Sales Director

Robert Half are assisting a market leading SaaS organisation to recruit a Sales Director - Remote working - UK based

Role

Go-to-Market Strategy & Growth

• The Sales Director will define and execute the business's go-to-market strategy.
• Identify the highest-value customer segments, markets and commercial opportunities.
• Determine the right balance between direct sales, digital acquisition and partnerships.
• Develop a repeatable and scalable sales process.
• Establish clear sales targets, pipeline expectations and commercial KPIs.
• Move the business beyond predominantly online-led customer acquisition.
• Test, learn and refine the commercial model based on market feedback.
• Personally drive important commercial opportunities while building the capability to scale

Sales & Business Development

• Own revenue generation, pipeline and forecast performance.
• Work closely with the existing salesperson and develop the wider sales capability as required.
• Drive new customer acquisition and growth of key accounts.
• Develop relationships with senior customers and decision-makers.
• Build a consistent sales methodology and process.
• Maintain qualified pipeline coverage and strong forecast accuracy.
• Ensure commercial activity is accurately maintained in Zoho CRM.
• Know the numbers in detail and act early when performance is off plan.

Partnerships

A key opportunity for the business is developing a stronger partner-led route to market.

You will:

• Identify and develop strategic, channel and commercial partnerships.
• Build relationships with organisations that can introduce the business to new customers and markets.
• Develop the commercial proposition and processes required to support partners.
• Establish a scalable partner model rather than relying on one-off relationships.
• Determine where partnerships can complement the direct sales strategy.

Customer & Account Growth

• Retain and grow the existing customer base.
• Develop key customer relationships.
• Identify expansion and cross-sell opportunities.
• Understand customer needs and use these insights to improve the commercial proposition.
• Manage significant customer issues and escalations where required.
• Use customer feedback to inform pricing, product and go-to-market decisions.

Team & Business Building

• Get the best from the existing lean team.
• Build the organisation required as the business grows.
• Recruit selectively against clear commercial priorities and business cases.
• Develop a high-performance, entrepreneurial culture.
• Establish the sales, marketing, partnership and operational infrastructure required for scale.
• Use Group resources where appropriate rather than unnecessarily replicating capability locally.

P&L & Commercial Ownership

You will have genuine ownership of the business's P&L and commercial performance.

This includes:

• Managing performance against the agreed annual plan.
• Developing and managing budgets and forecasts.
• Managing revenue, margin, costs and cash performance.
• Developing pricing and managing discounting within agreed parameters.
• Managing receivables and working capital.
• Identifying and addressing performance variances early.

Profile

• The Sales Director will have experience working in a SaaS, technology or digitally enabled business.
• Strong understanding of go-to-market strategy and sales-led growth.
• Experience building or improving a sales process and route to market.
• Experience leading and developing a sales or commercial team.
• Strong business development and customer acquisition experience.
• Experience developing partnerships or indirect routes to market.
• Understanding of SaaS pricing, customer economics and recurring revenue models.
• Experience working closely with product and technology teams.
• Commercial and financial understanding, ideally including P&L responsibility or meaningful commercial ownership.
• A track record of taking a business, product or commercial function to its next stage of growth.
• The ability and willingness to remain hands-on rather than simply managing through others.
• The confidence to operate independently and make decisions without being micromanaged.

Company

• Rapidly growing Saas business
• Remote workig - UK based

Salary & Benefits

The salary range/rates of pay is dependent upon your experience, qualifications or training.

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