to execute the sales and revenue roadmap at Luca. Your impact and vision will be crucial to help us continue to create a best-in-class learning experience for our customers.

You have a distinctive ability to think strategically and analytically about business opportunities, and the executive presence to influence important leads and cross-functional stakeholders.

You know what empathy is and like autonomy. You are also a self motivated and energetic Head of Sales who believes that this planet would be much better through better education.

You love a fast-paced environment, but you also know that “fast-paced” can be incredibly fun, zen and supportive... ah, and you are not arrogant and treat people the same way you would like to be treated. You should be goal-oriented and keen to implement processes, automations and work with no-code tools.

Your responsibilities…
  • Devise our sales strategy together with key stakeholders, including expansion strategy, FTE needs, setting targets, territory management, compensation plans and incentives, sales playbook & performance KPIs aligned with global benchmarks
  • Develop our sales strategy to scale our B2B business (i.e. large B2B accounts, government and schools) and position Luca as the preferred educational platform for schools
  • Develop our sales strategy to scale our B2C business (i.e. parents and students) and to place Luca “top of mind” to parents and students when thinking of supplementary K12 education
  • Support the vision/mission of B2B and B2C Sales in all employee/customer interactions
  • Develop government relations (starting in Mexico) and form partnerships with public entities to offer Luca to reach to the majority of children in Mexico (and Latam)
  • Develop partnerships with other players in the educational ecosystem to achieve synergies and create value to students, parents and professors
  • Define and execute the go-to-market strategy, including pricing and revenue management
  • Work cross-functionally with leaders and departments throughout the organization to enable sales improvements that affect multiple areas of the business
  • Report routinely of all pipeline and sales results (weekly to annual updates)
  • Execute sales plans that ensure repeatable and scalable revenue performance
  • Work across sales datasets, make analytical assumptions & build predictability into the business, enabling the team to go faster
  • Maintain a high level of understanding of the market landscape, competitive insights, and consumer trends across all relevant markets to advance Luca professional’s sales strategies and remain a thought leader in the field (for both B2B and B2C)
  • Elaborate accurate weekly, monthly, and quarterly forecasting and revenue delivery
  • Hire, develop, and retain world-class sales talent

Your Skills And Experience
  • Sales leadership experience and exposure to sales strategy, go-to-market strategy, edtech startups, educational or large tech companies
  • Strong quantitative and analytical skills, as well as superior written and oral communication skills and a collaborative mindset
  • Demonstrated experience leading successful strategy projects (i.e. evaluating a project portfolio to improve growth and / or profitability within a business unit, ideally in the context of understanding industry-level / macroeconomic trends and business unit financial performance)
  • Previous experience in strategy consulting firms like McKinsey, BCG, Bain, etc. is a strong plus
  • Deep understanding of industry sales cycles, from business development to opportunity pipeline and sales funnel velocity. Be able to create repetitive and predictable sales revenue
  • Experience leading, recruiting and training high-performing Sales agents and territory managers
  • Strong understanding of the educational environment and partnership management
  • Bachelor's degree required; MBA or relevant advanced degree preferred
  • Willingness to relocate to Ciudad de México

Nice to have
  • 5+ years of experience leading large sales teams, ideally with a background in top-tier management consulting
  • Previous experience selling educational platforms
  • Strong understanding of government relations in Mexico

Why join Luca?

Because we love what we do and we are always aiming to hire better people than us. At Luca you will have the rare chance to work in a vibrant and energizing start-up culture with flat hierarchies and with very clear core values: empathy, autonomy and fun.

❤️People - Treat colleagues and clients as you would treat your family, always.

Autonomy - You, your opinions, and actions are appreciated, but do it responsibly.

️Fun - Have fun, go remote, party, in a way you collaborate to build the best educational platform of the world

We are a diverse decentralized team with offices in Madrid, Lisbon, Barcelona and Mexico City (and counting!). We have no space for arrogance, empty corporate bs, lack of empathy or mistreatment. We treat people as we would treat our family, for real, and we also believe that people should have fun, flexibility and good perks, but knowing that hard working is very important to build something great (mental health friendly:).

Sounds like a plan? Apply to the job and let's make it happen.

At Luca you will also:
  • Work in one of the Fastest growing Edtech companies in the region
  • Be in the best place to be challenged and be part of a fun team at the same time.
  • Many more benefits are coming soon…

More about Luca

Luca's learning platform provides learning programs for primary and secondary school students.

The learning platform offers pre-recorded K12 videos, gamified content and AI powered personalized study paths, covering the entire official academic curriculum and national exams prep.

Our founding team includes ex Uber, Netflix, Morgan Stanley, McKinsey, Crehana, Byjus, Santillana, ThePowerMBA, Amazon.

Since starting the company in Q4 2020, we have:

Raised our $3M Pre-Seed round from Heartcore, Shilling and Edtech & Tier 1 Business Angels such as the Founders & CEOs of IronHack, The Power MBA, Pearson Education, Unbabel, Cobee plus C-Levels and Board Members at Descomplica, EQT, Hedosophia, EDP, Kroton and Kibo Ventures

Scaled the team to more than 50 people

Built and launched our Beta Desktop Platform + over 1,200 classes

Ran Pilots in over 40 schools & 3k students in Mexico & Colombia & Guatemala, validating our assumption that Luca's curriculum is fit for the spanish speaking region as a whole

Validated usage metrics on our platform: Luca's average session time is already 3x higher than that of the most sold product in the Region ( Compartir by Editorial Santillana) and retention cohorts hold above >85% after 9 weeks

Started the sales process generating 1.2M€ in sales in 2 months

Achieved industry leading NPS at 84 , above 51 Education sector average NPS

At Luca, You will be working in an environment where everything you do is incredibly important to the end product and success of the company. Your actions and decisions will shape the future of the company & of the education sector as a whole.

As we move into our next phase of growth, we're looking for passionate and dedicated people to focus on innovative solutions while positioning the company for hyper growth. That, in part, means finding top candidates who want to invest their energy & talent in helping us achieve our mission: to democratize education. We empower our team to make the right decisions, at the right time, always thinking of the students, their parents and the future.

We welcome people from all backgrounds who seek the opportunity to help build a future where everyone has access to quality and affordable education, everywhere at anytime. If you have the curiosity, passion, and collaborative spirit, work with us, and let’s change the education sector for good, together.
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