Business Unit
VBU - TrakM8
Job Description
Job Purpose
The Sales Director is a senior commercial leadership role responsible for driving new customer acquisition across the fleet telematics market. Leading a team of Business Development Managers (BDMs), this role is wholly focused on winning net new logo business — identifying, engaging and securing high-value fleet operators that align to Trakm8’s core customer profile of 500+ vehicles and £80k+ annual recurring revenue.
Reporting directly to the Chief Executive Officer, the Head of Sales will own the new business pipeline from end to end: from market targeting and campaign alignment through to commercial negotiation and contract close. This is a high-impact, high-visibility role with direct accountability for the delivery of new customer revenue in line with Trakm8’s One Page Strategy Plan and annual growth targets.
The successful candidate will bring proven new logo sales leadership experience in the fleet, telematics or adjacent technology markets, combining a hunter mindset with the capability to build, coach and elevate a high-performing sales team. They will also assume the overall sales leadership responsibilities currently being carried by the Chief Executive, enabling the business to operate with a dedicated, focused sales function for the first time.
Key Responsibilities:
New Logo Acquisition
- Own and deliver Trakm8’s new customer acquisition targets, including £240k+ ARR from new Key Accounts in 2026.
- Define and execute a targeted new business strategy focused on fleet operators with 500+ vehicles.
- Drive the team to convert qualified pipeline into contracted revenue, maintaining accountability for win rates and deal velocity.
- Lead senior commercial negotiations for high-value new business deals.
Pipeline Development
- Build and maintain a rolling new business pipeline — Q2 2026 target of +£1.5M in qualified pipeline added.
- Ensure disciplined CRM use for all pipeline management, forecasting and opportunity tracking.
- Provide accurate monthly and quarterly revenue forecasts to the CEO, with early escalation of risk.
- Collaborate with Marketing to align demand generation activity and lead conversion.
Commercial & Strategic Engagement
- Lead senior commercial negotiations for high-value new business deals
- Engage at C-level with target prospects to build relationships and drive deal progression
- Represent Trakm8 at industry events and networks to generate leads and build profile
Sales Leadership & Team Development
- Lead, manage and develop a team of BDMs, setting clear KPIs, targets and individual development plans.
- Establish a high-performance sales culture built on accountability, coaching and continuous improvement.
- Attract, retain and develop top sales talent; build capability and succession within the team.
- Act as a role model for Trakm8’s commercial values in every customer interaction and team conversation.
- Provide regular one-to-one coaching and pipeline reviews to support BDM performance and development.
Market Intelligence & Go-to-Market
- Gather competitive insight and market intelligence to sharpen Trakm8’s positioning.
- Work with Product and Marketing to develop compelling propositions for Optimisation, ADAS and AI solutions.
- Feed prospect and market insights back into the business to influence the product roadmap and go-to-market strategy.
- Stay current on trends in fleet technology, ADAS, AI and EV fleets to position Trakm8 effectively.
Cross-Functional Collaboration
- Partner with Customer Success and Account Management to ensure seamless new account handover post-signature.
- Work with Professional Services to ensure new business commitments are scoped and deliverable.
Skills / Experience / Competency Required:
- Significant B2B sales leadership experience, with at least 3–5 years in a player-manager or head of sales capacity.
- Proven track record of consistently achieving and exceeding new business revenue targets.
- Demonstrated ability to build and lead high-performing new business sales teams.
- Experience of selling complex, high-value solutions (£80k+ ARR) to enterprise or large commercial customers.
- Ability to develop and convert complex sales opportunities using a consultative approach.
- Strong pipeline management and CRM discipline; data-driven approach to forecasting and opportunity prioritisation.
- Excellent communication, questioning and stakeholder-management skills; confident and credible at C-level.
- Comfortable working in a scaling business environment where process and structure may be evolving.
- Comfortable working fully remotely and managing a remote team with a high degree of autonomy.
- Full UK driving licence (role requires travel to customer sites and industry events).
Desirable Skills:
- Experience within fleet, telematics, mobility technology or adjacent SaaS/technology markets.
- Degree-level education in Business, Sales, Marketing or a related discipline, or equivalent professional experience.
- Professional sales training (e.g. SPIN Selling, Challenger, MEDDIC, Consultative Selling).
- Experience with optimisation platforms, route planning solutions, or camera/ADAS technologies.
- Background in key account-style selling or enterprise consultative sales.
Personal Attributes:
- A natural hunter leader — personally comfortable opening doors at senior levels and coaching others to do the same.
- Strategic thinker who can translate business strategy into sales execution and operate at both strategic and operational levels.
- Proactive, resilient and comfortable working in a target-driven, fast-paced environment.
- Curious and innovative, with a continuous improvement mindset.
- Strong planning, organisational and prioritisation skills; able to manage competing demands across team leadership and personal commercial activity.
- High integrity and a commitment to delivering excellent customer outcomes; leads with honesty in every commercial interaction.
- Energetic and motivating — able to inspire and sustain a high-performance culture within the team.
- Self-motivated, driven and capable of working independently within a remote environment.
Our Values:
- We’re a close-knit team who care about each other, our customers and making a positive impact, our values drive who we are and the decisions we make:
- Caring & Committed – We show up for each other and deliver with dedication
- Make a Difference – We create impact that matters
- Relentless – We push forward until we succeed
- Do the Right Thing – We choose integrity every time
- Joy of the Journey – We enjoy the ride and celebrate along the way
Health & Safety
As a Trakm8 Group employee, you have the following H&S responsibilities:
- To comply with the Group H&S policy and procedures;
- To take care of your own health and safety and that of people who may be affected by what you do (or what you do not do);
- To co-operate with others on health and safety;
- To not interfere with, or misuse, anything provided for your health, safety or welfare;
- To wear/use the correct Protective Equipment at all times;
- To follow the training you have received at all times.
Information Security:
As a Trakm8 Group employee, you have the following Information Security responsibilities:
- To follow the Group Information Security policies at all times;
- To ensure that passwords under your responsibility are kept confidential;
- To keep Group or Company information secure and confidential at all times;
- To inform your manager immediately if you detect, suspect or witness an incident that may be a breach of security
This role requires screening in the below areas:
The above job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. All job descriptions are subject to possible modifications in line with the needs of the business.
