Director – Head of Sales

Job Description

About the Role:
We are looking for an experienced and strategic Head of Sales for North America who is passionate about driving new business and expanding our customer base. This role is focused on "hunting new logos", which means identifying, targeting, and winning new clients. The ideal candidate is a seasoned sales leader with a proven track record in sales management, building relationships, and developing a high-performing sales team. A strong background and exposure to IT services sales, with experience in complex deal structures, relationship building, and an understanding of enterprise needs, is crucial. This is a strategic, hands-on role responsible for driving revenue growth by establishing and nurturing new client relationships across North America.

Key Responsibilities

1. Sales Leadership & Strategy
   • Develop and implement a North American sales strategy focused on acquiring new customers and increasing market share.
   • Lead and manage a team of sales professionals dedicated to new business acquisition.
   • Set clear goals, sales targets, and KPIs aligned with company objectives and revenue growth.
2. Business Development & Account Acquisition
   • Drive the end-to-end sales cycle from prospecting to closing, with a relentless focus on engaging new clients and winning large consulting and IT services contracts.
   • Identify and prioritize high-potential markets and sectors for new logo acquisition.
   • Partner with marketing and Business Units to develop strategies and campaigns that resonate with new customer segments.
3. Sales Process & Deal Structuring
   • Develop a scalable sales process tailored for complex IT service contracts, including managed services, consulting engagements, and long-term partnerships.
   • Collaborate with internal Business Units to ensure proposals and commitments are feasible and aligned with our capabilities.
   • Utilize CRM systems and other tools to track pipeline progress, forecast sales, and manage relationships effectively.
4. Analytics & Reporting
   • Analyze and monitor sales metrics to assess team performance, identify growth opportunities, and make data-driven decisions.
   • Provide regular reporting to senior leadership on pipeline health, sales performance and effectiveness, market trends, and competitive landscape.
   • Drive the adoption of sales automation and CRM tools to enhance efficiency, transparency, and visibility into sales activities.
5. Collaboration & Cross-Functional Partnership
   • Work closely with cross-functional teams, including marketing, solution architects, and delivery teams, to ensure seamless client proposals and engagements.
   • Partner with the legal and finance teams to structure contracts, manage negotiations, and align on terms that mitigate risk while driving business value.
   • Ensure that sales strategies and approaches align with overall company goals and capabilities.
6. Industry Expertise & Market Insights
   • Stay informed on industry trends, competitor strategies, and technological advancements in the IT services space.
   • Represent the company at industry conferences, forums, and events to build our brand, network with potential clients, and identify new business opportunities.
   • Build and maintain relationships with senior-level stakeholders and decision-makers in target markets.
7. Team Development
   • Recruit, train, and mentor a team of sales professionals focused on selling IT services and consulting engagements.
   • Cultivate a results-driven and collaborative culture within the sales team, encouraging continuous learning and improvement.
   • Provide coaching and guidance to ensure each team member can effectively communicate our value proposition and close complex deals.

Outcomes Desired

1. Achieve Revenue Target of $25M: Successfully generate at least $25 million in new business revenue by acquiring new logos during the first year.

1. Build a High-Performing Sales Team: Develop and retain a team of top-performing sales professionals, ensuring all team members are trained and equipped to meet or exceed individual and team targets, thereby fostering a culture of high performance and accountability.

Qualifications

• Experience: 8+ years in IT services sales, with at least 3 years in a leadership role focused on new business acquisition; proven track record in securing large consulting and service contracts.
• Skills: Strong strategic thinking, exceptional communication and negotiation skills; experience with long sales cycles and complex deal structuring.
• Industry Knowledge: Deep understanding of the IT services landscape, including managed services, consulting, and digital transformation.
• Leadership: Demonstrated ability to lead and develop a high-performing sales team in a service-oriented environment.
• Analytical Abilities: Skilled in using data and sales metrics to inform strategy and drive decision-making.
• Technology Savvy: Familiarity with CRM systems (e.g., Hubspot), sales enablement tools, and analytics software.
• Education: Bachelor’s degree in Business, Marketing, Information Technology, or a related field; MBA or equivalent is a plus.

This role is ideal for a driven sales leader with an entrepreneurial mindset and a passion for building new client relationships. If you’re ready to take on the challenge of growing our presence in North America, we’d love to hear from you!