Group Sales Director IT Services

Group Sales Director IT Services
- Hybrid
- To £130k plus bonus and C shares We are searching for a Groups Sales Director who has a proven track record selling to SME clients in the MSP / IT Services / IT Support space in the UK. You must be able to demonstrate that you have led and worked across multiple teams to deliver the overall sales objective. My client is acquiring IT services companies and your role will be to lead the sales function and work with the sales directors of each group company to meet the overall sales objective.

Direct reports:
Regional sales leads (initially the entity MDs in their commercial capacity). Purpose Own the group sales engine. Build a national selling capability and professionalise commercial discipline across the entities, while preserving the local relationships that SME customers buy. Remove the single point of failure created by MDs owning all commercial activity, and provide cover and succession across the regions. Context of group today Growth today is driven almost entirely by the MDs, who act as their own sales directors.

This is a single point of failure and is not professionalised, measured, or repeatable. We operate a blended model: national capability and standards, with service and response delivered locally so the customer experience stays local. Target state:
Customers should be owned by the group, not solely by the subsidiary, with the group holding the capability to sell. Target market is SME accounts broadly 20 to 200 seats, including decent-sized accounts of several hundred seats. This is not an enterprise pursuit function. Key responsibilities Sales operations and cadence:
Embed the customer journey end to end: lead generation, nurture, QBRs, annual client budgets, conversion percentages, and a 12-month revenue pipeline per account. Drive and monitor MD activity. Hold leaders to account on QBRs, follow-ups, and pipeline hygiene. Make sure the basics are done and measured. Work with Technology and Finance to productise the group's offerings into a standardised, sellable product set.

Own whitespace analysis across the group base, seeking to align customers to the standardised product stack; own sales pricing and packaging strategy. Set and enable revenue per head performance and targets as the sales organisation scales. Build and operate an ARR/MRR forecasting portfolio, and collaborate with delivery leadership on pre-sales and project forecasting. Run lead generation through Hub Spot and the order book through HaloPSA and Sage, keeping these systems the single source of commercial truth.

Direct selling:
Personally lead larger and multi-region ICP opportunities, pitching as the group with the confidence of group scale and capability. Take inbound opportunities (for example a 200-seat business within ICP) and run them centrally rather than passing straight to an entity MD. Carry out client visits on significant opportunities where group weight adds value. Customer ownership and localness:
Transition customer ownership to the group while protecting the local relationship and feel that underpins retention. Define how regional sales leadership and national selling sit together so localness is preserved, not eroded. Standards, best practice and lead conversion:
Professionalise commercial best practice across entities, including land-and-expand and wallet-share growth rather than new logos alone. Work with the CMO to convert marketing-generated leads (MQL to SQL to close) and replace underperforming external lead-gen agencies. Build and refine the core sales process: qualification, pitch, proposal, close. Deliver this as part of a 90-day sales playbook for onboarding and integration, with focus on client retention, brand transition, and…