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
As our Head of Sales – Mid-Market & SMB, you'll lead a high-performing team of Account Executives and BDRs to drive growth across our Mid-Market and SMB customer base (organisations with up to 3,000 employees). This is a critical leadership role for Sonder, responsible for owning revenue outcomes, refining our sales strategy, and expanding our customer footprint across Australia and New Zealand.
You'll inspire and coach your team to challenge conventional thinking, build strong customer relationships, and consistently close complex, high-impact deals. This role blends strategic thinking with hands-on leadership, ideal for someone who thrives in a fast-paced, scaling environment.
Who We're Looking For
You're an experienced and inclusive sales leader who thrives in dynamic environments and knows how to scale winning sales teams. You'll bring a strong track record in B2B sales, particularly within SaaS, health-tech, or HR-tech, and know how to balance strategy with execution. Most importantly, you care about your team, your customers, and delivering work that has a meaningful impact.
What You'll Be Doing
Lead Sonder's Mid-Market & SMB sales function, including full ownership of revenue growth and sales performance targets
Develop and execute a robust sales strategy tailored to our Mid-Market and SMB segments, including territory planning and pipeline management
Manage and coach a team of 8+ (Account Executives and BDRs), driving a culture of high performance and continuous learning
Identify and pursue new business opportunities across multiple industries, supported by demand generation and marketing teams
Build lasting relationships with customers and partners, understanding their needs and aligning Sonder's solutions to deliver maximum impact
Partner closely with Marketing, Product, Finance, and Customer Success to drive cross-functional success and customer retention
Lead complex deal negotiations with executive-level stakeholders and apply consultative, value-based sales techniques
Contribute strategic insights to product development and go-to-market strategy through regular feedback and market intelligence
Maintain accurate forecasting and performance reporting through Salesforce (or equivalent CRM)
What You Bring to the Team
8+ years' experience in B2B sales leadership, ideally in SaaS or tech environments
Proven ability to exceed revenue targets and lead high-performing sales teams
Experience selling complex or disruptive technology into enterprise or mid-market customers
Strong leadership capability with a people-first mindset and an inclusive coaching style
Commercial acumen and comfort negotiating high-value deals with C-suite stakeholders
Experience with structured sales methodologies such as MEDDPICC or SPICED
A passion for workplace wellbeing and a desire to make a difference
Why Join Sonder?
Hybrid and flexible working – strike the right balance for your life and productivity
Free Sonder app access for you and your family – 24/7 health, safety and wellbeing support
$1,000 annual development budget + 2 days study leave
Paid parental leave – 12 weeks for primary carers and 4 weeks for secondary carers, with a supportive return-to-work program
Employee Share Option Plan (ESOP) – share in Sonder's success
Wellbeing fund – $250 per year to spend your way
Novated leasing and salary packaging options
Weekly team perks – free coffee Tuesdays, catered lunch Thursdays, and a dog-friendly office
Volunteer leave – 2 days per year to support causes that matter to you
Regular social events and team bonding opportunities
Sonder is for Everyone
We're committed to building a diverse and inclusive workplace. We encourage applications from people of all backgrounds, experiences, abilities and identities. If you need any support with your application or the recruitment process, please reach out – we'd love to hear from you.
Due to the nature of our industry, all Sonder employees are required to complete a National Police Check and Working With Children Check.
