Sales Director

Robert Half are assisting a market leading SaaS organisation to recruit a Sales Director - Remote working - UK based Role Go-to-Market Strategy & Growth The Sales Director will define and execute the business's go-to-market strategy. Identify the highest-value customer segments, markets and commercial opportunities. Determine the right balance between direct sales, digital acquisition and partnerships. Develop a repeatable and scalable sales process.

Establish clear sales targets, pipeline expectations and commercial KPIs. Move the business beyond predominantly online-led customer acquisition. Test, learn and refine the commercial model based on market feedback. Personally drive important commercial opportunities while building the capability to scale Sales & Business Development Own revenue generation, pipeline and forecast performance. Work closely with the existing salesperson and develop the wider sales capability as required.

Drive new customer acquisition and growth of key accounts. Develop relationships with senior customers and decision-makers. Build a consistent sales methodology and process. Maintain qualified pipeline coverage and strong forecast accuracy. Ensure commercial activity is accurately maintained in Zoho CRM. Know the numbers in detail and act early when performance is off plan. Partnerships A key opportunity for the business is developing a stronger partner-led route to market.

You will:
Identify and develop strategic, channel and commercial partnerships. Build relationships with organisations that can introduce the business to new customers and markets. Develop the commercial proposition and processes required to support partners. Establish a scalable partner model rather than relying on one-off relationships. Determine where partnerships can complement the direct sales strategy. Customer & Account Growth Retain and grow the existing customer base.

Develop key customer relationships. Identify expansion and cross-sell opportunities. Understand customer needs and use these insights to improve the commercial proposition. Manage significant customer issues and escalations where required. Use customer feedback to inform pricing, product and go-to-market decisions. Team & Business Building Get the best from the existing lean team. Build the organisation required as the business grows. Recruit selectively against clear commercial priorities and business cases.

Develop a high-performance, entrepreneurial culture. Establish the sales, marketing, partnership and operational infrastructure required for scale. Use Group resources where appropriate rather than unnecessarily replicating capability locally. P&L & Commercial Ownership You will have genuine ownership of the business's P&L and commercial performance. This includes:
Managing performance against the agreed annual plan. Developing and managing budgets and forecasts. Managing revenue, margin, costs and cash performance. Developing pricing and managing discounting within agreed parameters. Managing receivables and working capital. Identifying and addressing performance variances early. Profile The Sales Director will have experience working in a SaaS, technology or digitally enabled business. Strong understanding of go-to-market strategy and sales-led growth.

Experience building or improving a sales process and route to market. Experience leading and developing a sales or commercial team. Strong business development and customer acquisition experience. Experience developing partnerships or indirect routes to market. Understanding of SaaS pricing, customer economics and recurring revenue models. Experience working closely with product and technology teams. Commercial and financial understanding, ideally including…