Head of Enterprise Sales

Job Description

Head of Enterprise Sales

Location: Flexible UK location with regular presence in London and customer sites

Why This Role?

This is a high-impact leadership role focused on accelerating growth across new business, strategic account development and higher-margin revenue streams.

You'll lead an established sales organisation through its next phase of growth, helping the business win larger, more strategic opportunities across professional services, public cloud and cross-sell solutions. Success in this role is about building a high-performing culture, developing sales capability and creating a repeatable approach to sustainable revenue growth.

You'll lead teams pursuing complex enterprise opportunities typically valued between £500k and £10m, often involving multiple stakeholders and sales cycles exceeding six months.

This is an opportunity for a proven sales leader who has successfully scaled a business unit, grown revenues significantly and developed teams to achieve outstanding commercial results.

What You'll Be Doing

• Lead and develop a sizeable sales organisation responsible for both new business acquisition and account growth.
• Drive revenue growth through higher-margin opportunities, including professional services, strategic public cloud engagements and cross-sell initiatives.
• Create and execute go-to-market strategies that improve revenue quality, profitability and market penetration.
• Build a high-performance culture that enables experienced sales professionals and developing talent to achieve consistently strong results.
• Coach managers and sales professionals to improve pipeline generation, qualification, opportunity management and win rates.
• Drive the team's focus towards larger, more strategic opportunities with typical contract values ranging from £500k to £10m.
• Develop sales strategies for complex enterprise opportunities with extended sales cycles and multi-level stakeholder engagement.
• Establish clear commercial objectives covering revenue, pipeline health, forecasting accuracy and sales effectiveness.
• Own delivery against significant revenue targets and provide strategic leadership across the sales organisation.
• Work closely with Marketing, Sales Enablement, Finance and Operations to maximise growth opportunities.
• Strengthen executive-level relationships with customers, partners and industry stakeholders.
• Lead from the front by actively engaging in major client opportunities and strategic account growth initiatives through your team rather than acting as an individual contributor.
• Develop succession plans, talent pipelines and capability frameworks that support long-term growth.

What We're Looking For

Essential

• Proven experience leading a large sales organisation within the technology, IT services or solutions sector.
• Demonstrable success growing a division, region or business unit and delivering significant commercial growth.
• Experience owning and delivering substantial revenue targets, typically within the £50m-£120m range.
• Evidence of building, developing and retaining high-performing sales teams at scale.
• Experience leading managers and sales professionals across a sizeable organisation.
• Strong understanding of enterprise sales, strategic account growth, cross-selling and new business acquisition.
• Demonstrable experience leading teams selling complex enterprise solutions with deal values ranging from hundreds of thousands to multi-million-pound engagements.
• Experience operating within long sales cycles, often exceeding six months, involving multiple decision makers and executive stakeholders.
• Strong commercial acumen with experience interpreting pipeline, forecasting and revenue performance data.
• Track record of creating and executing successful go-to-market strategies.
• Experience developing a blend of experienced, high-performing sales professionals and more junior sales talent.
• Ability to engage credibly with C-suite stakeholders, senior customers and strategic partners.
• Excellent leadership, communication and influencing skills.

Desirable

• Experience selling professional services-led solutions.
• Experience driving strategic cloud-led growth initiatives.
• Experience working with partner ecosystems and channel-led opportunities.
• Experience within complex enterprise technology sales environments.
• Experience leading business transformation, sales effectiveness or commercial growth programmes.

Why This Opportunity Stands Out

• Lead a well-established sales organisation with significant growth potential.
• Influence strategy as well as execution across new business and client growth.
• Drive expansion within higher-value, margin-rich service offerings.
• Lead teams pursuing high-value opportunities ranging from £500k to £10m.
• Influence complex enterprise sales programmes involving senior stakeholder relationships and extended buying cycles.
• Shape the future capability of a large sales team through coaching, mentoring and leadership.
• Play a key role in scaling revenues, improving profitability and expanding strategic client relationships.
• Enjoy flexibility in where you work while maintaining a strong presence with customers and colleagues when it matters most.
• Join a business where leadership visibility, customer engagement and team development are critical to long-term success.

Qualifications

Additional Information

At Telefónica Tech, we believe inclusion is the bridge that empowers everyone to be their authentic selves. We celebrate and respect our differences because diversity drives innovation and makes us stronger.
 
Be yourself with us, and feel that you belong. 

We welcome applicants from all backgrounds and identities regardless of age, disability, gender reassignment, marital or civil partnership status, pregnancy or maternity, race, religion or belief, sex, and sexual orientation. 
 
We are also committed to equity, accessible hiring practices, and creating an inclusive culture through many means including TogetHer (Women's network) and our Employee Resource Groups which include Diversity and Inclusion, Telefónica Tech Pride, Neurodiversity, ELEVATE (African and Caribbean heritage network), and Sustainability.

 We don’t believe hiring is a tick box exercise, so if you feel that you don’t match the job description 100%, but would still be a great fit for role, please get in touch.