Head of Sales Development

AccountsIQ•London, CA

12d•Hybrid

About The Position

At AccountsIQ, we’re on a mission to deeply understand our customers and deliver technology that enriches their lives. We provide smart, feature-rich financial management software designed for ambitious businesses that have outgrown basic starter systems or seek a simpler, more affordable alternative to complex, costly ERP solutions. Our cloud-based accounting software transforms the finance function, making it easier for multi-entity businesses to capture, process, and report their financial data with ease and efficiency. AIQ Group is home to two market-leading SaaS products serving the lower mid-market: AccountsIQ, a powerful cloud-based financial accounting platform, and ExpenseIn, an intuitive expense and spend management solution acquired in 2024. The products share a common Ideal Customer Profile and present a strong cross-sell opportunity across a growing customer base. 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. Working closely with Sales and Marketing leadership, the role establishes campaign frameworks, ICP targeting, and outbound execution standards to drive predictable pipeline growth. The position also line-manages the BDR Manager and plays a key role in scaling the team as the company continues to grow.

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.

Responsibilities

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.