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Opening for a Head of Business Development and Sales - United Kingdom
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About the Opportunity
Hop Software is a growing hospitality technology business built around a simple principle: technology should make running a hotel easier. Our cloud-based Property Management System (PMS) supports independent hotels, boutique properties, hospitality groups and other accommodation businesses. The platform brings together the technology hotels need to manage reservations, distribution, guests, payments, revenue and day-to-day operations.
Having grown in the UK and internationally, including through our South African operation, we are now looking for a Head of Business Development & Sales to help lead the next stage of Hop’s commercial growth.
This is a pivotal role within the business. You will own the development and execution of our B2B sales strategy, drive new customer acquisition and recurring revenue, develop new markets and routes to market, and build strategically important partnerships.
We are looking for a commercially ambitious, credible and hands-on leader who can combine strategic thinking with exceptional sales execution. Someone who understands the numbers but never loses sight of the customer behind them. Someone who can work with the Board on growth strategy in the morning and be leading a prospect demonstration or negotiating a deal in the afternoon.
Most importantly, you will understand that sustainable growth comes from solving genuine customer problems, creating measurable value and building trusted commercial relationships.
The Role
As Head of Business Development & Sales, you will take ownership of Hop’s commercial growth across B2B sales and business development.
You will build and maintain a high-quality sales pipeline, personally originate and convert opportunities, develop new markets and channels, and create a disciplined, measurable approach to commercial performance.
This is a hands-on leadership role. You will personally prospect, open doors, lead discovery conversations and product demonstrations, develop proposals, negotiate commercial terms and close business. At the same time, you will help shape the wider sales strategy, proposition and commercial model.
Working closely with the Board and colleagues across marketing, onboarding, customer success, product and technology, you will ensure that commercial activity is focused, measurable and connected throughout the customer journey.
Key Responsibilities
Business Development & Sales
- Own and execute Hop’s B2B business development and sales strategy.
- Deliver sustainable growth in recurring revenue and new customer acquisition.
- Personally identify, engage and develop prospective customers across independent hotels, hotel groups, pubs with rooms and other relevant hospitality sectors.
- Build trusted relationships with senior decision-makers and understand their operational and commercial challenges.
- Lead discovery meetings, product demonstrations, proposals and commercial negotiations.
- Maintain momentum across the sales process, with clear next steps, ownership and accountability at every stage.
- Develop a repeatable approach to prospecting, qualification, conversion and closing.
- Identify opportunities to grow existing customer accounts where appropriate.
Pipeline, Performance & Commercial Growth
- Establish clear sales targets, KPIs and reporting that give the Board an accurate view of pipeline health, forecast revenue, conversion and commercial risk.
- Define and continually refine Hop’s ideal customer profile, value proposition and sales proposition.
- Develop a strong understanding of the economics of the business and actively monitor key SaaS metrics including recurring revenue, retention, churn, acquisition cost, customer lifetime value and account growth.
- Use data, customer conversations and market insight to understand what is driving performance and where the sales approach can improve.
- Identify new customer segments, routes to market, channel opportunities and geographic markets aligned with Hop’s strategy.
- Balance new-business growth with customer fit, long-term value and sustainable profitability.
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Customers & Market Development
- Develop a deep understanding of the operational challenges facing independent hoteliers and hospitality operators.
- Keep the customer at the centre of the sales process, ensuring that Hop’s proposition is grounded in genuine operational and commercial value rather than technology for its own sake.
- Ensure sales, marketing, onboarding and customer success operate as one connected customer journey.
- Create effective feedback loops so customer needs, objections, market insight and competitor intelligence reach the teams that can act on them.
- Recognize that different markets may require different commercial approaches rather than simply replicating an existing model.
- Develop local relationships and routes to market across the UK, South Africa and other markets where appropriate.
- Represent Hop confidently with prospects, customers, industry bodies and at relevant hospitality and technology events.
