Head of GTM Operations - IT Services

Senior GTM Operations - Head of / Lead / Manager - Enterprise IT Managed Services (Network, Infrastructure, Cloud)

Location: London (hybrid) | Salary: £75k-£90k bonus + benefits | Reports to: Chief Revenue Officer

The opportunity

Our client is a London-headquartered IT services and networking provider with a strong vendor partnerships and a customer base across public and private sector. The business is growing, the sales team is growing with it, and the CRO now needs one person to own the engine behind that team.

This is a new, hands-on leadership role. You will build and run the commercial operations function that sits between sales leadership and the salespeople: the process, the governance, the bids and frameworks, and the inside sales and sales support team that keeps deals moving. If you have come up through IT services or public sector sales and moved into enablement, sales operations or bid management, and you want to own the whole thing rather than one slice of it, this is the step up.

What you will own

• Commercial operations. Pipeline hygiene, forecasting cadence, deal desk and pricing governance, CRM discipline and the weekly and quarterly rhythm that lets the CRO see the truth of the pipeline. You will set the standards and hold the sales team to them.
• Sales support and inside sales. Lead, develop and scale the inside sales and sales support team: quoting, order processing, renewals, lead qualification and vendor deal registrations. Make it a team that salespeople want behind them.
• Bid and framework management. Own the bid function end to end: qualification, bid/no-bid governance, writing and submission, and the public sector frameworks the business trades through. Keep the business compliant and competitive on every route to market.
• GTM process and governance. Define how the business goes to market and make it repeatable: sales methodology (MEDDIC or MEDDPICC), stage definitions and exit criteria, onboarding and enablement for new sellers, and the governance that keeps vendor, partner and customer commitments aligned.

What you will bring

• Five or more years in sales operations, commercial operations, sales enablement or bid management inside an IT services provider, reseller, MSP, systems integrator or telco.
• Real understanding of public sector selling in the UK: frameworks, tender processes, procurement rules and how customers buy.
• Experience running or materially shaping a bid function, including bid/no-bid decisions and framework submissions.
• Working knowledge of a structured sales methodology (MEDDIC, MEDDPICC or similar) and the ability to coach sellers and managers to use it properly.
• Comfort holding experienced salespeople to account on process, data and forecast accuracy, with the credibility to do it well. A background in selling yourself is a strong advantage.
• Strong CRM and reporting skills (Salesforce, HubSpot or Dynamics) and a bias for making process simple enough that people actually follow it.
• Evidence of building or scaling a team, even a small one.

What is not required

You do not need to have held all four of these remits at once. The client would rather hire someone who has owned two or three of them deeply and has the appetite and judgement to take on the rest, than someone with a title and no scar tissue. Tell us which parts you have done and which you want to grow into.

Why this role

• A genuine build role, reporting directly to the CRO, with the mandate to help shape how a growing business sells.
• A healthy customer base with real demand behind it, not a greenfield sales motion.
• Broad scope and visibility that an enablement or sales ops manager role in a larger reseller rarely offers.

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