Head of Solution Selling

Vistair Systems; Bristol; On-site; GBP 90,000 - 120,000; Full time

Job summary

A leading SaaS provider in the UK is seeking a Head of Solution Selling to establish and lead a new function. This role will shape how solutions are positioned within the aviation industry, ensuring alignment between Sales, Product, and Marketing. The ideal candidate will have over 10 years of SaaS experience and a proven ability to build high-performing teams. Key responsibilities include overseeing complex sales cycles and developing scalable methods for customer engagement. This position offers competitive benefits and a focus on operational excellence.

Benefits

Private medical insurance

27 days of holiday

Work-life balance

Qualifications

• 10+ years of experience in Solution Consulting or similar roles.
• 5+ years of leadership experience in pre-sales or solution-focused teams.
• Strong enterprise sales cycle expertise including demos and value-based selling.

Responsibilities

• Build and lead the Solution Selling function from the ground up.
• Define sales strategy and ensure a unified go-to-market approach.
• Oversee technical discovery and solution design for customer needs.
• Directly support high-value or complex sales opportunities.
• Create standardized tools and methods for the team.

Skills

Solution Consulting

Sales Engineering

Team Leadership

Enterprise SaaS Sales

Communication Skills

Job description

About Comply365

Comply365 is a leading provider of Operational Content Management, Safety Management, and Training Management in the highly regulated industries of Aviation, Defense, and Rail. We provide a powerful combination of expertise and products underpinned by unified best practices, empowering airlines, rail, and defense organizations with the most comprehensive product portfolio to elevate operational excellence, and transform safety management and training, with closer integration of data across these domains. Comply365 ensures our customers' teams and assets are always geared for peak operational performance and unlocks unparalleled financial and operational gains through more streamlined, robust, and agile operations.

Our culture truly sets us apart at Comply365. In addition to our unwavering dedication to our customers and products that we offer, we are, first and foremost, a diverse team of driven, energetic, and passionate individuals who work together to make a direct impact on the future of our company. We have built, and continue to build a world‑class, dynamic, and people‑first culture. We believe in celebrating one another's achievements, open communication, and transparent leadership.

About the role

The Solution Selling team is a critical component of Comply365’s enterprise sales motion, responsible for guiding customers through the functional, technical, and operational validation of our product portfolio. The team leads deep discovery, solution design, demos, and value articulation to ensure each opportunity is aligned to measurable customer outcomes. By shaping how our solutions are understood, evaluated, and positioned in complex buying cycles, the team plays a central role in driving growth, competitive differentiation, and long‑term customer success. The Solution Selling team also acts as the bridge between Sales, Product, and customers, ensuring our SaaS solutions are positioned effectively and aligned to customer needs.

A brief overview

As the Head of Solution Selling, you will establish and lead a new strategic function responsible for elevating how Comply365 positions, demonstrates, and delivers its SaaS portfolio across the aviation industry and adjacent markets. You will build the team from the ground up—defining its charter, structure, standards, and operating model—while ensuring Solution Consultants are equipped to support complex enterprise sales cycles. Your leadership will shape how customers understand the value of Comply365’s products and integrated portfolio, driving a more consultative, outcomes‑oriented approach to customer engagement.

In this role, you will serve as the bridge between Sales, Product, Marketing, and Customer Success, ensuring alignment on go‑to‑market strategy, solution positioning, and competitive differentiation. You will guide the team in discovery, solution design, and value articulation; lead involvement in high‑stakes deals; and develop scalable tools, playbooks, and methodologies. Your insights into customer needs, market dynamics, and competitive trends will influence the product roadmap, while your commitment to operational excellence and team development will ensure the Solution Selling function becomes a high‑performing, globally scalable capability within the organization.

Key Responsibilities

• Build and lead the Solution Selling function: You will establish a new Solution Selling organization from the ground up—defining its goals, structure, processes, and standards. This includes hiring and developing a technically strong, customer‑centric team of Solution Consultants capable of supporting complex software products and portfolio sales, with primary focus on aviation‑industry enterprise sales.

