• Organisation: Morgan Healey
• Position: Head of Institutional Sales
• Type: Sales
• Salary: €60,000 – €70,000 Base + OTE
• Location: UK/Europe/Germany

Description

Morgan Healey Exclusive

Location: Europe/Germany

Salary: €60,000 – €70,000 Base + OTE

We require a new Head of Institutional Sales to take ownership of the complete institutional sales cycle, developing relationships with universities, academic libraries, research offices and research administrators across international markets.

This is a highly consultative sales role involving complex, multi-stakeholder sales cycles rather than transactional software sales. You will work closely with senior decision-makers, helping institutions understand how the platform can improve publishing oversight, operational workflows and budget management.

Working alongside the leadership and product teams, you will also provide valuable market insight to influence product development, pricing and commercial strategy.

This is a rare opportunity to join a fast-growing business at an early stage and play a defining role in building its commercial success. As one of the company’s first commercial leaders, you will shape the sales strategy, establish key institutional partnerships and influence the future direction of the business.

Key Responsibilities:

1. Develop and execute the institutional sales strategy across universities, research organisations, libraries and academic consortia.
2. Build, manage and convert a high-quality pipeline of strategic institutional opportunities.
3. Lead complex consultative sales processes involving multiple stakeholders, procurement teams and senior institutional decision-makers.
4. Clearly articulate the value proposition around publishing workflow management, operational efficiency, budget transparency and research support.
5. Build long-term relationships with library leaders, research offices, scholarly communications professionals and institutional administrators.
6. Represent the business at industry conferences, exhibitions and sector events.
7. Collaborate with Product and Leadership teams to provide market feedback and influence future product development.
8. Help define commercial processes, pricing models and go-to-market strategies as the organisation scales.

About You:

You are an experienced consultative sales professional with a strong understanding of the academic, research or scholarly publishing landscape. You enjoy building relationships, navigating complex organisations and helping customers solve strategic challenges.

Skill & Experience:

1. Experience selling scholarly publishing solutions, library technologies, research information systems, Open Access infrastructure or academic software platforms.
2. Knowledge of Open Access publishing, APC funding models, institutional publishing workflows and research policy.
3. Existing relationships within academic libraries, university consortia or major research institutions.
4. Experience working within an early-stage or high-growth technology business.
5. Proven success in B2B enterprise sales or business development, particularly within complex, multi-stakeholder environments.
6. Experience selling into universities, research institutions, academic libraries or the public sector.
7. Strong consultative selling skills with the ability to manage long sales cycles and procurement processes.
8. Excellent relationship-building and stakeholder management abilities.
9. Experience introducing innovative or emerging products with honesty, credibility and realistic customer expectations.
10. Fluent German and English language skills.

How to apply

https://www.morganhealey.com/jobs/head-of-institutional-sales/