Sales Director - Communications

Role Purpose

As Viatel continues to scale its Communications Services business, this role is a key leadership appointment within the future commercial organisation. The Sales Director for Comms Services will take full commercial ownership of this portfolio, shaping strategy, driving revenue growth, and building a high-performance sales engine capable of supporting Viatels medium to long term growth ambitions.

Responsibilities:
1. Commercial Strategy

• Define and own the Communications Services sales strategy, aligned to Viatels overall growth objectives.
• Translate company ambition into clear revenue targets, market focus, and execution plans.
• Identify and prioritise target segments (enterprise, mid-market, Public Sector, channel) to maximise growth and profitability.
• Lead expansion of the communications portfolio through new customer acquisition, co-sell, and upsell.
• Portfolio Management protecting and growing Viatels top accounts
• Lead initiatives designed to minimise churn and strengthen long term customer value across the communications business
• Drive portfolio expansion through disciplined new business acquisition, strategic cosell motions, and structured upsell pathways across the existing customer base.
• Deliver performance that directly aligns with Viatel core KPIs

2. Forecasting

• Carry ultimate accountability for revenue performance, margin, and pipeline health across Comms Services.
• Establish robust forecasting, reporting, and performance management disciplines.
• Ensure strong deal governance, pricing discipline, and commercial decision-making.
• Ensure 100% adoption and disciplined usage of Salesforce by the sales team, including opportunity management, stage progression, activity logging, and data hygiene.

3. People Management

• Recruit, develop, and retain senior sales talent in line with growth plans.
• Set clear performance expectations, KPIs, and accountability frameworks.
• Create a culture of high standards, pace, and ownership, balanced with coaching and development.
• Champion Viatels culture initiatives and work closely with the People & Culture team to embed values, drive engagement, and ensure the sales organisation reflects and strengthens the companys cultural identity

4. Go-to-Market Execution

• Drive consistent, repeatable sales execution across the full sales lifecycle, ensuring disciplined qualification, progression, and closure of opportunities.
• Work in close partnership with Marketing to align campaigns, leadgeneration activity, and Viatels brand positioning to support pipeline creation and market visibility.
• Partner with internal stakeholders across Product, Operations, Finance, and Customer Success to ensure propositions are customerled, commercially viable, and competitively differentiated.
• Lead a structured cosell motion with Viatels Digital Services and Cyber Security teams to identify, qualify, and convert crossportfolio opportunities, increasing multiservice penetration and overall account value.
• Ensure gotomarket plans are informed by market insight, competitive intelligence, and customer feedback, enabling the sales team to execute with clarity and confidence.
• Drive crossfunctional accountability for launch readiness, ensuring new propositions are supported with the right enablement, pricing, messaging, and sales tools.

5. Customer Engagement

• Act as executive sponsor for key strategic customers and partners.
• Build long-term relationships with senior customer stakeholders.
• Represent Viatel in major negotiations, contract renewals, and partnership discussions.
• Monitor competitor activity and market trends to inform strategic responses.

6. Leadership

• Be a trusted senior leader within the wider Viatel commercial leadership team.
• Contribute to broader company strategy beyond Communications Services.
• Role-model Viatel values, professionalism, and customer-centricity.
• Drive cross-functional alignment and remove barriers to commercial success.

7. Experience & Background

• 10+ years of B2B sales experience within telecommunications, cloud communications, or closely related technology sectors.
• Extensive experience operating at a senior leadership level within a highperformance sales organisation.
• Proven track record of driving significant revenue growth and scaling sales teams in competitive, fastmoving markets.
• Strong background in managing and leading senior sales professionals and sales managers, with a demonstrated ability to build, motivate, and retain highperforming teams.
• Deep experience selling complex, multiservice solutions with long sales cycles and multiple stakeholder groups.
• Demonstrated capability in shaping sales culture, embedding performance standards, and leading through change and transformation.
• Strong commercial acumen with the ability to translate market insight, customer needs, and business strategy into executable sales plans.

Our Benefits:

• 24 days a