Head of Solution Selling; Senior Director or Vice President

Position: Head of Solution Selling; Senior Director or Vice President (Permanent)
Head of Solution Selling (Senior Director / Vice President)

Location:

Bristol or UK (Hybrid). European locations may be considered.
Salary:
Competitive, depending on experience

Working Hours:

Full time

The Company
Our client is a growing SaaS provider operating within highly regulated and operationally complex industries. Known for its enterprise-grade software portfolio and strong international customer base, the business is expanding its commercial capability and building a new Solution Selling function to strengthen its go-to-market strategy. With a focus on innovation, customer value, and cross-functional collaboration, they are investing heavily in elevating how their solutions are positioned, demonstrated, and delivered across global markets.

The Role
This newly created leadership role will establish and head up the organisation’s Solution Selling function. You will define the function’s charter, build the team from the ground up, and embed a consultative, value-led approach across complex enterprise sales cycles. Acting as the bridge between Sales, Product, Marketing, and Customer Success, you will lead how solutions are positioned, how demos and technical discovery are delivered, and how measurable customer outcomes are articulated.

You will take ownership of solution strategy, technical discovery, competitive differentiation, and involvement in strategic enterprise deals. This is a senior, high-impact role suited to someone who excels in team leadership, enterprise SaaS pre-sales, and guiding customers through complex technical evaluations particularly within aviation, transportation, defence, logistics, or similarly demanding sectors.

Key Responsibilities Build and Lead the Solution Selling Function

Establish a brand-new Solution Selling organisation, including its structure, processes, and operating standards.

Recruit, develop, and lead a technically strong team of Solution Consultants capable of supporting complex enterprise SaaS sales cycles.

Shape Solution Sales Strategy and Go-to-Market Alignment

Define how Solution Consultants support each stage of the sales cycle.

Collaborate closely with Sales, Product, and Marketing to ensure unified positioning and value messaging.

Create scalable frameworks for functional qualification, demos, RFP responses, and value-based selling.

Drive Technical Discovery and Solution Design

Oversee high-quality discovery that translates customer operational challenges into tailored solution architectures.

Guide the development of compelling demos, trials, PoCs, and portfolio-level value propositions that demonstrate measurable impact.

Lead Engagement on Strategic Deals

Act as the senior technical/solution counterpart on high-value opportunities.

Support technical evaluations, integrations, and multi-stakeholder alignment within complex customer environments.

Develop Tools, Playbooks and Repeatable Processes

Build standardised discovery templates, demo flows, proposal structures, and PoC methodologies to support global scalability.

Lead Market and Competitor Assessment

Monitor industry trends, maintain competitive intelligence, and equip the sales organisation with clear differentiation strategies.

Influence Product Strategy

Consolidate customer insights from multiple industries to inform product roadmap decisions.

Identify gaps, emerging needs, and opportunities for portfolio evolution.

Enable Internal Teams and Partners

Provide ongoing product and solution enablement for Sales, Customer Success, and channel partners.

Support training, internal documentation, and knowledge-sharing.

Experience and Qualifications Essential

10+ years’ experience in Solution Consulting, Sales Engineering, Solution Selling, Product Marketing, or related roles within B2B SaaS.

5+ years in a leadership role building, scaling, or managing pre-sales or solution-focused teams.

Strong experience in complex enterprise sales cycles, including discovery, solution design, demos, PoCs, RFPs, and value-based selling.

Background in complex or regulated industries ideally aviation, aerospace, defence, transportation, or logistics.

Ability to translate operational needs into compelling solution architectures and value…