Head of Sales

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James Fisher AIS (Asset Information Systems) is a global expert in digital twin technology, supporting the remote management of complex energy, defence, and maritime assets. We bring tangible, measurable value by providing clear, consistent and rapid access to planning and operational information to our clients through leading - edge technology, allowing them to achieve their “digital twin” ambitions.

The Role

We are seeking a strategic and results-oriented Head of Sales to lead our global direct sales initiatives and drive revenue growth across our B2B SaaS portfolio in the Energy sector. This key role involves developing and executing impactful sales strategies, building and empowering a high-performing team, and overseeing customer acquisition and account management. You will play a vital part in expanding our market presence and enhancing profitability.

This role can be based anywhere in the UK and will require regular travel within the UK and internationally. Please note that our office is based in Aberdeen and we would expect office presence every quarter for team collaboration and engagement.

Role Accountabilities

• Lead the development and execution of direct sales strategies aligned with business goals.
• Optimise sales processes and methodologies to enhance team efficiency.
• Collaborate with wider James Fisher PLC sales teams to grow market share.
• Forecast sales, set targets, and report progress to the Product Line Director.
• Coach, mentor, and manage performance across the sales team.
• Set and monitor individual and team sales targets.
• Cultivate a high-performance, results-driven culture.
• Recruit top talent in strategic locations to support long-term growth.
• Manage the full direct sales pipeline, ensuring strong lead conversion.
• Partner with Product Marketing to equip the team with effective messaging and tools.
• Partner with the Head of New Markets and Partnerships to shape sales strategies for new direct market entries and ensure smooth handover of opportunities.
• Lead strategies to grow direct customer accounts through upselling, cross-selling, and long-term retention.
• Ensure high customer satisfaction by working closely with Customer Success and Product teams.
• Select and optimise CRM and sales tools to streamline operations and improve reporting, aligned with PLC frameworks.
• Manage the direct sales budget to maximise ROI across travel, events, and conferences.
• Share market insights with Product Marketing and ensure sales enablement needs are met.
• Coordinate with the Head of New Markets and Partnerships on new market entry and partner lead follow-up.
• Provide regular performance updates and strategic recommendations to the Product Line Director.
• Collaborate with Finance to ensure accurate forecasting and revenue recognition.

Knowledge, Experience and Qualifications

• Proven success in senior sales roles within global Oil and Gas markets, with a preference for an overlap with B2B SaaS sales.
• Skilled in developing and executing direct sales strategies across international markets.
• Experienced in building, mentoring, and leading high-performing sales teams.
• Strong commercial acumen in forecasting, revenue recognition, and performance optimisation.
• Proficient in CRM platforms for pipeline management and reporting.
• Able to inspire and motivate teams to achieve ambitious goals.
• Excellent communicator and negotiator, adept at managing complex deals.
• Analytical thinker with a data-driven approach to improving sales outcomes.
• Highly goal-oriented and resilient in overcoming challenges.
• Builds strong relationships across internal teams and external clients.
• Holds a degree in Business, Marketing, or a related field will be beneficial.

AIS - Part of James Fisher and Sons

James Fisher is a global engineering services company that has evolved from its origins as a ship owner and operator to provide expertise and innovative technology across Energy, Defence, and Maritime Transport. We help our…