Head of Solution Selling; Senior Director or Vice President

Head of Solution Selling (Senior Director / Vice President) Location: Bristol or UK (Hybrid). European locations may be considered.Salary: Competitive, depending on experience Working Hours: Full time The Company Our client is a growing SaaS provider operating within highly regulated and operationally complex industries. Known for its enterprise-grade software portfolio and strong international customer base, the business is expanding its commercial capability and building a new Solution Selling function to strengthen its go-to-market strategy. With a focus on innovation, customer value, and cross-functional collaboration, they are investing heavily in elevating how their solutions are positioned, demonstrated, and delivered across global markets.The Role This newly created leadership role will establish and head up the organisation’s Solution Selling function. You will define the function’s charter, build the team from the ground up, and embed a consultative, value-led approach across complex enterprise sales cycles. Acting as the bridge between Sales, Product, Marketing, and Customer Success, you will lead how solutions are positioned, how demos and technical discovery are delivered, and how measurable customer outcomes are articulated.You will take ownership of solution strategy, technical discovery, competitive differentiation, and involvement in strategic enterprise deals. This is a senior, high-impact role suited to someone who excels in team leadership, enterprise SaaS pre-sales, and guiding customers through complex technical evaluations particularly within aviation, transportation, defence, logistics, or similarly demanding sectors.Key Responsibilities Build and Lead the Solution Selling Function

• Establish a brand-new Solution Selling organisation, including its structure, processes, and operating standards.
• Recruit, develop, and lead a technically strong team of Solution Consultants capable of supporting complex enterprise SaaS sales cycles.

Shape Solution Sales Strategy and Go-to-Market Alignment

• Define how Solution Consultants support each stage of the sales cycle.
• Collaborate closely with Sales, Product, and Marketing to ensure unified positioning and value messaging.
• Create scalable frameworks for functional qualification, demos, RFP responses, and value-based selling.

Drive Technical Discovery and Solution Design

• Oversee high-quality discovery that translates customer operational challenges into tailored solution architectures.
• Guide the development of compelling demos, trials, PoCs, and portfolio-level value propositions that demonstrate measurable impact.

Lead Engagement on Strategic Deals

• Act as the senior technical/solution counterpart on high-value opportunities.
• Support technical evaluations, integrations, and multi-stakeholder alignment within complex customer environments.

Develop Tools, Playbooks and Repeatable Processes

• Build standardised discovery templates, demo flows, proposal structures, and PoC methodologies to support global scalability.

Lead Market and Competitor Assessment

• Monitor industry trends, maintain competitive intelligence, and equip the sales organisation with clear differentiation strategies.

Influence Product Strategy

• Consolidate customer insights from multiple industries to inform product roadmap decisions.
• Identify gaps, emerging needs, and opportunities for portfolio evolution.

Enable Internal Teams and Partners

• Provide ongoing product and solution enablement for Sales, Customer Success, and channel partners.
• Support training, internal documentation, and knowledge-sharing.

Experience and Qualifications Essential

• 10+ years’ experience in Solution Consulting, Sales Engineering, Solution Selling, Product Marketing, or related roles within B2B SaaS.
• 5+ years in a leadership role building, scaling, or managing pre-sales or solution-focused teams.
• Strong experience in complex enterprise sales cycles, including discovery, solution design, demos, PoCs, RFPs, and value-based selling.
• Background in complex or regulated industries ideally aviation, aerospace, defence, transportation, or logistics.
• Ability to translate operational needs into compelling solution architectures and value propositions.
• Excellent communication skills and executive-level presence.
• Strong cross-functional collaboration with Sales, Product, Marketing, and Customer Success.
• Proven ability to build scalable processes, playbooks, and operating models.
• Willingness to travel for customer engagements and industry events.

Remuneration and Benefits

• Competitive salary and senior-level benefits package.
• Hybrid working with flexibility across the UK or Europe.
• Opportunity to build a brand-new strategic function within a global SaaS organisation.
• Clear progression into senior commercial leadership roles.
• Exposure to international markets, enterprise clients, and high-growth industry sectors.

Why This Role? This is a rare opportunity to create and lead an entirely new function within a high-growth SaaS business. You’ll shape how solutions are sold, how value is articulated, and how strategic enterprise customers engage with the product portfolio. For a commercially minded, technically strong leader who thrives on building teams, influencing product strategy, and driving competitive advantage, this role offers exceptional scope, impact, and career trajectory.Job Reference 2294