Sales Director

Opinov8 is an international digital engineering business serving customers in the US, UK and Europe through distributed delivery teams in Eastern Europe and Latin America. Our proposition spans custom software and modernization, cloud engineering, data and AI, including RAILS, our offering for production AI workflows.

We are looking for a Sales Director to own the sales function. This is a player-coach role: you will personally win new customers, build an effective sales team, and establish a reliable sales operating rhythm. You will work directly with the CEO, and your impact on growth will be visible and measurable.

Role shape: approximately 60% personal selling and 40% leadership.

The Mandate

• Strengthen new-customer acquisition in the UK, US and continental Europe.

• Translate technical capability into clear, commercially compelling propositions.

• Build a small, high-performing sales team and raise the performance of existing sellers.

• Put in place a disciplined operating rhythm: qualification, deal reviews, forecasting and CRM hygiene.

• Take real ownership of the function, with the autonomy and accountability that come with it.

Key Responsibilities

Personal new-business delivery

• Own a personal new-logo target and win enterprise and mid‑market customers directly.

• Generate your own pipeline through outbound, network, partnerships and referrals, as well as converting inbound opportunities. In conjunction with an existing Marketing function.

• Lead complex, multi‑stakeholder sales cycles from first conversation to signed contract, and expand initial engagements into larger relationships.

• Negotiate scope, pricing and commercial terms, protect margins and walk away from poor‑fit opportunities.

Leadership and team building

• Establish the sales function from the ground up: define the team structure and roles, and shape and lead hiring for new sellers and sales support.

• Mentor new sellers as they join, coaching them on prospecting, discovery, qualification, proposal quality and closing.

• Set clear expectations, review performance regularly, and measurably improve individual results.

Operating rhythm and discipline

• Run structured pipeline and deal reviews, with rigorous qualification criteria.

• Own forecasting accuracy and CRM discipline across the team.

• Report pipeline, conversion, attainment and margin to the CEO in a consistent format.

Proposition and market development

• Work with the CEO, delivery leaders and technical presales to turn capabilities (modernization, cloud, data and our AI workflows assistant tool) into sellable offers with clear outcomes.

• Sell the distributed delivery model credibly, including Eastern Europe and LATAM, covering team structure, time‑zone overlap, risk, quality, and cost.

• Feed market and customer insight back to leadership to refine positioning, pricing and targeting.

Cross‑functional collaboration

• Partner closely with delivery and technical presales so that what is sold can be delivered profitably.

• Contribute to partner, alliance and marketing activities that support pipelines.

Essential

• 10+ years of B2B sales experience in technology or engineering services, including at least 5 years in senior roles, ready to take ownership of a full sales function.

• Hands‑on seller with recent new‑logo wins in the UK or US, and credible exposure to the other market or to continental Europe.

• Experience selling engineering services delivered through Eastern Europe and LATAM. Direct experience of both regions is preferred.

• Evidence of coaching sellers and improving their results. Strong individual contributors qualify only where leadership capability is already demonstrated.

• Repeatable commercial results across multiple customers and periods, not dependent on a single…