Partnerships & Industry Relationships
- Develop and maintain senior relationships across the hospitality and hospitality-technology ecosystem.
- Identify partnerships, referral opportunities and commercial alliances that can increase market reach and generate qualified opportunities.
- Build relationships with strategically important partners and actively progress commercial opportunities.
- Understand which integrations and partnerships matter to customers and how they strengthen Hop’s proposition.
- Work with partners to create mutually valuable routes to market.
Product & Technology
- Develop a strong working knowledge of the Hop platform and the operational value it delivers to hoteliers.
- Act as a key link between customers, prospects, commercial activity and the product and development teams.
- Translate customer feedback and market insight into meaningful product opportunities.
- Maintain an informed understanding of developments across hospitality technology, including PMS, distribution, booking engines, revenue management, payments, integrations, automation and AI.
- Work closely with product and technology colleagues to ensure customer requirements, commercial opportunity and operational practicality remain connected.
Board & Commercial Leadership
- Work directly with the Board to shape and execute Hop’s commercial priorities and growth objectives.
- Bring market and customer reality into strategic discussions and challenge constructively where appropriate.
- Take ownership for agreed commercial outcomes and provide clear visibility of progress, risks and opportunities.
- Contribute to decisions around new markets, partnerships, proposition development and commercial investment.
About You
We are looking for someone commercially driven, confident, grounded and highly credible.
You will be comfortable moving between strategic and practical activity: discussing growth strategy with the Board, opening a new prospect conversation, demonstrating the product, negotiating a commercial agreement or developing a strategic partnership.
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You will enjoy being close to the market and close to customers.
You will also have a genuine curiosity about hospitality. Ideally, you will already understand hotel operations and hospitality technology. If you are coming from an adjacent technology or SaaS environment, you will have the credibility, curiosity and commercial instinct to immerse yourself in the sector quickly.
Experience & Capability
You will bring:
- Significant B2B sales and business development experience within technology, SaaS, hospitality or another closely related technology-enabled service business.
- A demonstrable track record of personally generating opportunities and converting them into commercial revenue.
- Experience owning or significantly contributing to revenue growth and new-business acquisition.
- Strong pipeline management, forecasting and commercial reporting skills.
- Confidence engaging senior B2B decision-makers and leading complex commercial conversations.
- Experience delivering product demonstrations and communicating value to different customer audiences.
- Strong negotiation and closing capability, including experience with complex or higher-value opportunities.
- Experience developing new markets, customer segments, partnerships or routes to market.
- Strong commercial and financial judgement, with the ability to interpret sales performance and management information.
- The ability to combine strategic thinking with hands-on execution.
- A customer-first approach and a genuine interest in understanding how businesses operate.
- Experience in hospitality technology, international markets or strategic partnerships would be particularly valuable.
- Knowledge of hotel technology—including PMS, booking engines, channel management, OTAs, revenue management, payments and integrations—would be advantageous.
Technical terminology alone will not make someone successful at Hop. We are looking for someone who understands why the technology matters to the hotelier, can articulate that value clearly, and can turn that understanding into commercial growth.
What Success Looks Like
In this role, success will mean building a stronger and more predictable commercial engine for Hop.
You will have:
- Created a healthy, measurable and well-qualified B2B pipeline.
- Increased new customer acquisition and recurring revenue.
- Developed a clear understanding of Hop’s highest-value customer segments.
- Established effective routes to market and strategic partnerships.
- Improved the consistency of sales forecasting and commercial reporting.
- Strengthened the connection between sales, marketing, onboarding, customer success and product.
- Built trusted relationships across the hospitality technology ecosystem.
- Helped Hop identify and successfully develop new commercial opportunities and markets.
Ultimately, success means creating sustainable commercial growth while ensuring that the customers Hop wins are customers for whom the product delivers genuine, lasting value.
📅 Start: ASAP, preference for candidates who can mobilize quickly 📄 Permanent
Interested? Apply now or send us a message.
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