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About the Role

This role is central to building a larger, more predictable, and repeatable sales engine for Trainline Media. You will act as the commercial operating partner to sales leadership and the sales team, defining the pipeline, prospecting, and sales activity required to meet revenue targets. This is a hands-on, individual-contributor role focused on rigorous analysis and commercial judgment to influence experienced sellers.

Responsibilities

Translate annual and quarterly revenue targets into clear pipeline, prospecting, and account-planning requirements.
Run sales-performance reviews to keep the team focused on the right actions.
Define and track leading and lagging indicators for commercial performance, providing leadership with a clear view of capacity, productivity, and revenue risk.
Build and maintain a prioritized prospect universe across advertisers, agencies, and verticals.
Own pipeline standards, forecasting methodology, and commercial reporting.
Improve the quality of opportunity data in Salesforce.
Analyze team time allocation and reallocate effort toward high-value selling activities.
Introduce AI-assisted tools and reusable frameworks to sharpen pitches, personalize outreach, and simplify sales processes.
Partner with Sales, Marketing, Finance, and Client Success to remove revenue barriers and share learnings.
Build analytical dashboards to track sales effectiveness, productivity, and the impact of new tools and processes.

Requirements

Experience in sales strategy, sales operations, revenue operations, or commercial planning, ideally within media, advertising, or adtech.
Strong analytical skills, with fluency in pipeline, forecasting, conversion, and productivity metrics.
Hands-on comfort with Salesforce and BI (business intelligence) reporting tools.
A track record of turning revenue targets into concrete plans.
Ability to use data to decide where a sales team should focus its time.
Real commercial judgment, understanding what makes a pitch land.
Ability to help sellers sharpen their story and numbers.
Practical curiosity about AI and automation, ideally with examples of using new tools to make a sales team faster and more effective.
Credibility and influence to challenge and guide experienced sellers without managing them directly.
A highly organized, self-directed style.
Genuine comfort operating as a hands-on individual contributor.

Skills

Sales Strategy
Sales Operations
Revenue Operations
Commercial Planning
Media
Advertising
Adtech
Analytical Skills
Pipeline Management
Forecasting
Conversion Metrics
Productivity Metrics
Salesforce
BI Reporting Tools
AI Tools
Automation Tools

Location

London
Paris
Barcelona
Milan
Edinburgh
Madrid

Work Type

Hybrid
Work from Abroad Policy

Experience Level

Senior

Benefits

Private healthcare & dental insurance
Generous work from abroad policy
2-for-1 share purchase plans
EV Scheme
Extra festive time off
Excellent family-friendly benefits
Clear career paths
Transparent pay bands
Personal learning budgets
Regular learning days

About the Company

Trainline is a champion of rail, building a greener, more sustainable future of travel.
Europe's number 1 downloaded rail app, with over 135 million monthly visits and £6.3 billion in annual ticket sales.
Collaborates with 270+ rail and coach companies in over 40 countries.
A FTSE 250 company driven by over 1,000 Trainliners from 50+ nationalities.
Focuses on growth in the UK and Europe.
Values: Think Big, Own It, Travel Together, Do Good.
Committed to creating inclusive workplaces where diversity is valued and celebrated.

Equal Opportunity

We know that having a diverse team makes us better and helps us succeed. And we mean all forms of diversity - gender, ethnicity, sexuality, disability, nationality and diversity of thought. That's why we're committed to creating inclusive places to work, where everyone belongs and differences are valued and celebrated.