Below is a refined job description formatted to meet quality and structure standards.
Overview
- A chance to join a scaling business with an opportunity to shape the sales team
- An opportunity to work with a business who work very closely with Microsoft
About Our Client
My client is a Microsoft-focused digital transformation specialist on a mission to help organisations maximise the value of their data and accelerate AI adoption. Our USP combines a proven platform with expert services across data platform migration & modernisation, Microsoft 365 governance & optimisation, and AI-readiness / Agentic AI solutions.
The Job Description
- Build/enable a specialised team structure, including distinct Hunter (new logo) and Farmer (expansion/retention) roles, and a high-performance SDR function that can crack open accounts using human-centric outreach, not just automated spam.
- Lead live sales engagements-pitch, negotiate, and win at the front line.
- Personally close complex, high-value Data & AI deals in the Legal, Finance, and Pharma sectors.
- Implement and enforce rigorous qualification frameworks (SPICED/MEDDPIC) for every opportunity to ensure pipeline reality. Eliminate "happy ears" by focusing on customer buying verbs.
- Drive evidence-based forecasting, pipeline creation, and coverage with complete accountability.
- Manage Senior BDMs, BDMs, and SDRs, fostering a culture of ambition, discipline, and continuous improvement.
- Align tightly with Microsoft ecosystem partners and execute against our ideal customer profile (ICP).
- Strengthen commercial governance and collaborate cross-functionally with Marketing, Product, Delivery, Finance, and Customer Success.
The Successful Applicant
- Proven track record as a player-coach-personally driving enterprise sales and leading teams to over-achievement.
- Demonstrated experience of leading B2B sales within the Microsoft ecosystem, with expertise in selling SaaS solutions and/or Data & AI managed services
- Ability to accurately forecast in a high-growth SaaS environment, distinguishing clearly between commitment and upside.
- Demonstrated success with evidence-based forecasting and rigorous qualification (e.g., SPICED/MEDDPIC frameworks).
- Good understanding of the Enterprise Content Management domain and AI technologies.
- Expertise in building and enabling specialised sales teams-Hunters, Farmers, SDRs-with a focus on high-quality, C-level engagement.
- Deep understanding of platform + services commercial models in a high-growth environment.
What's on Offer
- £90,000 - £110,000 - (Maybe some flex for the right person.)
- Double OTE
- Growth Shares
- Private Medical
- Free Parking