Sales Director: behavioural analytics for leading retailers: Exclusive and Retained

Sales Director – Senior Leadership Role

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

Reporting to: COO (Leadership Team)

I'm 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.

The Opportunity

My client is looking for a Sales Director to join their 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.

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

Why This Opportunity? This is a true senior leadership role with direct influence on the company's growth trajectory. You'll shape commercial strategy, impact product direction, and play a pivotal role in scaling a high-potential analytics business from early-stage to structured scale-up. Ideal for someone excited by building revenue engines, entering new markets, and driving meaningful commercial transformation.