Head of New Business Development

Job Description

We are looking for a commercially driven Head of New Business to lead new business growth. This is a senior, hands-on role combining individual quota ownership with responsibility for building, leading, and developing a high-performing sales team

You will report directly to the Chief Commercial Officer and play a critical role in shaping [Employer hidden]’s go-to-market strategy, sales execution, and revenue predictability

Own personal new business quota while being accountable for overall team performance

Generate consistent outbound activity every week across: cold and warm prospecting via phone, email, and LinkedIn

Attending networking and industry events

Creating and engaging with social media content

Identify, qualify, and close opportunities within our ICP including group operators, multi-site brands, and strategic partners

Navigate complex, multi-stakeholder enterprise sales cycles and regulatory landscapes including tronc legislation, NI mitigation, and HMRC guidance

Lead high-value enterprise negotiations including pricing, commercials, and contract structuring

Build strong senior stakeholder relationships and clearly articulate the commercial and operational value of [Employer hidden]

Build, hire, onboard, and develop a high-performing sales team as the business scales

Act as day-to-day leader for the sales function, coaching on pipeline management, deal strategy, and execution

Set clear expectations for activity levels, conversion metrics, and performance standards

Conduct regular pipeline reviews, forecasting sessions, and deal deep dives

Create a culture of accountability, continuous improvement, and commercial excellence

Continuously refine [Employer hidden]’s sales methodology, qualification framework, and enterprise sales playbooks

Own pipeline forecasting, CRM accuracy, and reporting to ensure predictability and confidence

Establish and monitor sales KPIs, dashboards, and performance metrics

Contribute to territory design, account segmentation, and target account planning aligned to ARR goals

Partner closely with Marketing to shape lead generation strategy, messaging, and campaign effectiveness

Work cross-functionally with Product and Customer Success to deliver tailored solutions and ensure strong handovers

Feed structured market insight, customer feedback, and win-loss analysis back into the wider business

Who you are

• 5+ years in B2B saas sales, ideally in hospitality tech
• Experience in enterprise sales or complex multi-site deals with longer sales cycles
• Understanding of regulatory frameworks – experience navigating financial compliance or employment/tax legislation is a strong plus
• Exceptional written, verbal and presentation skills
• Hunter mentality – resilient, disciplined and able to self-generate leads
• Comfortable owning outbound KPIs (calls, emails, demos, follow-ups) week-in, week-out
• Curious, consultative and able to understand customer pain points and tailor solutions accordingly
• Thrives in a fast-paced scale-up and is excited to help shape our future

Application process

Initial Conversation (20–30 mins) - A relaxed call to learn more about you, your experience, and what you’re looking for

Hiring Manager Competency Interview (45 mins) - A deeper conversation about the role, your skills, and how you approach your work

Task Exercise - A 60 minute, rolerelevant task that gives you a feel for the work and helps us understand your thinking

Final Conversation - A conversation with a Director or CoFounder, giving you the chance to ask questions and get a real sense of what it’s like to work here

Company benefits

• Discounts off high street retail, hospitality and leisure
• Flexible working
• Hybrid working
• Penfold Pension scheme
• 25 days holiday + bank holidays
• Work anywhere policy (incl abroad)