The Company

Excelsior has been retained exclusively by this innovative scale-up fintech, that specializes in delivering cutting-edge artificial intelligence (AI) solutions for the private markets.

They are a pioneering AI company, and through application of their proprietary neural networks, deliver unmatched operational value for institutional investors, family offices and fund administrators looking to reap the benefits of digital transformation.

The Role

The company is looking for a high-performing, hands-on Head of Sales to take ownership of their commercial growth as they transition from Founder-led sales. This is a rare opportunity to build the sales function from scratch, close deals with top-tier clients in private markets, and shape a growing B2B SaaS business as a member of the senior team.

As a member of the senior management team this is a key sales leadership role with the need for a hands-on, entrepreneurial leader who can wear multiple hats, build from the ground up, and adapt to the dynamic nature of a scaling SaaS company. As one can appreciate, the role responsibilities are varied and will include the following:

Sales Strategy Development

  • Define and refine the company’s go-to-market sales strategy.

  • Identify and prioritise target customer segments and ideal customer profiles (ICPs).

  • Establish and refine the sales process, playbook, and methodologies.

  • Continuously iterate and improve sales strategies based on feedback and results. 

Hands-On Selling

  • You will initially be the sole salesperson carrying your own quota, so will build and manage your own pipeline.

  • Open doors using your network and warm outreach to private market professionals.

  • Own the entire sales cycle, from lead generation strategies and prospecting, to contract negotiations and closing, while iterating on the process.

  • Build strong relationships with clients to establish trust and loyalty, focusing on long-term partnerships. 

Revenue Growth and Expansion

  • Drive revenue growth to validate product-market fit.

  • Develop and test pricing strategies to balance customer value and business objectives.

  • Plan for expansion into new markets and customer segments as appropriate.

  • Gather feedback from customers to refine the product offering and value proposition. 

Team Building and Leadership

  • Hire, train and coach a small sales team as the business scales.

  • Create a collaborative, high-performance sales culture that thrives on results. 

Scaling Sales Operations

  • Refine and manage the company’s sales tools and marketing / CRM (HubSpot).

  • Monitor sales performance metrics, identifying areas for improvement and optimization.

  • Build scalable sales operations and processes to support long-term growth.

  • Build a foundation for predictable revenue generation. 

Market Analysis and Positioning

  • Conduct market research to identify customer pain points, emerging trends, and opportunities.

  • Monitor competitor activities and develop strategies to differentiate our offering. 

Collaboration

  • Partner closely with the founders and key stakeholders to align sales efforts with overall company strategy.

  • Work closely with product and marketing to ensure aligned messaging and effective collateral.

  • Collaborate with product teams to ensure the product roadmap aligns with customer needs.

  • Address challenges and roadblocks in a fast-paced, resource-constrained environment. 

Reporting

  • Report on pipeline, performance and forecasts to the CEO, as well as market challenges and opportunities.

  • Contribute to strategic planning and decision-making at the leadership level. 

Evangelism and Brand Building

  • Represent the company at industry events, conferences, and networking opportunities.

  • Advocate for our mission and position our brand as a trusted market leader.

 

What We’re Looking For

  • Sales Success: Proven track record of selling B2B SaaS or AI-powered technology, ideally in early-stage or scaling environments. You’ve owned a number, built pipeline from scratch, and closed meaningful deals.

  • Industry Understanding: Familiarity with private markets, alternative investments, family offices, or fund managers is highly desirable.

  • Startup Mindset: Resourceful, self-driven and thrives in small, agile teams where everyone rolls up their sleeves to drive company growth.

  • AI Interest: Genuine curiosity about AI/ML and excited by how it transforms business processes — ideally with experience selling or using AI/ML-powered tools.

  • Cultural Fit: A collaborative, humble, and proactive communicator who is “nice but effective”

  • Strong Sales Traits: With strong communication and negotiation skills, confident presenting to senior stakeholders and managing complex sales cycles in order to win.

  • Commercial Flexibility: Open to a balanced package of salary, commission and equity that rewards both short and long term success.

Why Consider this Opportunity?

  • Make your Mark: Be the first dedicated Head of Sales hire and have a direct impact on company growth building out the sales function and team from the ground up. 

  • Cutting-edge AI Solution: Work with a pioneering AI technology in the private markets sector that is proven to deliver unmatched operational value to clients and already beaten more established market players in sales processes.  

  • Entrepreneurial Environment: Thrive in a collaborative start-up culture where your ideas and expertise will make a difference as part of the company management team. 

  • Success Potential: Contribute to building both the client base and sales team, paving the way for organizational and personal success, and of course wealth creation through a company exit. 

  • Employment Terms: Competitive base salary (depending on experience) & generous commission structure; 25 days holiday & bank holidays & birthday off; Flexible, remote-first working environment with coworking options; To round it off a generous vesting equity package so that you too can benefit financially from having ‘skin in the game’!

If you have the right experience and entrepreneurial spirit, and are looking to make a tangible commercial impact in a company shaping the next chapter of AI innovation for the private markets, we want to hear from you!

Remuneration: Appropriate package including base salary, commission, benefits & equity.

Location: UK remote flexible, but ideally London / Southeast England.



Contact Us

If this sales leadership role fits your experience and you’d like to learn more, please either apply online or introduce yourself in confidence by email.