Head of Solution Selling (Saas)

Willis Global Ltd; Remote; GBP 125,000 - 150,000; Full time

Job summary

A leading SaaS platform provider in the aviation sector seeks a Head of Solution Selling. This executive role focuses on developing a new sales function while ensuring consultative engagement for customers. Ideal candidates will have over 10 years of B2B SaaS experience, leadership in solution selling, and a strong understanding of aviation operations. The role involves crafting strategies, leading teams, and aligning cross-functional objectives to enhance customer value through innovative solutions.

Qualifications

• 10+ years of experience in B2B SaaS roles.
• 5+ years in leadership with pre-sales or solution-focused teams.
• Proven expertise in enterprise sales cycles and solution design.

Responsibilities

• Build and lead the Solution Selling function.
• Shape solution sales strategy and alignment.
• Drive technical discovery and engagement on deals.

Skills

Solution Consulting

Sales Engineering

Consultative Selling

Team Leadership

Enterprise Sales Cycle

Job description

Our client, a leading SaaS platform provider of Operational Content Management, Safety Management, and Training Management for the Aviation sector is recruiting for an exciting leadership role of Head of Solution Selling.

On Offer

• The opportunity to join a market leading SaaS platform service provider within the Aviation industry in a global leadership position which plays a key role in the companies expansion.
• This is an executive level role and offers a salary package to suit.
• Based remotely and reporting in to the UK head office.

The Company

The company provides a powerful combination of expertise and products underpinned by unified best practices, empowering airlines with the most comprehensive product portfolio to elevate operational excellence, and transform safety management and training, with closer integration of data across these domains.

The Role

As the Head of Solution Selling, you will establish and lead a new strategic function responsible for elevating how the Company 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 the Company’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
• Shape solution sales strategy and GTM alignment
• Drive technical discovery and solution design
• Lead solution selling engagement on strategic deals
• Develop tools, playbooks, and repeatable methods
• Lead market and competitor assessment
• Influence product strategy with customer & competitive insights
• Enable internal teams and partners
• Ensure operational excellence, scalability, and team development

To Be Considered

• You’ll be a strategic, commercially minded leader with a deep understanding of aviation industry operations and enterprise SaaS selling
• Ability to build a high-performing Solution Selling function from the ground up.
• 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 Required

• 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.
• 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.

For full details, please contact Willis Global – a leading Recruitment Consultancy for the Aviation & Aerospace Industry