ABR Talent l Customer Success Recruitment for Start-up & Scale-up SaaS businesses
Head of Sales
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The Company
An AI-first SaaS scale-up entering one of the most exciting phases of its journey.
Already established within the Enterprise market, the business has built a highly successful partner-led go-to-market strategy across the UK, Europe and North America and is now preparing to accelerate growth following a significant investment round.
A few reasons this opportunity stood out:
- AI-native platform solving complex customer engagement challenges for Enterprise organisations.
- Growing at an exceptional pace with circa 85% year-on-year ARR growth.
- Investment secured to accelerate the next stage of commercial expansion.
- Established international partner ecosystem with significant opportunities for further growth.
- Founder-led environment where decisions are made quickly and ideas become reality.
- Joining at a genuine inflection point as the business targets growth from approximately £1.6M ARR to more than £5M ARR over the next stage of its journey.
The Opportunity
This isn't a role for someone who wants to inherit a mature sales organisation.
It's a role for someone who wants to build one.
Today, the majority of revenue is generated through strategic channel and technology partnerships.
Tomorrow, the ambition is to create one of the most effective commercial engines in the sector.
Initially, you'll lead a growing team of Partner Managers whilst taking full ownership of the company's revenue performance. You'll remain hands-on, working alongside partners, leading strategic opportunities and refining the commercial playbook.
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As the business scales, you'll take responsibility for building the wider sales organisation, expanding both the partner function and future direct sales capability across international markets.
This is a genuine player-coach role where you'll shape strategy whilst remaining close enough to the detail to influence outcomes.
What You'll Be Doing
- Own and deliver against the company's revenue objectives.
- Lead, coach and develop an existing team of Partner Managers.
- Continue evolving a scalable, partner-first commercial strategy.
- Personally lead strategic commercial opportunities alongside key partners.
- Build deeper relationships across technology, channel and strategic alliance partners.
- Own forecasting, pipeline management and commercial reporting.
- Design scalable sales processes, operating rhythms and performance metrics.
- Work closely with Marketing, Product and Customer Success to maximise commercial performance.
- Recruit and build the wider commercial organisation as the business continues to scale.
- Help shape the company's long-term go-to-market strategy alongside the executive team.
What We're Looking For
This is very much a builder rather than a scaler.
We're looking for someone who has successfully helped grow a SaaS business through a partner-led sales motion, understands what good looks like at every stage of growth and enjoys creating commercial functions from the ground up.
You'll likely bring:
- Experience leading commercial growth within a B2B SaaS business.
- A proven track record of helping scale a partner-led organisation from approximately £1M ARR to £5M+ ARR.
- Strong experience across channel, partnerships, alliances or indirect sales.
- Experience hiring, coaching and developing high-performing commercial teams.
- A player-coach mentality with the credibility to lead whilst remaining hands-on.
- Strong commercial judgement around pricing, negotiations and complex deal structures.
- Excellent forecasting discipline and pipeline management.
- The ability to thrive within a fast-moving, founder-led scale-up where pace, adaptability and ownership are essential.
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Experience within AI, CCaaS, Contact Centre technology or adjacent infrastructure software would be advantageous, although we're equally interested in exceptional commercial leaders from similar enterprise SaaS environments.
The Important Bit
This isn't a partnerships role measured by partner logos.
You'll own the revenue number.
You'll carry commercial accountability.
You'll be expected to influence major deals, build strategic partner relationships, coach your team and create the commercial foundations that support the company's next phase of growth.
If you're at your best when building rather than maintaining, and enjoy creating commercial engines that scale, we'd love to tell you more.
Package
- Up to £120,000 basic salary
- £200,000 OTE
- Meaningful equity opportunity
- Uncapped commission accelerators
- 4.5 day work-week
- Remote-first with international travel to partners and customers
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