• Shape solution sales strategy and GTM alignment: You will define how Solution Consultants support each step of the sales cycle and across different customer segments and industries, and work closely with Sales, Product, and Marketing to ensure a unified go‑to‑market approach. Your role includes developing scalable frameworks, templates and standards for functional qualification, solution positioning, RFP responses, and value‑based selling for Comply365 SaaS solutions.

• Drive technical discovery and solution design: Oversee high‑quality technical and solution discovery, ensuring your team deeply understands customer operational challenges—by industry and market segment—and can translate those into tailored, scalable solution architectures. You will guide the design of compelling demos, trial runs, product walkthroughs, and proof‑of‑concepts that demonstrate measurable operational and business value, for the products and the overall portfolio, with particular focus on portfolio value proposition.

• Lead solution selling engagement on strategic deals: Directly support high‑value or complex sales opportunities, acting as the senior solution counterpart for customer executives. You will represent the company’s solution capabilities with authority and help navigate technical evaluations, integrations, and stakeholder alignment within customer organizations.

• Develop tools, playbooks, and repeatable methods: Create standardized discovery templates, demo flows, technical proposal structures, and PoC methodologies that enable the team to operate consistently and efficiently. Building scalable processes will be key to supporting a global aviation customer base.

• Lead market and competitor assessment: Actively participate in relevant industry events, monitor industry trends and evolving software competitors, maintain up‑to‑date competitive battle cards, and equip the sales organization with clear differentiation strategies rooted in product and operational insights.

• Influence product strategy with customer & competitive insights: Consolidate feedback from aviation, defence, rail and other industries customers to help shape the product roadmap. By identifying gaps and emerging needs, you will ensure the product organization receives clear, actionable insights grounded in real‑world customer expectations.

• Enable internal teams and partners: Provide ongoing product enablement to Sales, Customer Success, business development leads, and channel partners—helping them understand product capabilities, positioning, and integration scenarios common in the aviation ecosystem. You will support the creation of internal knowledge bases, training sessions, and sales materials.

• Ensure operational excellence, scalability, and team development: Build a scalable operating model for the Solution Selling function—establishing clear processes, KPIs, and resource plans—while actively developing team capabilities through coaching, skills enablement, and structured growth pathways to support long‑term organizational performance.

What we’re looking for

We’re looking for a strategic, commercially minded leader with a deep understanding of aviation industry operations and enterprise SaaS selling and the ability to build a high‑performing Solution Selling function from the ground up. You bring a strong blend of technical aptitude, business acumen, consultative selling skills, and team leadership experience—ideally within aviation, airline, transportation, or other operationally complex industries. You excel at shaping solution strategy, guiding customers through complex evaluations, influencing product direction, and enabling cross‑functional teams. Most importantly, you are passionate about helping customers realize measurable value through well‑designed, well‑positioned software solutions.

Essential Skills and Qualifications

• 10+ years of experience in Solution Consulting, Sales Engineering, Solution Selling, Product Marketing, or similar roles within B2B SaaS.
• 5+ years of leadership experience, including building or scaling a pre‑sales/solution‑focused team.
• Strong enterprise sales cycle expertise, including discovery, solution design, demos, PoCs/trials, RFP responses, and value‑based selling.
• Demonstrated success in complex or regulated industries, ideally aviation, aerospace, defense, transportation, logistics, or similar environments.
• Ability to translate customer operational needs into tailored solution architectures and compelling value propositions.
• Excellent communication and executive‑level presentation skills, with the ability to influence both technical and business stakeholders.
• Experience driving competitive differentiation and producing battle cards, positioning frameworks, and solution narratives.
• Strong cross‑functional collaboration skills, particularly with Sales, Product, Marketing, and Customer Success.
• Proven capability in building scalable processes, playbooks, and operating models for technical or solution‑selling teams.
• Analytical mindset, able to derive insights from customer, market, and competitive data to inform strategy and roadmap priorities.
• Willingness to travel for customer meetings, team leadership, and industry events.

Why come aboard?

We can't promise you a bar in far Bombay, but we have a range of benefits including private medical insurance, 27 days holiday rising with length of service, buy/sell up to 3 days holiday, work‑life balance, and many more! For more information on our full range of benefits, please visit our website. comply365_benefits_uk.pdf