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.