Find a job 
Featured Companies 
Featured Universities 
For Companies At a Glance
- Tasks: Lead a team to drive customer growth and revenue expansion in a dynamic tech environment.
- Company: Leading IoT connectivity solutions provider with a focus on innovation.
- Benefits: Competitive salary, hybrid work model, and strong career progression opportunities.
- Why this job: Shape the future of customer success and make a real impact on global growth.
- Qualifications: 7+ years in sales or customer success, with proven leadership and commercial skills.
- Other info: Join a diverse and inclusive culture that values collaboration and innovation.
The predicted salary is between 96000 - 144000 £ per year.
The following information provides an overview of the skills, qualities, and qualifications needed for this role.
Location: Glasgow (Hybrid 50:50)
Salary: Up to £120,000 base (£150,000 OTE)
About the Company
Our client is a leading provider of IoT connectivity solutions, empowering businesses worldwide to effortlessly connect and manage their devices. Their mission is to simplify IoT deployment and drive innovation across industries.
Role Overview
We are seeking a commercially driven Sales Manager to lead and develop a team of Customer Success Managers responsible for managing and growing the existing customer base. This role is focused on driving revenue expansion, ensuring high levels of customer retention, and embedding a strong commercial sales culture within the customer success function.
The successful candidate will combine strategic sales leadership with hands-on coaching and deal support, enabling the team to identify and convert growth opportunities across a portfolio of over 400 customers. This is a pivotal role in aligning customer success with broader revenue objectives and scaling long-term account growth.
Key Responsibilities
- Team Leadership & Performance Management
- Lead, mentor, and develop a team of Customer Success Managers to achieve and exceed revenue and retention targets.
- Set clear KPIs and performance expectations across upsell, cross-sell, and renewal metrics.
- Provide ongoing coaching on commercial strategy, pipeline management, and customer engagement.
- Foster a high-performance, accountable, and collaborative team culture.
- Revenue Growth & Commercial Strategy
- Own revenue growth across the existing customer base, including expansion, renewals, and strategic account development.
- Develop and implement scalable account growth strategies aligned with commercial objectives.
- Support the team in identifying, qualifying, and closing expansion opportunities.
- Personally engage in high-value or strategic commercial discussions where required.
- Customer Engagement & Retention
- Ensure strong executive-level relationships across key accounts.
- Oversee proactive engagement strategies that drive customer satisfaction, adoption, and long-term retention.
- Act as escalation point for complex commercial or relationship issues.
- Partner with Customer Success Managers to build account plans for high-value and growth-focused customers.
- Forecasting & Reporting
- Maintain accurate forecasting across renewals and expansion pipeline.
- Report on team performance, revenue growth, and customer health metrics to senior leadership.
- Use data and insights to drive continuous improvement and strategic decision-making.
- Cross-Functional Collaboration
- Work closely with Sales, Marketing, Product, and Operations to align customer growth initiatives.
- Ensure customer feedback and market insights inform product development and commercial strategy.
- Support the evolution of the customer success and account management framework.
- Process & Strategy Development
- Establish scalable processes for account management, renewals, and expansion.
- Implement best practices for customer lifecycle management and revenue growth.
- Contribute to long-term planning for team structure and customer segmentation.
Qualifications
- 7+ years in sales, account management, or customer success roles within technology, telecommunications, or IoT sectors.
- Proven experience leading high-performing commercial or account management teams.
- Strong track record of delivering revenue growth within an existing customer base (upsell/cross-sell/renewals).
Commercial Acumen
- Demonstrated ability to build and execute account growth strategies.
- Strong negotiation and deal-closing skills with enterprise and mid-market customers.
- Experience managing pipelines and delivering against revenue targets.
Leadership & Coaching
- Ability to motivate, coach, and develop commercially focused customer-facing teams.
- Experience setting targets, managing performance, and driving accountability.
Communication & Stakeholder Management
- Excellent communication and presentation skills.
- Comfortable engaging with senior stakeholders both internally and externally.
- Strong collaboration skills across sales, product, and operational teams.
Customer-Centric Mindset
- Passion for delivering customer value while achieving commercial outcomes.
- Ability to balance long-term relationship building with revenue growth objectives.
Why Join?
This is an opportunity to play a critical role in shaping how an established and growing organisation develops and expands its global customer base. You’ll lead a talented team, influence commercial strategy, and directly impact revenue growth within a fast-moving technology environment. The company offers a collaborative and innovative culture, competitive compensation, and strong opportunities for progression as the business scales.
Our client is an equal opportunity employer. They celebrate diversity and are committed to creating an inclusive environment for all employees.
Head of Sales in Glasgow employer: Vocative Consulting
Contact Detail:
Vocative Consulting Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Head of Sales in Glasgow
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Prepare for interviews by researching the company and its culture. Understand their products and services, especially in IoT connectivity. Tailor your answers to show how your experience aligns with their goals, particularly around customer growth and retention.
✨Tip Number 3
Practice your pitch! Be ready to discuss your past successes in sales and customer management. Highlight specific examples of how you've driven revenue growth and built strong customer relationships. Confidence is key!
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, we love seeing candidates who are proactive and engaged with our brand. Let’s get you that Head of Sales role!
We think you need these skills to ace Head of Sales in Glasgow
Some tips for your application 🫡
Tailor Your CV: Make sure your CV reflects the skills and experiences that align with the Head of Sales role. Highlight your leadership experience and any successes in driving revenue growth, as these are key for us.
Craft a Compelling Cover Letter: Use your cover letter to tell us why you're the perfect fit for this position. Share specific examples of how you've led teams to success and driven customer engagement, showing us your passion for the role.
Showcase Your Commercial Acumen: In your application, demonstrate your understanding of commercial strategies and how you've successfully implemented them in previous roles. We want to see your ability to think strategically about revenue growth.
Apply Through Our Website: We encourage you to apply directly through our website. This ensures your application gets to the right people quickly and allows us to keep track of all candidates efficiently.
How to prepare for a job interview at Vocative Consulting
✨Know Your Numbers
Before the interview, brush up on your sales metrics and achievements. Be ready to discuss specific figures related to revenue growth, upselling, and customer retention. This will show that you’re not just a leader but someone who understands the commercial landscape.
✨Showcase Your Leadership Style
Prepare examples of how you've successfully led teams in the past. Think about times when you mentored team members or implemented strategies that drove performance. This is your chance to demonstrate your coaching abilities and how you foster a high-performance culture.
✨Engage with Customer Success Stories
Have a few compelling customer success stories ready to share. Discuss how you’ve built relationships with key accounts and driven satisfaction and retention. This will highlight your customer-centric mindset and ability to align with broader revenue objectives.
✨Collaborate Across Functions
Be prepared to talk about how you’ve worked with other departments like Sales, Marketing, and Product. Share examples of how you’ve used customer feedback to inform strategy or improve processes. This shows you understand the importance of cross-functional collaboration in driving growth.
