You will report directly to the CEO, sit on the leadership team, and own Appvia’s new business revenue motion across private sector accounts.
You will inherit an active team, this is not a standing-start hire. There are people, pipeline, and relationships already in motion.
What is needed now is a leader who can come in quickly, understand what we do and who we sell to, and immediately elevate the team’s performance, focus, and output.
The primary focus of the role is services revenue across cloud, data and AI, and managed cloud, with an exciting opportunity to support the commercial launch of Wayfinder as an agentic developer platform.
The right candidate will have a strong services background and understand how to use product to open and expand those relationships.
This is a player-coach role, with both a personal new business contribution and accountability for the team’s collective target.
You are as comfortable leading from the front on strategic deals as you are coaching the team and building the structure that drives consistent performance.

Requirements

Work closely with the CEO to define and execute Appvia’s sales strategy: target verticals, ICP, go-to-market approach, pipeline coverage model, and revenue targets
Own new business revenue across private sector, with a personal contribution target alongside team-generated pipeline
Be a natural problem solver with critical thinking capabilities, being able to offer solutions to problems and take accountability autonomously for anything revenue related
Be responsible for designing the team, capabilities, skills inline with the growth of the business, be that through function, solution lines or verticals
Build and maintain a healthy, well-qualified pipeline with consistent 3x coverage across cloud and platform services, data and AI delivery, managed cloud, and Wayfinder
Lead commercial strategy for target verticals: financial services, insurance, media and entertainment, energy and utilities, retail and eCommerce, and software vendors
Drive managed cloud services as a recurring revenue priority, building a predictable base alongside project-based revenue
Shape the commercial approach to Wayfinder and the agentic AI platform GTM: packaging, pricing, ICP, and how product opens and expands services relationships
Lead, coach, and develop the existing sales team: SDRs, Cloud Alliance and Partner BDRs, and Account Executives
Rapidly build a strong understanding of Appvia’s services, personas, and sales cycles, and use that to upskill the team, bringing structure, methodology, and confidence to how they prospect, qualify, and close
Define and embed a consistent sales process: personas, qualification criteria, deal stages, objection handling, and commercial frameworks that the whole team operates from
Run structured pipeline reviews, a weekly team cadence, and quarterly business reviews, holding individuals accountable to clear performance metrics
Build a high-performance culture with clear career pathways, consistent coaching, and a bias towards activity and outcomes
Hire and onboard additional headcount as the business scales, and define the team structure for the next phase of growth
Work closely with marketing to ensure inbound and outbound motions are tightly aligned and that SDR activity is well-directed, well-supported, and generating quality pipeline
Build and own senior relationships with AWS and Microsoft field teams, including partner managers, alliance leads, and specialist sales, and use those relationships to drive co-sell pipeline and joint opportunities
Understand how cloud providers work commercially: how co-sell programmes function, how to navigate AWS Partner Central and the Microsoft Partner Network, how to qualify and progress opportunities through partner channels, and how to unlock MDF and marketplace benefits
Guide and manage the Cloud Alliance BDR: providing direction on how to engage cloud provider teams, what a strong co-sell opportunity looks like, how to build relationships within the partner ecosystem, and how to convert partner introductions into qualified pipeline
Maximise the commercial value of Appvia’s AWS Advanced and Microsoft Solutions Partner status through joint GTM campaigns, marketplace listings, and co-funded activity
Identify and develop new alliance and channel relationships that accelerate pipeline in target sectors

Benefits

Flexible working with core hours of 10-4pm because we know life happens outside of work
25 days' holiday a year, plus bank holidays
An additional day off for your birthday
Enhanced maternity and paternity to full pay
Workplace Nursery Benefit to help working parents
Full Private Healthcare cover for you with partners and children covered 50%
Death in Service
Cycle to Work scheme
Electric Car Scheme
Pension plus a salary sacrifice option for even greater savings
Employee Assistance Programme
Free hygiene products available in the London office
Free therapy through AXA
Access to the Headspace App
Trained Mental Health First Aiders
Learning budget of £1,000 a year
Your own MacBook Pro while you work at Appvia
Dog friendly office
Wear what makes you comfortable
Free snacks in the office
Pool table & ping pong table
Regular team socials, board game nights, industry meetups and more!

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

cloud servicesdata and AI deliverymanaged cloudsales strategypipeline managementcommercial strategysales process designperformance metricsco-sell programspartner ecosystem engagement

Soft Skills

leadershipcoachingcritical thinkingproblem solvingaccountabilitycommunicationteam buildingstrategic thinkingperformance managementrelationship management