About the Role
We are looking for a commercially driven and strategically minded Directot of Sales to lead and scale our sales function. This is a senior leadership role responsible for driving revenue growth, building a high-performance sales team, and deepening relationships with enterprise and mid-market clients. The ideal candidate brings a strong track record in IT consulting or professional services sales, with the gravitas to engage C-suite stakeholders and the operational discipline to build repeatable sales processes.
Key Responsibilities
Revenue Growth & Strategy
Own and deliver against annual revenue targets across new business and account expansion
Define and execute the go-to-market sales strategy in alignment with the company's growth objectives
Identify new market opportunities, verticals, and service lines to pursue
Maintain a healthy, accurately forecasted pipeline and report on it regularly to the executive team
Team Leadership
Lead, mentor, and grow a team of account executives, business development managers, and sales staff
Set clear performance expectations, conduct regular coaching sessions, and manage performance constructively
Build a culture of accountability, continuous learning, and client-centricity within the sales team
Client Relationships
Serve as an executive sponsor for key accounts and strategic prospects
Build and maintain strong relationships with decision-makers and influencers at the CIO, CTO, and CFO level
Represent the company at industry events, conferences, and client meetings
Sales Operations & Process
Design and optimise end-to-end sales processes, from lead generation through to contract closure
Work closely with marketing to align on campaigns, lead quality, and pipeline contribution
Implement and enforce CRM discipline (pipeline hygiene, opportunity tracking, activity logging)
Develop pricing strategies, proposal templates, and commercial frameworks for different service offerings
Cross-functional Collaboration
Partner with the delivery, technical pre-sales, and solutions architecture teams to craft compelling proposals and SOWs
Collaborate with finance on deal structuring, commercial terms, and revenue recognition
Feed client and market insights back into service development and product strategy
Requirements
Experience
15+ years of progressive B2B sales experience, with at least 5 years in a senior sales leadership role
Demonstrated success selling IT consulting, managed services, systems integration, or professional services
Proven track record of consistently meeting or exceeding revenue targets in a complex sales environment
Experience managing and growing a sales team of 5 or more
Skills & Competencies
Strong command of consultative and value-based selling methodologies (e.g., MEDDIC, Challenger, SPIN, etc)
Excellent executive presence and communication skills — written, verbal, and in presentations
Commercial acumen: ability to structure deals, negotiate contracts, and understand P&L implications
Analytical mindset with proficiency in CRM tools (Salesforce, HubSpot, or equivalent) and sales reporting
Ability to translate complex technical solutions into clear business value for non-technical buyers
Personal Attributes
A natural leader who inspires and motivates others
Hunter mentality balanced with strong relationship management skills
Highly organised with the ability to manage multiple priorities without losing focus
Integrity-led approach to sales — focused on building long-term client partnerships, not just closing deals
Desirable Qualifications
Bachelor's degree in Business, Technology, or a related field (MBA is an advantage)
Existing network of CIO/CTO-level contacts in relevant industries (e.g., financial services, telecoms, public sector, healthcare)
Familiarity with common IT consulting service areas: cloud transformation, cybersecurity, data & analytics, ERP, digital transformation