Head of Sales
Head of Sales
About Orbit a
lOrbital Internet Group is a growing UK connectivity business with a strong regional heritage, a national delivery capability and a clear opportunity to scale. The Orbital brand provides business connectivity, voice and related services to SMEs and multi-site organisations, supported by our own network capability, technical expertise and customer service culture
.The next phase for Orbital is about moving beyond a historically Kent-focused sales model and building a more ambitious, repeatable and scalable B2B growth engine. We are looking for a sales leader who can combine hands-on commercial energy with structured leadership, coaching, disciplined execution and strong cross-functional collaboration .
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Role Purpo
seThe Head of Sales will lead the Orbital B2B commercial engine across new business, business development, channel, account management, customer success and marketing. The role is responsible for driving sustainable revenue growth from new and existing customers, building a clear ICP-led sales strategy, developing a high-performing team, improving commercial discipline and helping Orbital win larger, more strategic, multi-site customers. This is a hands-on leadership role. The successful candidate will be expected to set the strategy, coach the team, improve the sales process, support key deals, strengthen forecasting and build the foundations for the next phase of growt
h.
Key Responsibilit
ies1. Sales Strategy and Gro
wthDevelop and own the Orbital B2B sales strategy, focused on clear ICPs, target sectors and target geographi
es.Build a repeatable approach for winning multi-site SMB and mid-market customers, particularly where customers value responsive service, technical expertise, resilience and flexible connectivity solutio
ns.Help Orbital move beyond its historic Kent focus into selected regional growth markets, such as Essex, Sussex, the Midlands and other areas where the proposition is strong. Translate the company’s growth ambitions into a clear sales plan, including target accounts, pipeline requirements, sales capacity, conversion assumptions and revenue targe
ts.
2. Team Leaders
hip Lead and develop the BDR, BDM, channel, account management, CSM and marketing func
tions.Set clear expectations for each role in the commercial team, including activity, quality, pipeline contribution, customer engagement, retention, upsell and revenue outcomes. Create a strong coaching culture where team members understand what good looks like, receive regular feedback and are supported to improve. Recruit, onboard and develop additional commercial talent as the business sca
les.
3. Sales Process and Commercial Disci
plineBuild a simple but effective sales playbook covering ICP, qualification, discovery, proposal, negotiation, close, onboarding handover and account gr
owth.Improve CRM hygiene, pipeline accuracy, forecast discipline and sales repor
ting.Create a buyer-led sales process that focuses on customer pain, decision process, commercial impact, technical fit, budget, stakeholders and ti
ming.Avoid unnecessary bureaucracy, but ensure the business has enough structure to scale beyond founder-led or relationship-led sel
ling.
4. New Business and Business Devel
opmentLead the new business team to generate and close qualified opportunities across lease lines, managed connectivity, Starlink resilience, voice/3CX and adjacent ser
vices.Develop outbound motions by sector, geography and use
case.Support the team on larger or more complex opportunities, including customer meetings, deal strategy, commercial negotiation and close pla
nning.Ensure the BDR function is tightly aligned to the ICP and is measured on quality of opportunity creation, not just activity v
olume.
5. Channel and Partn
ershipsDevelop the channel strategy for MSPs, resellers and other partners where Orbital can provide connectivity, voice and technical capa
bility.Clarify partner segmentation, partner qualification, commercial terms, engagement cadence and pipeline expect
ations.Ensure channel activity complements, rather than distracts from, the direct sales st
rategy.
6. Account Management and Customer
SuccessLead the account management and CSM teams to protect existing ARR, improve retention, identify upsell opportunities and build deeper relationships with key customers. Create a structured account review process for priority cu
stomers.Identify opportunities to expand existing customers into additional sites, resilience solutions, voice, managed connectivity and related s
ervices.Ensure sales promises are aligned with operational delivery, technical feasibility and customer service expec
tations.
7. Marketing and Demand G
enerationWork with marketing to create targeted campaigns that support the ICP and sales
strategy.Move marketing closer to revenue generation, with clear alignment around target sectors, buyer personas, propositions, campaigns, events, case studies and sales enablement. Build practical sales collateral that helps the team explain Orbital’s value proposition clearly and cons
istently.
8. Cross-Functional
LeadershipWork closely with operations, service delivery, customer journey, finance and technical teams to ensure the commercial strategy is deliverable and p
rofitable.Bring market feedback into product, proposition and pricing
decisions.Help the leadership team make better commercial decisions using clear data, pipeline insight and customer
feedback.
Measures
- of SuccessRevenue growth from new business and existing
- customers.Growth in qualified pipeline aligned to the
- agreed ICP.Improved win rates and average
- deal value.Improved forecast accuracy and CRM
- discipline.Improved retention, upsell and account d
- evelopment.A stronger, clearer and more energised comme
- rcial team.A documented and embedded sale
- s playbook.Marketing activity linked more directly to pipeline creation and revenu
- e outcomes.Stronger collaboration between sales, marketing, customer success, operations and techn
ical teams.
Idea
- l ExperienceProven sales leadership experience in telecoms, connectivity, UCaaS, ISP, MSP, SaaS or technolo
- gy services.Experience selling to SME, mid-market and/or multi-sit
- e customers.Experience leading new business teams and account manag
- ement teams.Strong understanding of consultative selling and buyer-led qu
- alification.Able to build structure without slowing the bu
- siness down.Comfortable in a PE-backed or growth-focused
- environment.Experience improving CRM, forecasting, pipeline management and sa
- les cadence.Ability to coach, challenge and energise a team thr
- ough change.Comfortable being hands-on with customers and deals while also building the team and opera
- ting rhythm.Experience working closely with marketing, customer success and
operations.
Person
- al AttributesCommercially ambitious b
- ut practical.Structured without being
- bureaucratic.High energy a
- nd resilient.Credible with customers and in
- ternal teams.Coaching-led rather than command
- -and-control.Comfortable challenging legacy thinking
- respectfully.Data-led but not sprea
- dsheet-bound.Collaborative, direct
- and low ego.Able to operate at leadership team level while staying close t