Head of Business Development

What is the purpose of the role?

The Head of Business Development is accountable for Snapper achieving its revenue goals, through delivering excellence to and through its partners, direct sales, and business development activities.

This is a client-facing leadership role designed for an experienced sales and relationship builder who champions our Mosaiq product suite. You will lead our business development and partnership activities, building Snapper’s sustainable and productive sales and partner relationships.

• The Head of Business Development reports to the Chief Revenue Officer
• This role has up to six direct reports
• Key relationships are with our sales and technical leadership, wider revenue and customer success teams, product and delivery teams.
• Based in UK

What does the Head of Business Development do?

This role is responsible for Snapper’s business development activities including partnerships and stakeholder relationships. Specifically, that involves :

Key Responsibilities

Sales & GTM Execution

• Execute regional GTM plans in partnership with the CRO, keeping stakeholders informed of sales activity and progress against plan
• Coordinate and manage regional Business Development teams (UK/NA, Southern Europe/LATAM, ANZ) on pipeline visibility and shared opportunities
• Own monthly sales reporting, internally and externally, including pipeline hygiene and forecasting accuracy in HubSpot

Channel Partnerships

• Design, maintain, and deliver service and support for channel partners, ensuring they're equipped to sell Mosaiq effectively
• Own and evolve Snapper's partnership frameworks and playbooks
• Lead and coach the Sales team in managing and leveraging channel partner pipeline, including identifying and qualifying new opportunities

Stakeholder & Customer Management

• Keep stakeholders, sponsors, and customers updated on developments, opportunities, and industry updates
• Maintain clear understanding of customer needs and Snapper's service boundaries — what's in scope to serve and what isn't
• Surface customer priorities into product prioritisation on a regular cadence (e.g. monthly synthesis to Product), and close the loop with customers/prospects once addressed
• Help customers find solutions to business needs where these align with product capability and direction

Commercial & Contractual

• Maintain clear understanding of contractual requirements across partner and customer agreements; proactively flag changes or risks
• Work with the commercial/legal workstream on contract structuring and risk review

Strategy Support

• Support the CRO and Head of Marketing on sales and marketing strategy, primarily by surfacing market and customer trends
• Contribute to GTM plan measurement, ensuring results are tracked and delivered against target

Success Metrics

• Revenue contribution toward FY27 MRR target
• Active channel partner count and health/tier distribution
• Pipeline data quality and forecast accuracy (HubSpot)

Key Activities

Leading sales and business development initiatives as delegated by the Chief Revenue Officer, with a key focus on building sustainable recurring revenue streams and robust client relationships. The role will be responsible for executing the GTM plans and ensuring that the relevant stakeholders fully informed of sales activity.

Designing, maintaining and delivering excellent service and support for our channel partners, so they have all they need to sell our products.

Leading and coaching the global Business Development team to manage and leverage the opportunity pipeline from channel partners, including identifying and qualifying new opportunities.

Supporting the Chief Revenue Officer and Head of Marketing on sales and marketing strategy , primarily through surfacing market and customer trends.

Keeping stakeholders, sponsors and customers updated on developments, opportunities & industry updates

Maximising Snapper’s value and business reputation through partnerships

Maintaining a clear understanding of customer needs, what we aim to serve and what we decide to not serve.

Surface customer priorities and needs as part of product prioritisation and close the loop with customers/ prospects when these are delivered.

Assisting customers by finding solutions to business needs/problems where these align with Product capability and direction.

Understanding contractual requirements and proactively communicating changes or risks

Developing and iterating on business development and partnership practices and playbooks, enabling the Business Development team to scale appropriately for each market

Responsible for Go to Market plans being measured and that results delivered in line with these.

Monthly Sales reporting internally and externally

What will you need to be successful in this role?

• Proven experience in managing key customer and supplier relationships
• Confidence and capability to lead and motivate a team of professional sales and partnerships managers
• Proven experience in selling SaaS products and scaling GTM
• Experience in the Transport sector would be preferable
• More than 10 years business development and strategic sales experience / experience in working in a target-driven environment (or equivalent)
• Strong capability in managing a sales pipeline using CRM tools
• Experience in managing key customer and supplier relationships
• Experience in understanding customer needs and proposing solutions and services to meet these needs
• Strong empathy for the customer
• The ability to work in and adapt to a fast-paced and constantly changing environment

We want you to do well, and it looks like this:

Providing leadership and direction to ensure the team meets Snapper’s revenue goals. You’ll be continually crafting and communicating the customer vision, progress and output within Snapper.

To our customers you’ll lead the effective communication of the benefits of the service/product/features we provide. This will include helping produce client/supplier product collateral, including writing/reviewing customer communications.

You will oversee the liaison and coordination between external and internal stakeholders, exemplifying the role of “Client Champion” across our partnership and business development initiatives to ensure our clients receive the best service/solution possible.

You have ownership of key client accounts, including creating and maintaining account plans for Snapper’s key channel partners and customers. You’ll play a leading role in contract negotiations.

Identification and research of market trends that present new opportunities. Contributing to new business tenders; helping design and deliver them in collaboration with Sales, Marketing, Operations, Design & Finance.

You will be responsible for business development and partnership practices. You’ll continually assess the team’s performance against these and proactively adjust how the team operates to ensure we are operating at an appropriate level of maturity. This means ensuring the team is focused on consistent collection and monitoring of partner, customer and deal data in the CRM.