Head of Sales & GTM

We partner with startups, scale-ups, and established companies to design and implement cutting-edge solutions across generative AI, AI agents, workflow automation, machine learning, cloud engineering, and web and mobile application development. Serving industries such as healthcare, fintech, retail, and B2B services, we guide clients from opportunity identification to delivering practical technology solutions that drive measurable business value. We are seeking a commercially driven Head of Sales & Go-to-Market (GTM) to build a predictable sales pipeline, win new clients, and establish a scalable revenue-generation function.

Key Responsibilities

- Sales Strategy and Go-to-Market: Define and refine ideal customer profiles, buyer personas, target industries, and priority markets. Identify businesses with strong demand for AI, software development, automation, and technical product development. Develop compelling service offerings, commercial propositions, and value-based messaging. Build a focused GTM strategy aligned with revenue targets and delivery capabilities. Research competitors, market opportunities, buying triggers, and customer pain points. Establish a clear sales process, pipeline stages, qualification criteria, and forecasting methodology.

- Pipeline Generation and Outbound Sales: Own the generation of qualified sales opportunities via email, LinkedIn, calling, Upwork, referrals, and partnerships. Design and execute targeted outbound campaigns for defined customer segments. Build and maintain high-quality prospect lists using tools like Apollo and LinkedIn Sales Navigator. Develop personalized outreach messaging focused on customer problems and business outcomes. Set consistent weekly prospecting and meeting-generation targets. Test offers, messaging, industries, and approaches to improve conversion rates. Monitor pipeline coverage and take corrective action when needed.

- Sales Execution and Deal Closing: Manage the sales process from outreach and discovery through proposals, negotiation, and closing. Conduct discovery calls to understand customer needs, challenges, budgets, and buying processes. Translate customer problems into compelling proposals for AI and software solutions. Collaborate with technical leadership to scope opportunities and validate feasibility. Lead commercial discussions, handle objections, negotiate pricing, and maintain momentum. Build relationships with decision-makers and develop strategic accounts. Improve proposal quality, win rates, deal sizes, and sales-cycle efficiency.

- Build and Manage the Sales Function: Establish the sales operating system, including CRM discipline, pipeline reviews, activity tracking, reporting, and forecasting. Define roles, responsibilities, targets, and performance expectations for sales team members. Recruit, onboard, coach, and manage SDRs and business development representatives. Develop outreach playbooks, discovery frameworks, qualification processes, and follow-up sequences. Monitor performance and address gaps promptly. Build a sales function that operates independently of founder involvement. Identify hiring needs based on proven demand.

- Partnerships and Business Development: Identify and cultivate relationships with complementary technology providers, consultancies, agencies, and implementation partners. Explore referral partnerships, strategic alliances, subcontracting, and channel partnerships. Develop repeatable processes for nurturing partner relationships and converting them into revenue. Identify opportunities for recurring engagements and longer-term client relationships.

- Commercial Packaging and Positioning: Collaborate with the founder and technical team to package services around specific business problems and outcomes. Develop targeted offers for high-value use cases such as AI agents, enterprise workflow automation, RAG systems, document processing, and AI-powered applications. Enhance service presentation through case studies, proposals, landing pages, and sales collateral. Use customer feedback and lost-deal analysis to refine messaging and offers. Position the company as a strategic technology and AI implementation partner.

- Revenue Reporting and Forecasting: Maintain an accurate CRM pipeline and provide reliable revenue forecasts. Track leads, qualified opportunities, meetings, proposals, win rates, deal sizes, sales-cycle duration, and closed revenue. Establish regular reporting against targets. Identify pipeline gaps early and implement corrective actions. Provide clear visibility into sales performance, risks, and upcoming opportunities. Use data to optimize customer segments, channels, offers, and sales activities.

Required Qualifications

- Minimum 5 years of experience in B2B sales, business development, GTM, or sales leadership.
- Proven success generating qualified opportunities and closing complex B2B deals.
- Experience selling software development, AI implementation, IT services, SaaS, consulting, or similar solutions.
- Strong expertise in outbound prospecting via cold email, LinkedIn, and direct sales channels.
- Proficient in managing sales pipelines and CRM systems.
- Skilled in conducting discovery calls, developing proposals, negotiating terms, and closing deals.
- Experience establishing sales processes, targets, reporting, and performance management.
- Excellent written and verbal communication skills, able to translate technical solutions into business language.
- Strong commercial judgment and ability to prioritize opportunities by value and likelihood of closing.
- Self-motivated, able to work independently and deliver measurable outcomes in a growing business environment.

Preferred Qualifications

- Experience selling AI, machine learning, generative AI, workflow automation, or custom software development.
- Familiarity with UK, European, North American, or other international B2B markets.
- Established relationships with founders, CTOs, COOs, and senior decision-makers.
- Experience managing SDRs, BDRs, or distributed sales teams.
- Knowledge of HubSpot, Apollo, LinkedIn Sales Navigator, Smartlead, and outbound sales infrastructure.
- Experience handling projects with substantial implementation budgets and longer sales cycles.
- Proven track record of building a sales function from an inconsistent pipeline into a repeatable revenue system.

This role requires a builder and operator who takes full ownership of revenue outcomes, executes sales strategy hands-on, understands the difference between activity and closed business, and can manage a distributed team with clear accountability. The ideal candidate communicates proactively, uses data to improve performance, and thrives with commercial ambition and autonomy. This is not a lead-list-building or advisory-only role; it demands building and operating the entire sales function, including pipeline generation, sales execution, team management, process development, and revenue accountability.