Head of New Business Sales

Reporting to: Chief Revenue Officer

Location: Hybrid, with regular travel to customers and Bournemouth

Salary: Competitive base plus OTE

Hours: Full time, 37.5 hours a week

Department: Revenue

Why this role exists

Nourish Care is the market leader in digital care management for health and social care. Our software helps providers record, analyse and share the information that sits behind good care, and everything we do comes back to one purpose: a better life for everyone.

Our next stage of growth depends on winning new customers, especially mid sized and small social care providers. We need a leader who can turn new business into a predictable, well-run engine: a team that manages its own pipeline, sells on value rather than price, and forecasts with confidence.

This role owns new logo revenue for end to end for all residential social care providers outside of a limited number of Target Accounts that are managed separately. You'll lead the team, shape how we go to market, and personally step into our most strategic pursuits.

What You'll Actually Do

You'll lead, coach and grow a team of five or more account executives, all focused on winning new logos. You'll hire well, set clear expectations, and run a regular rhythm of pipeline reviews, deal coaching and one-to-ones so every person knows where they stand and how to improve.

You'll own the new business number. That means implementing the plan to hit it, owning accurate, disciplined forecasting, and taking full accountability for new logo revenue against target.

You'll make pipeline management a team discipline, not a marketing dependency.

You'll work with marketing on campaigns, events and executive sponsorship to open the right doors.

You'll embed a consistent sales methodology across the team, covering qualification, stakeholder mapping, mutual action plans and value-based business cases. We currently use BANT, MEDDPICC and training from Sandler.

You'll make sure we sell on outcomes for providers and their clients, and protect margin rather than reaching for a discount.

You'll personally lead or support our high priority opportunities, including larger multi-site groups and local authority or framework tenders. You'll make sure every submission is compelling, compliant and commercially sound.

You'll work closely with marketing, partnerships, Product Consulting, Professional Services and Customer Success so that what we sell is what we deliver, and handovers to the account management team are clean.

You'll be a voice of the market internally, feeding what you hear from prospects and lost deals into product, pricing and marketing in a structured way.

And you'll represent Nourish at sector events and senior networks, building a credible presence for the business and the team.

What You'll Bring

Enterprise sales grounding. You've built your career in established enterprise sales organisations with structured onboarding, formal sales training and proven methodologies. You've learned best practice from the best, and you can bring that standard to a growing team.

New business team leadership. You've led a team of five or more account executives focused on new logo sales, and you can show how the team's results improved under you: quota attainment, pipeline coverage, win rates and ramp time.

A new logo track record. Before leading, you consistently closed complex, high value deals with multiple senior stakeholders. You can still step into a boardroom and lead a deal yourself.

Forecasting and operational rigour. You run forecasts that the business can rely on, and you treat CRM accuracy as part of the job, not admin. You use data to spot problems early and coach to them.

A proven sales methodology. You've embedded a structured approach, such as MEDDPICC or similar, and made it stick in how a team qualifies, plans and closes.

Hiring and coaching. You've recruited strong sellers, developed people into more senior roles, and dealt with underperformance fairly and promptly.

Proven adaptability. Care sector experience isn't essential, but you'll need to show you can learn a new sector fast. Give us examples of moving into an unfamiliar market and quickly earning credibility with its buyers. You'll be expected to get to grips with how care providers buy, sector regulation, local authority commissioning and the financial pressures providers face.

A reason to be here. Ideally you have a personal or professional connection to social care, or a track record in tech for good. We want someone motivated by the difference our software makes to people's lives, not just the number.

Tender and procurement experience. You've led or overseen formal tender responses in regulated or public sector settings.

Commercial credibility. You understand deal economics, contract structure and pricing levers in a SaaS business, and you protect margin under pressure.

Who this role suits

This role suits you if you've learned your craft in strong enterprise sales organisations, already lead a new business team, and now want to apply that experience somewhere with real purpose. You enjoy coaching as much as closing, you like the rigour of forecasting and deal reviews, and you're energised by getting to know a new sector quickly.

Who It Won't Suit

Let's be direct: if your sales experience has been mainly in early-stage start-ups, learned on the job without formal enterprise training or methodology, this probably isn't the right fit. The same goes if you've only been an individual contributor, or you've led account management or renewals rather than new business. It also won't suit you if your success has depended on high volume inbound, short sales cycles or a well-known brand doing the work, or if you see forecasting and CRM discipline as someone else's job.

Benefits

• Annual Leave: 25 days basic + Public Holidays + an extra day for your Birthday.
• Service-Related Leave: 1 extra day for each completed year of service (up to 5 additional days).
• Health & Wellbeing: Private Medical Insurance (including a personal health fund), Health & Wellbeing platform with 24/7 GP access, and an Employee Assistance Programme (EAP).
• Family & Security: Enhanced Maternity Leave, Group Life Assurance, and Pension Contribution.
• Growth & Connection: Regular career reviews, Referral Bonus schemes, and social events throughout the year.

All positions at Nourish are subject to a satisfactory Enhanced Disclosure and Barring Service (DBS) check, references, and receipt of appropriate Right to Work documents.

Nourish is proud to be an equal opportunities employer and we actively seek and embrace differences in thinking, experience, ethnicity, age, gender, faith, personalities, and styles.