Group Sales Director IT Services

Salary: £100,000 - 130,000 per year

Requirements:

• Proven track record selling to SME clients in the UK MSP, IT services, or IT support sector.
• Experience leading and working across multiple teams to achieve sales objectives.
• Background in SME-focused IT services, MSP, or comparable recurring-revenue B2B sales, with an understanding of the ongoing sales, nurture, review, and refresh cycle.
• A blended sales leadership approach: able to build sales operations and enablement, while also selling credibly and winning larger accounts.
• Ability to earn the respect of entrepreneurial MDs and drive commercial activity across multiple regions and entities.
• Comfortable setting standards centrally while supporting local execution and customer relationships.
• Long-term leadership potential to grow with a larger national platform.

Responsibilities:

• Own our group sales function, build national selling capability, and professionalise commercial discipline across our entities while preserving local customer relationships.
• Establish the customer journey from lead generation and nurture through QBRs, annual client budgets, conversion tracking, and a 12-month revenue pipeline for each account.
• Drive and monitor MD activity, holding leaders accountable for QBRs, follow-ups, and pipeline hygiene.
• Work with Technology and Finance to standardise and productise our offerings; own whitespace analysis, sales pricing, and packaging strategy.
• Set revenue-per-head performance and targets as our sales organisation scales.
• Build and operate ARR/MRR forecasting, collaborate with delivery leaders on pre-sales and project forecasting, and maintain HubSpot, HaloPSA, and Sage as our commercial systems of record.
• Personally lead larger and multi-region ICP opportunities, centrally manage suitable inbound opportunities, and visit clients on significant opportunities where group-level involvement adds value.
• Transition customer ownership to the group while protecting local relationships, and define how regional sales leadership works alongside national selling.
• Establish commercial best practice across our entities, including land-and-expand and wallet-share growth.
• Work with our CMO to convert marketing-generated leads and improve or replace underperforming external lead-generation support.
• Build and refine our sales process for qualification, pitching, proposals, and closing; deliver a 90-day sales playbook for onboarding and integration, including retention, brand transition, and account manager and sales representative training.
• Enable cross-selling and upselling across our existing customer base through defined plays, collateral, and entity-level targets.
• Create succession-planning frameworks and step in to manage client relationships when an MD is unavailable or leaves.
• Manage commercial employees against a higher-performer standard and lead sales integration during and after onboarding.
• Build an understanding of client bases before and after acquisitions; produce whitespace reports, identify and report commercial KPIs, and establish customer risk ratings and tiers.
• As we grow through acquisitions, hire and develop a high-performing group-level sales team, potentially including regional sales directors and national SDRs, to generate incremental direct group sales.
• Design and operate sales compensation and incentive plans aligned to margin, retention, and cross-sell as well as new-logo growth.
• Champion AI and Cyber as growth areas by building propositions, sales enablement, and pipelines with our CMO and technical leadership.
• Own the commercial section of our monthly board pack, reporting pipeline, ARR/MRR forecasts, conversion rates, and sales KPIs consistently across entities.
• Contribute to improved lead conversion, customer acquisition cost within target, ICP new-logo wins, increased wallet share, completed QBRs, customer budgets, quantified account pipelines, organic growth, and reduced churn.
• Generate group-level revenue and EBITDA by acquiring and converting larger bids, such as multi-region, multi-site, or other qualifying large-seat opportunities.

Technologies:

• AI
• HubSpot
• Support
• Marketing
• Sage
• SQL

More:

We are an acquiring group of IT services companies operating a blended model: national capability and standards with locally delivered service and customer response. Our target market is SME accounts broadly ranging from 20 to 200 seats, including some larger accounts, rather than enterprise pursuits. We are seeking a Group Sales Director to lead our sales function and work with the sales directors of our group companies to meet shared sales objectives. The role reports directly to regional sales leads, initially the entity MDs in their commercial capacity, and is hybrid. Compensation is up to £130,000 plus bonus and C shares.

last updated 39 week of 2026