Head of Installed Base - Europe West

Company Description

IFS is a billion-dollar revenue company with 7000+ employees on all continents. Our leading AI technology is the backbone of our award-winning enterprise software solutions, enabling our customers to be their best when it really matters–at the Moment of Service™. Our commitment to internal AI adoption has allowed us to stay at the forefront of technological advancements, ensuring our colleagues can unlock their creativity and productivity, and our solutions are always cutting-edge.

At IFS, we’re flexible, we’re innovative, and we’re focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society’s greatest challenges, fostering a better future through our agility, collaboration, and trust. We celebrate diversity and understand our responsibility to reflect the diverse world we work in. We are committed to promoting an inclusive workforce that fully represents the many different cultures, backgrounds, and viewpoints of our customers, our partners, and our communities.

As a truly international company serving people from around the globe, we realise that our success is tantamount to the respect we have for those different points of view. By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.

We’re looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference. If you want to change the status quo, we’ll help you make your moment. Join Team Purple. Join IFS.

Job Description

The role:

Join IFS and lead a high-performing, inclusive team where your ideas, leadership, and drive will shape long-term customer success and growth across Europe West. This is a newly created senior leadership position and a significant opportunity to shape how IFS grows revenue from its existing customer base across Europe West.

As Head of Installed Base covering the UK, Ireland, and Benelux, you will lead the end-to-end commercial strategy and execution for the Installed Base (IB) segment - driving retention, expansion, and renewal across established enterprise customers. You will lead a team of three direct reports - two IB Sales Directors and one Digital Sales Manager - with collective accountability for growing Software License, AI, Cloud Subscription, and Premium Engagement Services revenue. Operating across multiple markets and cultures, this is a high-impact role for a commercially driven leader who can inspire others, bring gravitas in senior engagements, and translate customer relationships into sustainable, long-term growth.

Key Responsibilities

• Team Leadership & Performance
  • Lead, coach, and develop two IB Sales Directors and one Digital Sales Manager, creating a high-performance, inclusive, and target-focused team environment.
  • Take ownership of recruiting, onboarding, and developing talent within the IB function.
  • Set clear expectations, actively support performance, and foster a culture of accountability, growth, and recognition.
  • Partner with Academy and HR to strengthen team capability and proactively address development needs.
  • Create the conditions for the team to consistently perform strongly and grow IB revenue year on year.
• Commercial Strategy & Revenue Growth
  • Drive delivery of the IB segment revenue target across the UK, Ireland, and Benelux.
  • Define and execute a balanced installed base growth strategy, combining short-term pipeline with long-term account development.
  • Maintain a clear view of opportunity areas across the customer base and enable effective upsell and cross-sell initiatives.
  • Oversee account planning for strategic customers, ensuring alignment between customer priorities and IFS solutions.
  • Work with the Digital Sales Manager to integrate digital and field sales approaches effectively.
• Customer Engagement & Trusted Advisor
  • Engage at C-level and executive sponsor level across key accounts, bringing credibility and gravitas to customer interactions.
  • Promote a value-based, consultative approach aligned to measurable customer outcomes.
  • Build strong understanding of customer strategies and environments to identify growth opportunities.
  • Support the team in navigating complex stakeholder environments and decision-making processes.
  • Encourage the development of long-term partnerships and customer advocacy.
• Pipeline Management & Forecasting
  • Maintain disciplined pipeline management across the team, supporting visibility, accuracy, and momentum.
  • Leverage Marketing, Inside Sales, and Partners to build pipeline across the IB segment.
  • Provide clear and accurate forecasting and reporting to senior leadership.
  • Ensure consistent and high-quality CRM usage across the team.
  • Support key opportunities by coordinating the right internal expertise to drive successful outcomes.
• Cross-Functional Collaboration
  • Partner with Customer Success, Professional Services, Presales, and Solution Consulting to deliver strong customer outcomes.
  • Collaborate with Marketing on Installed Base campaigns and demand generation initiatives.
  • Contribute to senior leadership discussions on go-to-market strategy and planning.
  • Engage with partners to strengthen coverage and support pipeline growth.

Qualifications

• Significant experience in enterprise software sales, with a track record of leading high-performance Installed Base or key account teams to achieve strong results.
• Experience working on complex, C-level sales cycles and long-term account development.
• Proven people leadership experience, with a focus on developing and retaining talent.
• Experience leading multi-channel sales teams, including digital/inside sales alongside field sales.
• Experience operating across European markets; familiarity with the UK, Ireland, and/or Benelux is advantageous.
• Strong commercial acumen, with the ability to design and execute growth strategies.
• Confidence engaging with senior stakeholders, including the presence and gravitas to operate at board level.
• Strong pipeline management and forecasting capability, with a structured and data-informed approach.
• Relevant industry experience is beneficial. (B2B SaaS Enterprise Sales)
• University degree or equivalent professional experience.
• Fluent business-level English.

Additional Information

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.