Head of Sales

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** Head of Sales - Jonas Event Technology UK
**** Company Overview
** Jonas Event Technology (JET) is a leading provider of event registration software and services, supporting trade exhibitions, consumer shows, and conferences with innovative technology and exceptional customer service. Our mission is to deliver seamless event experiences through powerful SaaS solutions and a client-first approach.
** Role Purpose
** To personally drive new business generation for the time being, while leading existing-account commercial management and Customer Success across the portfolio — building a scalable, predictable revenue engine while protecting strong customer relationships. This is a new SLT seat created alongside the Marketing Director as JET's commercial function is split into two dedicated leadership roles. The role carries commercial/revenue accountability and operates as a member of the Senior Leadership Team.

** Key Responsibilities  Revenue Ownership
*** Own the annual new-business and existing-book revenue targets across the portfolio.
* Develop and maintain accurate sales forecasts and pipeline reporting.
* Identify risks and opportunities early; create recovery plans when targets are at risk.
* Report revenue performance to the MD and SLT.Success looks like:
* Predictable, sustainable growth.
* Accurate forecasting with no revenue surprises.
* Early identification and management of risk.
** New Business Development
*** Personally own and drive new business sales activity for the time being — prospecting, pipeline build and closing — working alongside the Sales Executive, rather than delegating to a dedicated new-business hire.
* Coach and develop the Sales Executive, building sustainable pipeline capability independent of account management.
* Own pricing input, deal structuring and commercial terms for new business.
* Assess, as pipeline and capacity develop, whether a dedicated new-business hire becomes justified.

Success looks like:
* Strong personal sales discipline and improved conversion rates.
* Healthy, well-qualified pipeline coverage, built without a dedicated new-business hire.
** Account Management & Existing-Book Commercial Ownership
*** Own commercial performance of the existing account book via the Account Director(s).
* Own existing-book commercial escalations: quoting, forms-edit sign-off and chargeable-item approval.
* Identify and convert cross-sell/upsell opportunity within the existing book.
* Advise the MD on the shape and growth of the team as scale requires — including whether and when additional account management or sales capacity is justified — rather than working to a predetermined headcount plan.

Success looks like:
* Healthy existing-book growth.
* Clean, timely handling of commercial escalations.
* No commercial-decision bottlenecks reaching the MD.
** Customer Success & Retention
*** Own Customer Success: proactive account health, retention strategy and churn prevention.
* Ensure Customer Success has clear objectives, processes and account-health measures.
* Ensure customer onboarding, adoption and engagement support long-term retention.

Note:

Customer Success remains a service-led function. The Head of Sales is accountable for retention outcomes, not for converting Customer Success into a sales team.  Success looks like:
* High renewal rates and reduced churn.
* Strong customer engagement and health scores.
* Expansion revenue from existing accounts.
** Commercial Governance & Operations
*** Maintain discipline around pricing and commercial decisions; own commercial policies and approval processes.
* Own how the sales team uses the CRM — pipeline process, data entry standards and forecasting discipline — while the Marketing Director owns the underlying platform (build,…