Imperial
Head of Sales
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Job Summary
The Head of Sales is a senior leadership role responsible for driving revenue growth, building high-performing sales teams, and owning the end-to-end sales strategy within the software parking industry. A critical requirement of this position is the ability to engage, influence, and close at C-suite level. The ideal candidate will be supremely confident navigating executive conversations, building board-level relationships, and positioning our solutions as strategic imperatives to senior business leaders. This role demands a compelling mix of commercial leadership, consultative selling expertise, and the executive presence to win in complex, high-value enterprise deals.
Job Description
Key Responsibilities
Business Development
- Define and execute a comprehensive sales strategy to drive market share growth and exceed revenue targets
- Identify, pursue, and convert enterprise-level opportunities, with a particular focus on engaging C-suite decision-makers
- Lead high-stakes negotiations and close complex, multi-stakeholder deals at executive level with confidence and authority
Client Management
- Build and maintain strategic relationships with key accounts, operating comfortably at board and C-suite level to ensure long-term partnership and growth
- Understand client business challenges at an executive level and position solutions as strategic enablers, not just products
- Oversee key accounts to ensure delivery excellence, client satisfaction, and opportunities for upsell and expansion
- Act as an executive sponsor for strategic accounts, ensuring any issues are escalated and resolved swiftly to protect and grow the relationship
Financial Management
- Prepare and oversee budgets for business development activities
- Monitor financial performance and report on key metrics
- Ensure profitable growth and manage costs efficiently
- Develop and present compelling commercial proposals and pricing strategies tailored to C-suite audiences and enterprise procurement processes
Team Leadership
- Lead, inspire, and scale a high-performing sales team, instilling a culture of ambition, accountability, and consultative selling at every level
- Set performance targets and monitor progress
- Facilitate objective Win/Loss Analysis of deals
- Coach the team in executive-level selling techniques, including how to engage, challenge, and influence C-suite buyers effectively
- Foster a collaborative and productive work environment
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Product Management
- Identify market opportunities by conducting market research and ongoing customer visits
- Conduct competitive analysis and develop a strong understanding of stakeholders, to understand buying criteria and value drivers, to facilitate quality product decisions
- Analyze and keep abreast of trends in technology and your market
- Act as product evangelist both internally and externally
- Collaborate with the product team to define project scope, objectives, and deliverables
- Ensure products meet high-quality standards and customer expectations
- Develop and manage product roadmaps and timelines
- Any other duties assigned by your line manager
Experience
- Proven experience in a senior sales or commercial leadership role
- Demonstrable and consistent track record of selling into C-suite stakeholders (CEO, CFO, COO level), including owning those relationships and closing high-value deals
- Experience in the parking industry or with software solutions is desirable
Skills
- Exceptional communication, presentation, and negotiation skills with proven ability to influence and persuade at board and C-suite level
- Strong analytical and problem-solving abilities
- Ability to work under pressure and meet tight deadlines
- Proficiency in CRM software and Microsoft Office Suite
- Strong financial acumen and budgeting skills
- Leadership and team management skills
Personal Attributes
- Highly commercially driven with a relentless focus on revenue growth and a genuine hunger to win enterprise-level business
- Innovative and capable of thinking creatively
- Highly organized and detail-oriented
- Adaptable and able to thrive in a fast-paced environment
Working Conditions
- Travel will be required to meet clients and attend industry events
- Competitive salary and benefits package
- Opportunities for career advancement and professional development
Conclusion
The Head of Sales role within the software parking industry is a pivotal leadership position that combines strategic vision, executive-level salesmanship, and team leadership. We are looking for a confident, credible, and commercially exceptional individual who thrives on winning complex deals at the highest levels of an organisation — someone who can represent our business at the boardroom table and bring others along on the journey.
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Worker Type
Regular
Number of Openings Available
1
About Imperial
Imperial is the UK's largest and most experienced provider of parking, environmental and traffic management systems. With over thirty years' experience, Imperial provides fully-integrated business processing and IT solutions to public authorities, universities, hospitals and private enforcement contractors right across the country. With award-winning services, utilisation of proven, yet leading-edge, technology, Imperial now has the UK’s largest client portfolio in civil enforcement.
We bring an unrivalled combination of sector insight, technology skills and the experience of a number of successful service partnerships; undoubtedly providing the capacity, experience and expertise needed to deliver integrated enforcement solutions.
Being part of the Imperial Business Systems Group continues to mean that all clients benefit from a stable and successful resource dedicated to the development and application of enforcement technology. The company’s established team of system engineers has pioneered recent advances in parking enforcement technology as a direct result of its close client and e-Government partnerships and its progressive User Group. These ongoing developments are supported by stringent management disciplines, a full range of application support services and an overriding commitment to meet the evolving priorities and operational requirements of each client, as well as periodic changes in traffic management legislation.
The software allows for easy integration with third-party products, technologies and interfaces to support the Government’s joined-up approach.
Equal Opportunity Employer
Imperial is an equal opportunity employer, we recruit, hire, train, promote and provide all other privileges of employment to qualified people without regard to age, race, creed, national origin, gender, gender identity, gender expression, disability, marital status, citizenship status, ethnicity, familial status, religion, sexual orientation or any other classification for which discrimination is prohibited.
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