Head of Sales

The Head of Sales is responsible for driving sustainable new business growth to achieve revenue targets, developing and executing sales strategy to support business objectives, leading and developing the commercial team to build capability and performance, and securing high‑value consultancy engagements to support long term growth.

Generate, qualify and convert new business opportunities to achieve revenue and growth targets.

Lead end‑to‑end sales cycles to secure commercially viable consultancy engagements.

Build relationships with senior decision‑makers to create opportunities and secure funded work.

Lead commercial negotiations to secure agreements that maximise value and protect margin.

Achieve personal revenue targets to contribute directly to business growth objectives.

Develop and execute sales strategies to support business growth objectives and market expansion.

Define and implement a structured sales methodology to create consistency across the sales process.

Establish qualification standards to focus effort on high value opportunities and improve conversion rates.

Lead sales performance management to improve commercial effectiveness and revenue outcomes.

Analyse sales activity and performance data to identify improvement opportunities and increase predictability.

Contribute to business planning and commercial decision making to align sales activity with organisational priorities.

Identify target sectors, client profiles and routes to market to focus effort on high potential opportunities.

Use market insight and commercial intelligence to identify growth opportunities and inform sales priorities.

Shape commercial messaging and value propositions to strengthen market differentiation.

Collaborate with Marketing and Regional Growth & Partnerships to convert activity into qualified sales opportunities.

Build forward looking pipeline visibility to support forecasting and resource planning.

Identify emerging market trends and client needs to support future commercial opportunities.

Lead early stage discovery conversations to understand client challenges, validate opportunity fit and identify commercial potential.

Navigate stakeholder, procurement and governance processes to maintain deal momentum and reduce risk.

Manage opportunity progression to improve conversion rates and minimise stalled deals.

Assess commercial viability and strategic alignment to prioritise opportunities effectively.

Collaborate with Technical Leadership to develop outcome focused consultancy proposals that address client needs.

Work with Regional Growth & Partnerships to convert relationships into structured sales opportunities.

Coordinate handover into delivery teams to ensure commercial clarity and continuity following contract award.

Manage pipeline forecasting to provide accurate revenue visibility and support business planning.

Monitor sales metrics to identify trends, improve performance and inform decision making.

Review commercial outcomes to drive continuous improvement across the sales function.

Lead, coach and develop members of the commercial team to improve capability and performance.

Conduct regular 1:1s, performance reviews and development planning to support individual growth.

Support recruitment, onboarding and capability development to build a high-performing commercial function.

Develop scalable sales processes to support sustainable business growth.

Implement tools, frameworks and ways of working to improve consistency and efficiency.

Contribute to the evolution of the commercial function to support future organisational growth.

Demonstrable experience leading B2B sales within technology, consultancy or professional services environments.

Proven track record of generating new business and securing high‑value, complex deals.

Experience developing and executing sales strategies that deliver measurable commercial outcomes.

Experience leading and developing sales teams to improve performance and capability.

Strong experience creating and implementing sales processes, frameworks and commercial disciplines.

Genuine hunter mentality with a track record of winning new logos and generating revenue through self‑created opportunities.

Ability to engage senior stakeholders and influence decision making within complex buying environments.

Strong commercial judgement and negotiation capability.

Ability to balance strategic thinking with hands‑on sales execution.