Head of Sales (Training Industry Experience)

As part of Classera’s next phase of growth, Training will be established as a fully independent commercial pillar , alongside Education.

The Head of Sales – Training will own the end-to-end revenue strategy, execution, and scaling of Classera’s global Training business. This role acts as the business owner for Training, accountable for revenue growth, pipeline, partnerships, and market positioning across corporate training, professional development, government initiatives, and workforce upskilling programs.

Key Objectives

• Establish Training as a standalone revenue engine with clear strategy, structure, and targets.
• Build and lead a high-performing Training sales organization.
• Drive sustainable growth across Enterprise, SME, Government, and Partner segments.
• Position Classera as a strategic workforce transformation partner, not a transactional vendor.
  
  

Key Responsibilities

• Strategy & Go-to-Market
• Define and execute the global Training sales strategy aligned with Classera’s growth objectives.
• Segment the market (Enterprise, Government, SMEs, Partners) and define clear value propositions per segment.
• Own pricing, packaging, and commercial models (licenses, programs, certifications, revenue-share).
• Contribute to long-term planning, forecasts, and investment cases for the Training pillar.
• Revenue Ownership & Performance
• Own Training revenue targets, pipeline health, and forecasting accuracy.
• Drive predictable quarter-over-quarter and year-over-year growth.
• Establish strong sales operating rhythms (pipeline reviews, deal governance, forecasting).
• Ensure alignment with Customer Success, Delivery, and PMO for renewals, expansions, and upsell.
• Team Building & Leadership
• Build and scale a dedicated Training sales organization, including:
  
  

Enterprise & Government Sellers

Channel & Partner Managers

Presales/Solution Consultants (as required)

• Recruit, coach, and develop sales leaders and high-performing sellers.
• Define KPIs, territories, compensation plans, and career paths.
• Foster a performance-driven, customer-centric sales culture.
• Strategic Accounts & Deal Leadership
• Personally lead or sponsor large, complex, and strategic training deals.
• Act as executive sponsor for key enterprise and government customers.
• Support negotiations for multi-year contracts, large-scale rollouts, and partnerships.
• Ensure Classera is positioned as a long-term strategic partner.
• Partnerships & Ecosystem Development
• Develop strategic partnerships with:
  
  

Corporates and large employers

Government and semi-government entities

Industry bodies, certification authorities, and training institutes

Technology and content partners

• Enable partners as scalable indirect sales channels where applicable.
• Cross-Functional Leadership
• Collaborate closely with Product, Training Solutions, Marketing, PMO, and Finance.
• Influence product roadmap and offerings based on market and customer insights.
• Serve as the voice of the Training market within Classera.