Head of Sales and Business Development

Lead a new business team helping the construction industry build better.

Hybrid working: 3 days per week in our Newcastle office.

At Hubexo, we provide data, insights and software that help customers across the construction market make better decisions, work more efficiently and build more sustainably. NBS is part of Hubexo and supports architects, specifiers, manufacturers and wider construction professionals with specification software, product information and trusted digital tools. Our Specifier proposition helps practices improve how specifications are created, managed and delivered across projects.

We are looking for a Head of NBS Specifier Business Development to lead a team of Business Development Managers and Business Development Representatives focused on new business growth across the UKI construction market. This is a hands-on sales leadership role. You will be accountable for revenue performance, pipeline quality, forecast discipline, coaching, sales standards and the day-to-day management routines that help people perform.

The role:

• You will lead and support a new business sales team responsible for selling Hubexo’s data, insights and software portfolio, with a clear focus on the NBS Specifier market.
• Your role here is to create the conditions for consistent sales performance by setting clear expectations, coaching the team, improving pipeline quality, holding people accountable and ensuring customer conversations are focused on value, not features.
• You will work closely with BDMs and BDRs to strengthen prospecting, qualification, discovery, value selling, negotiation and close planning.
• You will collaborate with Marketing, Customer Success, Product, Revenue Operations and other commercial teams to improve sales execution and customer engagement.

Why this role matters:

Hubexo has trusted brands, strong market knowledge and long-standing customer relationships. For NBS Specifier, new business growth depends on turning that market position into high-quality customer conversations, strong pipeline and consistent sales execution. This role matters because you will help the team sell professionally, accurately and responsibly across the UKI construction market. You will help customers understand how NBS can support better specification practice, improved efficiency, stronger decision-making and better project outcomes. You will also play an important role in building a high-accountability sales culture where people understand what good looks like, take ownership of performance and keep improving.

What you’ll be doing:

• You will lead, manage and support a team of Business Development Managers and Business Development Representatives.
• You will own team performance against agreed revenue, new business and growth targets.
• You will translate sales targets into clear individual expectations, activity plans and performance routines.
• You will monitor individual and team performance using data to identify risks, gaps and improvement opportunities.
• You will drive consistent sales standards across prospecting, qualification, discovery, value selling, negotiation and close planning.
• You will own team pipeline quality, coverage, movement and conversion.
• You will improve forecast accuracy through disciplined inspection, coaching and evidence-based judgement.
• You will challenge weak pipeline assumptions and support the team to build sustainable future opportunity.
• You will coach colleagues through one-to-ones, call reviews, opportunity reviews, pipeline reviews, role play and customer preparation.
• You will give clear, timely and constructive feedback that improves individual and team performance.
• You will address underperformance early through coaching, support, action plans and formal performance management where required.
• You will ensure HubSpot or the agreed CRM is used consistently, with accurate customer records, opportunity stages, activity notes and forecasts.
• You will use customer insight and market feedback to improve sales approach, proposition, messaging and internal decision-making.
• You will work with Marketing, Customer Success, Product, Revenue Operations and wider Hubexo teams to improve customer engagement and sales execution.
• You will support recruitment, onboarding, development and retention of sales talent where required.

About you:

• You have experience leading or managing a B2B sales team.
• You have a strong track record of delivering sales performance through others.
• You know how to coach sales colleagues across pipeline, discovery, value selling, negotiation and closing.
• You understand pipeline management, forecasting, sales performance routines and CRM discipline.
• You are confident using HubSpot or a similar CRM to manage performance, pipeline and reporting.
• You can analyse sales data and turn insight into clear action.
• You set clear expectations and hold people accountable in a direct, fair and constructive way.
• You are comfortable managing individual performance, including giving feedback, addressing underperformance and supporting improvement plans.
• You work at pace while maintaining quality, discipline and professionalism.
• Experience in construction, architecture, specification, building products, SaaS, data, insights, subscriptions or workflow software would be helpful.
• Experience selling to, or supporting customers across, the built environment would also help you make an impact quickly.

Why Hubexo:

At Hubexo, commercial leadership is about turning market opportunity into customer growth, revenue performance and stronger execution. You will join a business with trusted brands, specialist market knowledge and a clear role in helping the construction market make better decisions. In return, we need leaders who can set direction, build commercial discipline, develop strong teams and create measurable value for customers and the business. This is not a role for someone who wants to manage from a distance. It is for a leader who wants to be close to the team, close to the numbers and close to the customer problem.

What you can expect:

• A hands-on sales leadership role with clear ownership of new business performance.
• A team of Business Development Managers and Business Development Representatives to lead, coach and develop.
• A recognised product proposition in the specification and construction technology market.
• A commercially focused environment where revenue, pipeline discipline, forecast quality and customer value matter.
• The opportunity to shape sales standards, coaching routines and performance expectations.
• Close collaboration with Marketing, Customer Success, Product, Revenue Operations and wider commercial teams.
• A role where your leadership will directly influence pipeline quality, team capability and new business growth.

Hiring process:

Our hiring process may vary by role, but we will explain what to expect from the start. For this role, you can expect conversations focused on your sales leadership experience, coaching approach, pipeline discipline, forecast management, performance standards and ability to lead new business teams through clear commercial execution.

Adjustments:

We want our recruitment process to be accessible and fair. If you need any adjustments or support during the process, please let us know. We will handle this information carefully and only share it where needed to support the process.

Ready to build your future:

If you are a hands-on sales leader who can coach performance, build pipeline discipline and help a new business team turn market opportunity into customer growth, we would like to hear from you.