Head of Sales - UK Remote - £100-130k base, 60/40 OTE - B2G

Are you a builder, loves to own revenue from end to end, still hands on, and strong at taking a solid foundation, great product and customer advocacy, and scale it in to a repeatable sales engine? This could be for you.

B2G / Police, Emergency Services, Aviation | Mission-Critical Technology | UK Remote | Player-Coach Builder Role | Scaling £9M to £20M+

About This Opportunity:

• This business is entering a critical phase of growth as it transitions from a founder-led sales model to a structured, scalable commercial engine.
• It has moved beyond early success, but is not yet operating with a repeatable GTM model, and that’s the core mandate of this hire.
• Importantly, the challenge is not product or demand. The business has strong credibility in its market, with customers who actively advocate for the product and rely on it in real-world environments. The opportunity is already there, it just hasn’t been systematically captured.
• This is a high-impact leadership role focused on building the commercial system that will underpin the next stage of growth.
• You’ll operate as a player-coach, leading key deals while introducing structure, discipline, and clarity into an evolving commercial model.

About The Business:

• The ICP is highly specific and relationship-driven, centred around emergency services, aviation, and public safety organisations.
• Finite market in the UK to start with (~150 target accounts)
• ~20 meaningful opportunities per year
• Growth driven by precision and expansion, not volume
• Future further expansion in to Europe and the US.
• This creates a unique environment:
• Every account matters
• Every relationship compounds
• Expansion within existing customers is a major lever
• Revenue is ~£9M today, with clear headroom for growth through better execution and structure.

What We Do and Why It Matters:

• The product supports professionals operating in high-stakes, real-world environments where failure isn’t an option.
• It enables:
• Real-time situational awareness
• Operational coordination
• Critical decision-making
• This is a mission-critical system, not just a commercial tool.
• As a result:
• Sales cycles are complex and multi-stakeholder
• Trust and credibility are everything
• Product confidence directly impacts growth

Why Join & Why Now:

This is a pivotal moment:

• Moving from founder-led to system-led sales
• Preparing for further investment
• Shifting from opportunistic growth to predictable scaling

You’ll:

• Build the commercial engine from the ground up
• Define how revenue scales
• Work closely with founders
• Introduce structure across sales, marketing, and CS

This is a rare opportunity to step into a business where:

• The product is proven
• The market is defined
• The growth is there, just not fully captured yet

Year 1 Expectations (What Success Looks Like):

3–6 months:

• Bring structure to pipeline, forecasting, and deal execution
• Identify and drive key expansion opportunities
• Align GTM functions

6–12 months:

• Establish a repeatable sales process
• Deliver predictable revenue performance
• Reduce reliance on founder-led sales
• Build a clear, accountable commercial structure

Fundamental Experience You'll Bring To The Team:

• Experience building or evolving a sales function (not just scaling one)
• Background in enterprise / public sector sales
• Comfortable operating in ambiguity
• Strong player-coach mindset

Characteristics That Describe You Well:

• Builder mentality
• Brings discipline and accountability
• Comfortable challenging founders
• Hands-on and commercially focused
• Calm, structured, and outcome-driven

Key Info:

• Head of Sales (actual title: Head of Revenue)
• UK Remote
• £100-130k base, 60/40 OTE
• Player-coach role
• Reporting to COO

If you want to take on a high-impact role building a revenue engine in a clearly defined, mission-critical market, where execution quality matters more than volume, feel free to reach out.