Sales Director – Senior Leadership Role
Location: Milton Keynes / London – Hybrid (with travel to client sites)
Reporting to: COO (Leadership Team)
I'm working with an exciting, high-potential client in the real-world analytics space. They deliver cutting-edge computer vision, sensor, and AI-powered solutions that provide accurate footfall, passer-by, behavioural, and conversion analytics to major retailers and transport operators. This enables their enterprise and mid-market clients to optimise staffing, conversion rates, estate performance, and more — typically through meaningful recurring revenue subscriptions in a consultative, solution-led environment.
The Opportunity
My client is looking for a Sales Director to join their senior leadership team and drive the next phase of commercial scaling. You'll work closely with the Client Success Director and Product Director in a strategic + hands-on leadership position. Your focus: transition from founder-led sales to a scalable, structured revenue engine — defining and executing the go-to-market strategy, building the sales team, generating a high-quality new business pipeline, and delivering sustained revenue growth.
Key Responsibilities Sales Strategy & Revenue Leadership
* Define and execute a scalable sales strategy aligned with company goals
* Shift from founder-led to repeatable, team-based sales motion
* Set ambitious (but realistic) revenue targets and create structured plans to hit them
* Identify new verticals, market opportunities, and customer segments
* Establish and track KPIs for sales performance and commercial effectiveness
* Deliver regular performance reporting, forecasting, and insights to the executive team
Pipeline Development & Deal Execution
* Build and maintain a robust, qualified pipeline
* Generate leads via inbound tools, prospecting platforms, and proactive outbound outreach
* Personally open doors with high-value prospects and lead complex, multi-stakeholder deal cycles
* Own the full sales process in HubSpot (or similar), maintaining strong data integrity and discipline
* Close mid-market and enterprise subscription agreements
Market & Competitive Intelligence
* Track competitor offerings, positioning, and pricing
* Monitor industry trends and evolving customer requirements
* Translate insights into sharp sales messaging and positioning
Cross-Functional Collaboration
* Partner with Product to feed prospect feedback and market trends into the roadmap
* Align tightly with Marketing to optimise lead gen and conversion funnels
* Cultivate strong relationships with key customers and strategic partners
Performance & Analytics
* Analyse sales data and market signals to uncover growth opportunities and optimisation areas
* Evolve from reactive to forecast-driven revenue management
* Produce board-level revenue reporting
Experience & Profile – Essential
* Proven success in B2B software / solution sales, especially subscription/SaaS models
* Consultative sales experience with complex buying processes
* Strong track record of building pipeline through direct outreach and proactive prospecting
* History of closing deals with large SMEs and enterprise accounts
* Experience setting sales strategy and consistently delivering against revenue targets
* Disciplined CRM usage — ideally HubSpot — for pipeline management and forecasting
* Analytical mindset with ability to interpret data and market signals
Desirable
* Background selling into national/international retailers and/or public/transport sectors (including tenders)
* Experience building or scaling a sales function in a growth-stage company
Personal Attributes
* Proven ability to transition founder-led sales into a structured team model
* Entrepreneurial builder mindset (vs. pure corporate operator)
* Executive presence and strong stakeholder management
* Resilient, comfortable with ambiguity, performance-driven, and highly self-directed
* Clear communicator with excellent negotiation skills
Why This Opportunity? This is a true senior leadership role with direct influence on the company's growth trajectory. You'll shape commercial strategy, impact product direction, and play a pivotal role in scaling a high-potential analytics business from early-stage to structured scale-up. Ideal for someone excited by building revenue engines, entering new markets, and driving meaningful commercial transformation.