Head of Sales

Confidential AI and Services Company; Greater London; Sur place; GBP 120 000 - 230 000; Plein temps

Résumé du poste

Confidential AI and Services Company in London is seeking a Head of Sales to build the commercial motion for a platform-led AI solution. Initially, the role involves high-velocity individual selling to iterate the go-to-market proposition, then building and leading a team to scale the motion.

You will own new business development, consultative value-selling, pricing, packaging, and channel partnerships, selling software and services to large enterprises with significant autonomy and executive

Qualifications

• At least 10 years of relevant commercial experience.
• Proven track record closing complex enterprise deals.
• Experience selling software and services as an integrated proposition.
• Experience building or leading sales teams.

Responsabilités

• Originate and close new enterprise customers.
• Build relationships with senior stakeholders across target accounts.
• Develop account strategies for large, complex organizations.
• Lead discovery conversations and build compelling business cases.
• Sell an integrated proposition spanning software and services.
• Develop and refine the go-to-market motion and pricing structure.
• Establish reseller, broker or managed-services partner channels.

Connaissances

New business development

Consultative selling

Value-based selling

C-suite engagement

Strategic thinking

Hunter mentality

Description du poste

The company is a global technology services scale-up building a new platform-led solution proposition that combines software, data and AI with consultative and implementation services to help large enterprises identify opportunities, quantify their value and activate improvements across their operations.

We are looking for a Head of Sales to build the commercial motion for this proposition. This is an entrepreneurial role within the company, and so the successful candidate will initially need to operate as a highly effective individual seller to iterate on the go-to-market proposition after which they will build a team around a repeatable sales process.

The role reports directly to the CEO and you will collaborate closely with the C-suite.

The Proposition

The platform is designed to sit at the center of a broader customer proposition.

Typical engagements are expected to include:

• Annual software license fees in the region of $100,000-500,000.
• Consultative services around the platform.
• Forward-deployed engineering and technical implementation support.
• Activation services that may include managed solutions and other operational capabilities.

The successful candidate therefore needs to understand how to sell technology and services as an integrated proposition , rather than approaching the opportunity as a conventional standalone SaaS sale.

Our initial target market is large consumer brands with more than $1 billion in annual revenue in the US and UK.

The Mandate

You will be responsible for establishing and scaling the sales engine for the platform.

Initially, this means being directly in the market yourself: identifying target accounts, creating access, running discovery, building the economic case, navigating complex buying organizations and closing customers.

At the same time, you will use what you learn to help answer fundamental go-to-market questions:

• Which problems create the strongest customer pull?
• Which buyers and internal champions are most effective?
• Which messages and use cases convert?
• How should the software and services proposition be packaged?
• How should the offering be priced?
• Which direct and partner channels can generate repeatable pipeline?
• What sales organization should ultimately be built around the motion?

As the model becomes repeatable, you will build and lead the sales team required to scale it.

What You Will Own

New Business Development

• Personally originate and close new enterprise customers.
• Build relationships from scratch with senior stakeholders across target accounts.
• Develop account strategies for large, complex organizations.

Consultative & Value-Based Selling

• Understand complex customer environments and identify where the platform and surrounding services can create meaningful value.
• Lead strong discovery conversations while keeping the proposition fundamentally product-led rather than allowing every opportunity to become bespoke consulting.
• Build compelling business cases for senior economic buyers.
• Sell an integrated proposition spanning software, consulting, forward-deployed engineering and managed or activation services.

Go-to-Market Development

• Help develop and continuously refine the sales motion based on evidence from the market.
• Identify which customer problems, use cases, buyer personas and messages generate the strongest traction.
• Work closely with product and leadership teams to feed market learning back into the proposition.
• Play a significant role in shaping pricing, packaging and commercial structures.
• Help determine how services should surround the software platform without diluting the scalability of the underlying proposition.
• Influence marketing messaging, case studies, target-account activity and demand-generation priorities.
• Establish a rigorous sales process covering qualification, opportunity stages, CRM discipline, forecasting, deal reviews and conversion measurement.
• Develop sufficient visibility and discipline to enable reliable management of the commercial funnel.
• Create a repeatable model rather than relying exclusively on individual relationships or opportunistic deals.

Partnerships & Channels

• Build and develop relationships with resellers, brokers and managed-services partners.
• Create commercially attractive partner and referral models.
• Develop joint-selling motions that give partners a clear reason to bring the proposition into their customers.
• Understand channel economics and incentive structures.
• Design the future sales organization.
• Determine the right roles, coverage model and team structure.
• Recruit high-quality commercial talent.
• Develop onboarding, performance management and sales cadence.

Who We Are Looking For

We expect candidates to have at least 10 years of relevant commercial experience , although the quality and relevance of your track record matter more than tenure beyond that point.

You may already be leading a sales function, or you may be an exceptional senior enterprise seller ready to step into a broader leadership mandate.

You will likely have many of the following characteristics:

• A strong record of personally closing complex enterprise deals.
• Experience selling software and services as an integrated proposition .
• Experience selling sophisticated solutions into large organizations with multiple stakeholders.
• Strong new-business development instincts and the ability to create opportunities rather than simply work inbound pipeline.
• Excellent value-selling skills, including the ability to quantify customer impact and build financial business cases.
• High technical fluency and the ability to understand sophisticated software, data and AI propositions.
• Confidence engaging with both business and technical stakeholders.
• Experience selling to C-suite executives and senior enterprise decision-makers.
• Experience building or working with reseller, broker or managed-services partner channels .
• Understanding of partner economics, incentives and joint selling.
• The ability to operate effectively in an early-stage environment where messaging, product positioning and sales processes are still evolving.
• Strong judgment around pricing, packaging and commercial structures.
• The ability to combine structured sales discipline with entrepreneurial experimentation.
• Experience selling into Direct-to-Consumer businesses is helpful, but not required.
• Prior experience selling AI, data or automation propositions is helpful, but not required.
• Experience building sales teams is valuable, but exceptional individual sellers with clear leadership potential will also be considered.

Experience at well-known enterprise technology, software or consulting companies is a plus, but not a requirement.

How You Operate

You are likely to thrive in this role if you:

• Are energized by creating opportunities rather than waiting for them.
• Are comfortable personally prospecting senior executives.
• Combine persistence and competitiveness with strong consultative judgment.
• Can move comfortably between commercial strategy and the detailed work of progressing an individual deal.
• Enjoy selling complex propositions where the answer cannot simply be read from a product brochure.
• Are intellectually curious and capable of learning new industries, technologies and customer operating models quickly.
• Can build credibility with senior executives without relying on an established company brand.
• Are comfortable experimenting with positioning and sales approaches until the market reveals what works.
• Prefer building a commercial engine to administering an existing one.
• Are highly accountable for outcomes and comfortable operating with significant autonomy.
• Know when to challenge the proposition rather than simply blaming the market when something does not sell.
• Can combine the mentality of a hunter, consultative commercial strategist and entrepreneurial builder .

Compensation

The role will offer a competitive executive base salary, meaningful performance-linked variable compensation, and long-term incentive opportunity reflecting the importance of the role in building and scaling the new platform business.

Location

The role is based in London and is primarily in-person at the office.

Moderate travel should be expected for important customer meetings, key stages of major deals, partner development and internal collaboration.