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AccountsIQ · Sales

Head of Sales Development

United Kingdom, London · Job Posted March 24, 2026
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Job Description

The Head of Sales Development is a senior commercial leadership role reporting to the CRO, responsible for defining and scaling AIQ Group’s outbound pipeline generation strategy. The role owns outbound BDR-generated SQL performance and sets the strategic direction for the sales development function.

Job Responsibility

  • Owning the outbound BDR-generated SQL target and overall outbound pipeline contribution
  • Defining the outbound sales development strategy across AccountsIQ and ExpenseIn, including ICP targeting and account segmentation
  • Designing targeted outbound campaigns and multi-channel outreach frameworks (email, phone, LinkedIn)
  • Introducing and embedding an account-based, insight-driven approach to outbound prospecting
  • Line managing and developing the BDR Manager, setting clear performance standards and frameworks for the team
  • Ensuring the sales development function is structured and resourced to scale effectively
  • Leading recruitment and ramping of new BDR hires, establishing clear onboarding and productivity milestones
  • Partnering closely with Marketing to align outbound activity with inbound demand generation and lead handoffs
  • Monitoring pipeline generation metrics and providing strategic performance insight to the CRO
  • Identifying outbound cross-sell opportunities across the AccountsIQ and ExpenseIn customer bases
  • Continuously testing and optimising campaign messaging, targeting and outreach effectiveness

Requirements

  • Proven experience in a senior Sales Development, Business Development or Revenue leadership role within B2B SaaS
  • A strong track record of building or scaling BDR/SDR teams and outbound pipeline generation
  • Experience designing targeted outbound campaigns and account-based prospecting strategies
  • A strong commercial mindset with the ability to connect outbound activity to pipeline and revenue outcomes
  • Experience managing first-line sales leaders or SDR/BDR managers
  • A data-driven approach with strong understanding of CRM reporting, pipeline metrics and conversion analysis
  • Excellent leadership and coaching capability, with experience building high-performing teams
  • A strong cross-functional collaborator, particularly with Sales and Marketing teams
  • Clear and confident communicator comfortable operating with senior leadership
  • A builder’s mindset, able to create structure, processes and scalable growth frameworks

What we offer

  • 28 days annual leave + bank holidays + your birthday off
  • Hybrid working
  • Working from abroad - up to 6 weeks per calendar year
  • Private Health Insurance
  • 5% Pension contribution
  • Life Assurance - 4 x Salary
  • Income Benefit
  • Wellbeing initiatives
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