Head of Sales

Head of Sales Customer Growth

Glasgow (Hybrid 50:50)

Up to £120,000 base (£150,000 OTE)

About the Company

Our client is a leading provider of IoT connectivity solutions, empowering businesses worldwide to effortlessly connect and manage their devices. Their mission is to simplify IoT deployment and drive innovation across industries.

Role Overview

We are seeking a commercially driven Sales Manager to lead and develop a team of Customer Success Managers responsible for managing and growing the existing customer base. This role is focused on driving revenue expansion, ensuring high levels of customer retention, and embedding a strong commercial sales culture within the customer success function.

The successful candidate will combine strategic sales leadership with hands-on coaching and deal support, enabling the team to identify and convert growth opportunities across a portfolio of over 400 customers. This is a pivotal role in aligning customer success with broader revenue objectives and scaling long-term account growth.

Key Responsibilities

Team Leadership & Performance Management

• Lead, mentor, and develop a team of Customer Success Managers to achieve and exceed revenue and retention targets.
• Set clear KPIs and performance expectations across upsell, cross-sell, and renewal metrics.
• Provide ongoing coaching on commercial strategy, pipeline management, and customer engagement.
• Foster a high-performance, accountable, and collaborative team culture.

Revenue Growth & Commercial Strategy

• Own revenue growth across the existing customer base, including expansion, renewals, and strategic account development.
• Develop and implement scalable account growth strategies aligned with commercial objectives.
• Support the team in identifying, qualifying, and closing expansion opportunities.
• Personally engage in high-value or strategic commercial discussions where required.

Customer Engagement & Retention

• Ensure strong executive-level relationships across key accounts.
• Oversee proactive engagement strategies that drive customer satisfaction, adoption, and long-term retention.
• Act as escalation point for complex commercial or relationship issues.
• Partner with Customer Success Managers to build account plans for high-value and growth-focused customers.

Forecasting & Reporting

• Maintain accurate forecasting across renewals and expansion pipeline.
• Report on team performance, revenue growth, and customer health metrics to senior leadership.
• Use data and insights to drive continuous improvement and strategic decision-making.

Cross-Functional Collaboration

• Work closely with Sales, Marketing, Product, and Operations to align customer growth initiatives.
• Ensure customer feedback and market insights inform product development and commercial strategy.
• Support the evolution of the customer success and account management framework.

Process & Strategy Development

• Establish scalable processes for account management, renewals, and expansion.
• Implement best practices for customer lifecycle management and revenue growth.
• Contribute to long-term planning for team structure and customer segmentation.

Qualifications

Experience

• 7+ years in sales, account management, or customer success roles within technology, telecommunications, or IoT sectors.
• Proven experience leading high-performing commercial or account management teams.
• Strong track record of delivering revenue growth within an existing customer base (upsell/cross-sell/renewals).

Commercial Acumen

• Demonstrated ability to build and execute account growth strategies.
• Strong negotiation and deal-closing skills with enterprise and mid-market customers.
• Experience managing pipelines and delivering against revenue targets.

Leadership & Coaching

• Ability to motivate, coach, and develop commercially focused customer-facing teams.
• Experience setting targets, managing performance, and driving accountability.

Communication & Stakeholder Management

• Excellent communication and presentation skills.
• Comfortable engaging with senior stakeholders both internally and externally.
• Strong collaboration skills across sales, product, and operational teams.

Customer-Centric Mindset

• Passion for delivering customer value while achieving commercial outcomes.
• Ability to balance long-term relationship building with revenue growth objectives.

Why Join?

This is an opportunity to play a critical role in shaping how an established and growing organisation develops and expands its global customer base. You ll lead a talented team, influence commercial strategy, and directly impact revenue growth within a fast-moving technology environment. The company offers a collaborative and innovative culture, competitive compensation, and strong opportunities for progression as the business scales.

Our client is an equal opportunity employer. They celebrate diversity and are committed to creating an inclusive environment for all employees.