Head of Sales

One of Pine's portfolio companies, Datel, is a leading UK-based Sage partner serving approximately 1,000 customers across Sage Intacct, Sage X3, Sage 200, and Sage 500/1000 — alongside their own Fusion IP suite and managed services. They're looking for a Head of Sales to build and lead a high-performing, data-driven sales organisation spanning New Business, multi-product Account Management, and Pre-Sales.
This is a senior commercial leadership role for someone who thinks in systems, not just deals — bringing operational rigour, strong people leadership, and a modern approach to revenue growth. The successful candidate will report to the Chief Commercial Officer and sit on the Commercial Leadership Team, with five direct reports and accountability across a team of 24.
This is a full-time hybrid role based in Warrington, UK.

What You'll Do

Sales Leadership & Strategy

- Lead, develop, and hold accountable a high-performing sales organisation across New Business, Enterprise Account Management, Sage 200 and Sage Intacct Account Management, Sales Support, and Pre-Sales/Solution Architecture.

- Build a culture of accountability, collaboration, and continuous improvement — setting clear expectations, providing regular feedback, and empowering managers to lead with confidence and consistency.

- Coach and develop managers and individuals across all five sales sub-teams, actively assessing and upgrading talent to maintain a high-performance bar.

- Identify, develop, and retain high-potential talent; make clear decisions on underperformers when needed.

- Contribute as an active member of the Commercial Leadership Team, supporting the wider commercial strategy alongside Marketing and Lead Generation.

Revenue Operations & Process

- Lead the adoption of HubSpot as the sales system of record — embedding consistent sales processes, forecasting, pipeline management, and reporting across the organisation.

- Build scalable, data-driven sales processes from a standing start, with a focus on pipeline hygiene, funnel visibility, and forecasting discipline.

- Develop the New Business team (currently one player-manager and two contributors, growing to three) to build velocity in net new Sage Intacct, Sage 200, and Sage X3 logos and improve closure rates.

- Inherit a New Business motion that is approximately 70% marketing-fed and build a more balanced, proactive pipeline-generation engine over time.

- Formalise the reporting and go-to-market integration of the Pre-Sales/Solution Architect team within the broader sales structure.

Account Management & Retention

- Enhance Datel's proactive account management model, shifting the team from reactive to proactive through segmentation, tiering, cadence, and strategic account planning.

- Drive customer value, retention, and commercial growth across Sage Intacct, Sage X3, Sage 200, and Sage 1000 — ensuring in-life growth and migration conversations are built on long-term partnerships, not short-term transactions.

- Treat the Sage 500/1000 legacy migration wave (customers moving ahead of 2029 end-of-life) as a strategic account expansion lever.

Commercial & Strategic

- Contribute measurably to new-logo volume targets and recurring revenue growth, thinking in ARR, customer lifetime value, and EBITDA — not just top-line bookings.

- Build a cohesive, modern sales motion aligned to how buyers of financial software and services actually buy today.

- Anticipate the market's shift from time-and-materials to outcome/fixed-fee services pricing and position Datel ahead of the curve.

- Align sales plans and priorities with marketing activity, customer growth initiatives, and broader business objectives.

What They're Looking For

Required

- Proven sales leadership experience in a SaaS or recurring-revenue environment — fluent in ARR, recurring revenue, and customer lifetime value as operating metrics.

- Strong rev-ops orientation — naturally thinks in KPIs, pipeline data, and process; a builder, not just a closer.

- Demonstrated experience professionalising account management through segmentation, tiering, and shifting teams from reactive to proactive.

- Proven ability to build scalable sales processes and manage data flow and pipeline hygiene from a standing start.

- Strong people leadership — experience developing managers, building team capability, and making clear talent decisions.

- Commercially fluent, with the ability to quickly get up to speed on partner economics, channel dynamics, and margin-aware deal structuring.

- Data-driven by default: insists on pipeline visibility, forecasting discipline, and funnel reporting as standard practice.

- Growth mindset — a credible long-term leader as the business scales, not a hire for the moment.

Nice to Have

- HubSpot experience, including building workflows, reporting, and sales process automation.

- Experience with comp plan design and sales incentive structuring.

- Familiarity with the Sage partner ecosystem — though candidates sourced directly from the Sage business partner pool are not being considered for this role.

- Experience embracing AI and technology within sales processes, including research agents and AI transcription tools.

What They Offer
Location: Warrington, UK (Hybrid)
Employment Type: Full-Time
Base Salary: £80,000 – £100,000
OTE: £150,000
Reports To: Chief Commercial Officer
Benefits: Competitive benefits package, generous leave entitlements, professional development opportunities, and a people-first culture backed by Pine Services Group