Job Description
Below is a refined job description formatted to meet quality and structure standards.
Overview
* A chance to join a scaling business with an opportunity to shape the sales team
* An opportunity to work with a business who work very closely with Microsoft
About Our Client
My client is a Microsoft-focused digital transformation specialist on a mission to help organisations maximise the value of their data and accelerate AI adoption. Our USP combines a proven platform with expert services across data platform migration & modernisation, Microsoft 365 governance & optimisation, and AI-readiness / Agentic AI solutions.
The Job Description
* Build/enable a specialised team structure, including distinct Hunter (new logo) and Farmer (expansion/retention) roles, and a high-performance SDR function that can crack open accounts using human-centric outreach, not just automated spam.
* Lead live sales engagements-pitch, negotiate, and win at the front line.
* Personally close complex, high-value Data & AI deals in the Legal, Finance, and Pharma sectors.
* Implement and enforce rigorous qualification frameworks (SPICED/MEDDPIC) for every opportunity to ensure pipeline reality. Eliminate "happy ears" by focusing on customer buying verbs.
* Drive evidence-based forecasting, pipeline creation, and coverage with complete accountability.
* Manage Senior BDMs, BDMs, and SDRs, fostering a culture of ambition, discipline, and continuous improvement.
* Align tightly with Microsoft ecosystem partners and execute against our ideal customer profile (ICP).
* Strengthen commercial governance and collaborate cross-functionally with Marketing, Product, Delivery, Finance, and Customer Success.
The Successful Applicant
* Proven track record as a player-coach-personally driving enterprise sales and leading teams to over-achievement.
* Demonstrated experience of leading B2B sales within the Microsoft ecosystem, with expertise in selling SaaS solutions and/or Data & AI managed services
* Ability to accurately forecast in a high-growth SaaS environment, distinguishing clearly between commitment and upside.
* Demonstrated success with evidence-based forecasting and rigorous qualification (e.g., SPICED/MEDDPIC frameworks).
* Good understanding of the Enterprise Content Management domain and AI technologies.
* Expertise in building and enabling specialised sales teams-Hunters, Farmers, SDRs-with a focus on high-quality, C-level engagement.
* Deep understanding of platform + services commercial models in a high-growth environment.
What\'s on Offer
* £90,000 - £110,000 - (Maybe some flex for the right person.)
* Double OTE
* Growth Shares
* Private Medical
* Free Parking
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