Director of Sales

Job title : Director of Sales

About the Role

• We are looking for a commercially driven and strategically minded Directot of Sales to lead and scale our sales function. This is a senior leadership role responsible for driving revenue growth, building a high-performance sales team, and deepening relationships with enterprise and mid-market clients. The ideal candidate brings a strong track record in IT consulting or professional services sales, with the gravitas to engage C-suite stakeholders and the operational discipline to build repeatable sales processes.

Key Responsibilities

Revenue Growth & Strategy

• Own and deliver against annual revenue targets across new business and account expansion
• Define and execute the go-to-market sales strategy in alignment with the company's growth objectives
• Identify new market opportunities, verticals, and service lines to pursue
• Maintain a healthy, accurately forecasted pipeline and report on it regularly to the executive team

Team Leadership

• Lead, mentor, and grow a team of account executives, business development managers, and sales staff
• Set clear performance expectations, conduct regular coaching sessions, and manage performance constructively
• Build a culture of accountability, continuous learning, and client-centricity within the sales team

Client Relationships

• Serve as an executive sponsor for key accounts and strategic prospects
• Build and maintain strong relationships with decision-makers and influencers at the CIO, CTO, and CFO level
• Represent the company at industry events, conferences, and client meetings

Sales Operations & Process

• Design and optimise end-to-end sales processes, from lead generation through to contract closure
• Work closely with marketing to align on campaigns, lead quality, and pipeline contribution
• Implement and enforce CRM discipline (pipeline hygiene, opportunity tracking, activity logging)
• Develop pricing strategies, proposal templates, and commercial frameworks for different service offerings

Cross-functional Collaboration

• Partner with the delivery, technical pre-sales, and solutions architecture teams to craft compelling proposals and SOWs
• Collaborate with finance on deal structuring, commercial terms, and revenue recognition
• Feed client and market insights back into service development and product strategy

Requirements

Experience

• 15+ years of progressive B2B sales experience, with at least 5 years in a senior sales leadership role
• Demonstrated success selling IT consulting, managed services, systems integration, or professional services
• Proven track record of consistently meeting or exceeding revenue targets in a complex sales environment
• Experience managing and growing a sales team of 5 or more

Skills & Competencies

• Strong command of consultative and value-based selling methodologies (e.g., MEDDIC, Challenger, SPIN, etc)
• Excellent executive presence and communication skills — written, verbal, and in presentations
• Commercial acumen: ability to structure deals, negotiate contracts, and understand P&L implications
• Analytical mindset with proficiency in CRM tools (Salesforce, HubSpot, or equivalent) and sales reporting
• Ability to translate complex technical solutions into clear business value for non-technical buyers

Personal Attributes

• A natural leader who inspires and motivates others
• Hunter mentality balanced with strong relationship management skills
• Highly organised with the ability to manage multiple priorities without losing focus
• Integrity-led approach to sales — focused on building long-term client partnerships, not just closing deals

Desirable Qualifications

• Bachelor's degree in Business, Technology, or a related field (MBA is an advantage)
• Existing network of CIO/CTO-level contacts in relevant industries (e.g., financial services, telecoms, public sector, healthcare)
• Familiarity with common IT consulting service areas: cloud transformation, cybersecurity, data & analytics, ERP, digital transformation