Info Technology Supply Ltd is a well-established software company with a 30+ year track record, offering cloud-based SaaS, on-premise software, and professional services. This is a player-manager role for someone who can lead a small commercial team while staying personally active in key deals and customer relationships. You will be leading a sales and customer success team to sign new clients and increase the spend from existing clients. You will own the full customer lifecycle, new acquisition, implementation, retention, and expansion; working alongside the Marketing Product Managers who define product strategy and positioning. This is a hands-on role. You will be coaching your team one day and closing a deal the next.
Responsibilities
Own the full customer journey from qualified lead through to renewal and expansion; Define clear handoff processes between Business Development, Technical Consulting, and Customer Success; Maintain pipeline visibility and produce accurate revenue forecasts for leadership; Identify and pursue upsell and cross-sell opportunities within the existing customer base; Manage and develop a team of three across Business Development, Technical Consulting, and Customer Success; Set individual KPIs aligned to company targets and run regular performance reviews; Build a culture of accountability, collaboration, and continuous improvement; Support onboarding as the team grows alongside ITS's SaaS expansion; Coach the Business Development Executive on complex or high-value deals and engage directly where needed; Personally lead senior prospect conversations for strategic accounts; Ensure CRM discipline and consistent sales methodology across the team; Own overall renewal rates and Net Revenue Retention (NRR) across the product portfolio; Oversee the customer health framework and manage at-risk account escalations; Feed structured customer insight to the Product Managers; Partner with Marketing Operations on renewal communication and re-engagement campaigns; Collaborate with Marketing Product Managers on Ideal Customer Profile (ICP), target verticals, and sales enablement materials; Share commercial intelligence from the field to inform product roadmap priorities; Align on messaging and positioning so the commercial team goes to market consistently
Requirements
2-4 years in B2B SaaS commercial roles, with at least 2 years managing a team; Proven track record across both new business acquisition and customer retention, with measurable outcomes; Strong CRM proficiency - webCRM or equivalent - with experience driving team-wide adoption; Solid understanding of SaaS metrics: ARR, NRR, CAC, LTV, churn rate, and customer health scoring; Comfortable working with pipeline data to produce clear, reliable forecasts; Confident communicator, equally comfortable presenting to leadership and engaging at senior level with customers; Hands-on and self-sufficient - you do not wait to be told what to do; Data-driven: your pipeline calls are grounded in CRM evidence, not gut feel; Comfortable in a transformation environment - willing to build process from scratch where needed
Nice to have
Background in education, legal, corporate, or document management sectors; Degree in Business, Technology, or a related field preferred but not essential
Benefits
A role with real scope where you will shape the commercial function for ITS’s growing SaaS portfolio; Direct influence on revenue outcomes with strong leadership team support; An established customer base and proven products as your foundation; Performance-based compensation with a variable component tied to measurable results
Hiszpania · Madrid
