Sales Director, & Senior Sales Manager (Behavioural Analytics for Leading Retailers)

Contego – Global Talent Solutions is working with an exciting, high-potential client in the real-world analytics space. They deliver cutting-edge computer vision, sensor, and AI-powered solutions that provide accurate footfall, passer-by, behavioural, and conversion analytics to major retailers and transport operators. This enables their enterprise and mid-market clients to optimise staffing, conversion rates, estate performance, and more — typically through meaningful recurring revenue subscriptions in a consultative, solution-led environment.

About the Sales Director role

We are looking for a Sales Director to join the senior leadership team and drive the next phase of commercial scaling. You'll work closely with the Client Success Director and Product Director in a strategic + hands-on leadership position. Your focus: transition from founder-led sales to a scalable, structured revenue engine — defining and executing the go-to-market strategy, building the sales team, generating a high-quality new business pipeline, and delivering sustained revenue growth.

Location: Milton Keynes / London – Hybrid (with travel to client sites)

Reporting to: COO (Leadership Team)

Key Responsibilities:

Sales Strategy & Revenue Leadership

• Define and execute a scalable sales strategy aligned with company goals
• Shift from founder-led to repeatable, team-based sales motion
• Set ambitious (but realistic) revenue targets and create structured plans to hit them
• Identify new verticals, market opportunities, and customer segments
• Establish and track KPIs for sales performance and commercial effectiveness
• Deliver regular performance reporting, forecasting, and insights to the executive team

Pipeline Development & Deal Execution

• Build and maintain a robust, qualified pipeline
• Generate leads via inbound tools, prospecting platforms, and proactive outbound outreach
• Personally open doors with high-value prospects and lead complex, multi-stakeholder deal cycles
• Own the full sales process in HubSpot (or similar), maintaining strong data integrity and discipline
• Close mid-market and enterprise subscription agreements

Market & Competitive Intelligence

• Track competitor offerings, positioning, and pricing
• Monitor industry trends and evolving customer requirements
• Translate insights into sharp sales messaging and positioning

Cross-Functional Collaboration

• Partner with Product to feed prospect feedback and market trends into the roadmap
• Align tightly with Marketing to optimise lead gen and conversion funnels
• Cultivate strong relationships with key customers and strategic partners

Performance & Analytics

• Analyse sales data and market signals to uncover growth opportunities and optimisation areas
• Evolve from reactive to forecast-driven revenue management
• Produce board-level revenue reporting

Experience & Profile – Essential

• Proven success in B2B software/solution sales, especially subscription/SaaS models
• Consultative sales experience with complex buying processes
• Strong track record of building pipeline through direct outreach and proactive prospecting
• History of closing deals with large SMEs and enterprise accounts
• Experience setting sales strategy and consistently delivering against revenue targets
• Disciplined CRM usage — ideally HubSpot — for pipeline management and forecasting
• Analytical mindset with ability to interpret data and market signals

Desirable

• Background selling into national/international retailers and/or public/transport sectors (including tenders)
• Experience building or scaling a sales function in a growth-stage company

Personal Attributes

• Proven ability to transition founder-led sales into a structured team model
• Entrepreneurial builder mindset (vs. pure corporate operator)
• Executive presence and strong stakeholder management
• Resilient, comfortable with ambiguity, performance-driven, and highly self-directed
• Clear communicator with excellent negotiation skills

About the Senior Sales Manager role

We're also seeking a Senior Sales Manager to join the senior leadership team. Working alongside the Client Success Director and Product Director, you will scale up revenue generation at the company. This is a senior, hands-on new business role focused on generating, managing, and closing high-value opportunities. You will play a key role in shaping our go-to-market approach while personally driving revenue growth.

Location: [Milton Keynes / London - Hybrid Remote with regular travel]

Reporting to: Client Success Director

Key Responsibilities:

New Business Development & Revenue Growth

• Own and deliver against an individual revenue target.
• Build, manage, and convert a high-quality pipeline of mid-market and enterprise opportunities.
• Identify and engage senior stakeholders within target retailers and transport operators.
• Lead complex, consultative sales cycles from discovery through to close.
• Negotiate and close subscription-based agreements.

Strategic Prospecting & Market Expansion

• Proactively identify new verticals, accounts, and partnership opportunities.
• Generate opportunities via outbound outreach, networking, events, and inbound follow-up.
• Open doors with senior decision-makers (Operations, Retail, Commercial, Estates).

Sales Process & Forecasting

• Manage the full sales cycle within HubSpot with strong CRM discipline.
• Maintain accurate forecasting and clear visibility of pipeline health.
• Contribute to refining sales messaging, positioning, and playbooks.

Cross-Functional Collaboration

• Work closely with Client Success and Project Management to ensure smooth onboarding and expansion opportunities.
• Provide structured market feedback to Product and Marketing.
• Collaborate on case studies, proposals, and tender responses.

Experience & Profile:

Essential

• Demonstrated success in B2B software and solution sales.
• Experience selling subscription-based solutions within a consultative sales framework.
• Proven ability to generate pipeline through direct outreach and proactive prospecting.
• Track record of closing deals with large SMEs and enterprise customers.
• Experience setting sales strategy and delivering against defined revenue targets.
• Strong CRM discipline, with experience managing pipeline and reporting in HubSpot (or comparable platforms).
• Analytical mindset with the ability to interpret sales data and market signals.
• Proven ability to independently source and close new logo opportunities.
• Strong commercial acumen and deal negotiation capability.

Desirable

• Experience selling into national and international retailers, and/or responding to tenders, particularly in the public and transport sectors.
• Experience navigating multi-stakeholder enterprise buying groups.
• Experience selling data, analytics, SaaS, or technology-enabled services.

Personal Attributes

• Comfortable operating in a scale-up environment with evolving structure and high accountability.
• Comfortable engaging senior stakeholders (C-suite, Directors).
• Resilient, comfortable with ambiguity, performance-oriented, and highly self-directed.
• Clear communicator with strong negotiation capability.

Why Join the Team?

You will play a central role in expanding our client’s footprint across retail and transport sectors, helping shape our commercial motion while directly influencing revenue growth. This role offers progression into a commercial leadership position as the sales function scales. If you are motivated by growing a business from start-up to scale-up, building revenue engines, and opening new markets, we welcome your application.