Head of Business Development

Work for a fast growing, technology driven group operating across regulated services and specialist software. We are seeking an experienced Head of Sales and Business Development to lead commercial growth, with a primary focus on selling a market proven collections and recoveries software platform, alongside developing strategic service based partnerships.

This is a senior role reporting directly to the Managing Director, with regular exposure to the Board. You will play a central part in shaping and executing the group’s commercial strategy, ensuring a unified, consistent, and high performing sales approach across the wider organisation.

The role is office based in Glasgow. Regular UK travel is required, including conferences, awards events, and client entertainment, which will often involve overnight stays.

You will be accountable for building and delivering a sales and business development strategy that drives sustainable revenue growth. Although the position spans two established businesses, the larger proportion of time will be focused on software sales, supported by service led opportunities where appropriate.

You will collaborate closely with the wider sales and leadership functions to ensure messaging, targeting, and engagement are aligned, professional, and consistent. You will also act as a senior commercial voice within the business, contributing to board level discussions on growth, investment, and market positioning.

• Leadership, reporting, and collaboration
• Report directly to the Managing Director, with regular updates and presentations to the Board
• Work in close partnership with the rest of the sales and commercial function to ensure a joined up and consistent approach to market
• Help shape sales structure, process, and performance management as the function evolves

• Sales strategy and pipeline development
• Build and execute a scalable sales strategy focused on long term growth
• Develop and maintain a high quality pipeline of qualified opportunities
• Identify and penetrate new clients across regulated and commercial sectors, particularly where software can deliver operational, compliance, and financial benefit
• Lead complex sales engagements from first contact through to contract

• New business and tenders
• Drive new client acquisition against agreed commercial targets
• Lead and coordinate RFP and tender submissions, working closely with operations, compliance, and technology teams
• Ensure proposals are compelling, accurate, and commercially robust

• Client engagement and growth
• Build and manage senior level relationships with business clients and strategic partners
• Identify expansion, upsell, and cross sell opportunities across both software and services
• Act as a senior commercial escalation and relationship point for key accounts

• Representation and market presence
• Represent the group at conferences, exhibitions, awards events, and industry forums
• Build a strong personal network across utilities, financial services, and other regulated sectors
• Strengthen market visibility and credibility through consistent external engagement

• Reporting and commercial control
• Ensure accurate CRM use, forecasting, and pipeline management
• Produce clear, high quality reporting for the Managing Director and Board covering performance, risks, and opportunity

This role requires a senior commercial professional who combines sector credibility with drive, structure, and autonomy.

You are likely to offer:

• A proven track record in senior sales, business development, and or commercial operations roles
• Relevant background in software, technology enabled services, and regulated environments
• Strong experience within collections, recoveries, utilities, financial services, or related B2B sectors
• Demonstrable success selling into business clients, particularly across utilities and finance
• Evidence of winning and managing complex, multi stakeholder sales processes and tenders
• The ability to operate credibly at board and executive level
• A commercially astute, data informed, and disciplined approach to pipeline management
• A self motivated and resilient mindset, comfortable working autonomously
• Strong collaboration skills, with the ability to unify sales efforts across teams

• Attractive basic salary aligned with experience, plus bonus with on target earnings into six figures
• A senior leadership position with direct access to the Managing Director and Board
• Significant influence over commercial strategy and growth direction
• Long term progression as the group continues to scale