About the Business
This business is entering a critical phase of growth as it transitions from a founder‑led sales model to a structured, scalable commercial engine. We have strong credibility in our market, with customers who actively advocate for the product and rely on it in real‑world environments. The challenge is not product or demand but capturing the opportunity systematically. This high‑impact leadership role focuses on building the commercial system that will underpin the next stage of growth.
Product & Market
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 and critical decision‑making. Our ICP is highly specific and relationship‑driven, centred around emergency services, aviation and public safety organisations. The UK market has roughly 150 target accounts with ~20 meaningful opportunities per year, driven by precision and expansion rather than volume. Revenue is ~£9 M today, with ample headroom for growth through better execution and structure.
Why Join & Why Now
We’re moving from founder‑led to system‑led sales, preparing for further investment, and shifting from opportunistic growth to predictable scaling. This is a pivotal moment.
Role Overview
As Head of Revenue (actual title: Head of Sales), you will build the commercial engine from the ground up, define how revenue scales, and introduce structure across sales, marketing and customer success. You will operate as a player‑coach, leading key deals while establishing a repeatable GTM model.
Key Responsibilities
* Develop and implement a repeatable sales process.
* Bring structure to pipeline, forecasting and deal execution.
* Identify and drive key expansion opportunities.
* Align GTM functions and reduce reliance on founder‑led sales.
* Build a clear, accountable commercial structure.
Year‑1 Expectations
* 3‑6 months: Bring structure to pipeline, forecast and deal execution; identify and drive expansion opportunities; align GTM functions.
* 6‑12 months: Establish repeatable sales process; deliver predictable revenue performance; reduce founder‑led sales; build accountable commercial structure.
Desired Experience & Qualifications
* 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.
Desired Characteristics
* Builder mentality.
* Brings discipline and accountability.
* Comfortable challenging founders.
* Hands‑on and commercially focused.
* Calm, structured, outcome‑driven.
Salary & Benefits
UK Remote. £100‑130k base, 60/40 OTE.
Reporting
Reporting to COO.
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