Head of Sales

Brown & Chase Executive Search | Horton International; Sydney; On-site; AUD 180,000 - 240,000; Full time

Job summary

Brown & Chase Executive Search | Horton International is seeking a hands-on Head of Sales for its Australian technology group in Sydney. The role requires advisory selling in AI, ICT, or cybersecurity, with accountability for group revenue, gross profit, and recurring revenue across multiple business units.

You will own annual and quarterly sales plans, lead a team of over eight specialists, and build a capable, cross-functional advisory function to engage customers at technology decision

Qualifications

• Advisory engagements in AI, ICT or cybersecurity with recurring revenue.
• Experience leading mid-market tech or managed services sales teams (5–20 sellers).
• Forecasting, pipeline management, and CRM discipline.
• Commercial understanding of gross profit and recurring revenue.

Responsibilities

• Own Group sales revenue, gross profit, and recurring revenue targets with quarterly plans.
• Lead and coach sales contributors with structured one-to-ones and pipeline reviews.
• Build a repeatable advisory function across AI, ICT, and cybersecurity.
• Coordinate account planning and drive cross-sell, recurring revenue, and new logo activity.
• Establish CRM as the system of record and improve forecast accuracy.

Skills

Advisory selling

Sales leadership

Forecasting

CRM discipline

Tools

CRM software

Job description

• Technology & Advisory Services | Sydney, NSW
• Hands-on sales leadership across a high-growth Australian technology group
• Advisory selling experience in AI, ICT, or cybersecurity essential

As one of Australia's fastest growing technology groups, this business has a strong heritage in managed print and ICT services with a portfolio that now spans cloud, cybersecurity, AI advisory, unified communications, contact centre solutions and technology finance. With an established customer base, a growing pipeline of significant customer programs, and a clear strategic priority to accelerate growth in advisory services across AI, ICT and cybersecurity and compliance, the business is appointing a dedicated Head of Sales with a mandate to build one accountable Group sales function and raise the performance of an experienced team.

This is a hands-on sales leadership role with real accountability attached. You will own the Group sales number, set the operating rhythm and remain personally active in strategic customer engagements, while building the capability of a team of more than eight contributors across specialist business units. Advisory selling experience in AI, ICT and technology, or cybersecurity and compliance is the first filter on this search and a hard one.

The role will also require you to:

• Own agreed Group sales revenue, gross profit, and recurring revenue targets, translating Group strategy into annual and quarterly sales plans with credible pipeline coverage and clear recovery actions.
• Lead and coach sales contributors across the Group, running structured one-to-ones, pipeline reviews and performance conversations that build capability rather than create dependency.
• Build a repeatable advisory function across AI, ICT, and cybersecurity, coaching a team with deep product expertise to lead with a customer problem and hold conversations at the level where technology decisions are made.
• Coordinate account planning across specialist business units, treating every customer as a Group customer and driving cross-sell, recurring revenue growth and new logo activity in parallel.
• Establish CRM as the system of record, build a practical weekly and monthly sales cadence, and improve forecast accuracy, stage discipline and win-loss learning across the function.

Qualifications & Experience

• Demonstrated personal experience selling and leading advisory engagements in AI, ICT and technology, or cybersecurity and compliance, with evidence of converting advisory into managed services or recurring revenue.
• Current or recent sales leadership in a mid-market technology, managed services or adjacent B2B environment, with experience leading approximately 5 to 20 sellers, specialists, or business development staff.
• Practical command of forecasting, pipeline management, CRM discipline, coaching and performance management, with evidence of building capability in others rather than relying on personal production.
• Commercial understanding of gross profit, recurring revenue, contract quality and delivery risk, with the ability to align sales commitments to what can be delivered profitably.
• Low ego, high accountability, and the credibility to earn the respect of experienced specialist leaders through useful contribution rather than authority.