[Hiring] Sales and Customer Success Manager @Info Technology Supply Ltd

Role Description

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. Where they set the product direction, you deliver the commercial results. This is a hands-on role. You will be coaching your team one day and closing a deal the next.

Your Team

• Business Development Executive; new acquisitions, pipeline generation, and closing new business
• Technical Consultant; pre-sales support and customer implementation
• Customer Success Team; onboarding, retention, and account growth

What You'll Do

Commercial Ownership

• 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

Team Leadership

• 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

New Business

• Coach the Business Development Executive on complex or high-value deals, engaging directly where needed
• Personally lead senior prospect conversations for strategic accounts
• Ensure CRM discipline and consistent sales methodology across the team

Retention & Growth

• Own overall renewal rates and Net Revenue Retention (NRR) across the product portfolio, delivered through your Customer Success team
• Oversee the customer health framework and manage at-risk account escalations
• Feed structured customer insight - churn signals, feature gaps, competitor activity - to the Product Managers
• Partner with Marketing Operations on renewal communication and re-engagement campaigns

Working with the Product Managers

• 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

Qualifications

• 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
• Background in education, legal, corporate, or document management sectors a strong advantage

Requirements

• 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

The Right Mindset

• 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
• 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

Company Description

iTS is an independently run company established in 1988 with its headquarters in Harrow, London in the United Kingdom. We have operations throughout Europe and North America with customers across five continents.