Head of Sales

As Head of Sales at Bilue, you will be responsible for building a high-performing sales function that delivers measurable growth across new business, account management and partnerships. Reporting to the Chief Growth Officer, your role spans sales strategy, operations, enablement and team performance.

You will not only shape how we respond to opportunities and grow accounts, but also embed rigour into our sales operations, lead cross-functional alignment and ultimately improve win rates and client satisfaction. While you may lead some strategic sales opportunities, your primary focus is on driving team performance and ensuring repeatable success.

Responsibilities

Sales Strategy and Leadership

• You will lead a team currently consisting of 1 BDM and 1 AM, with scope to expand headcount based on growth.
• You will own sales performance against agreed quarterly revenue and margin targets.
• Define and evolve the sales strategy, team structure and GTM motion to drive growth.
• Oversee the sales process end-to-end, from qualification to close, with clear win strategies.
• Set and enforce professional standards and process compliance across the sales team.
• Set and track performance metrics for new business, account growth, and partnerships.
• Coach and support sales team members to drive individual accountability through clear performance metrics and to meet or exceed targets through structured enablement.
• Partner with Finance, Delivery and HR Business leads to drive business performance. 

Sales Operations

• You will enforce a repeatable sales operating cadence including weekly deal reviews, stage-based forecasting, and CRM discipline.
• Standardise tools, processes, and collateral to enable scalable, repeatable sales activities.
• Partner with Marketing on lead generation, campaign alignment, and market intelligence.
• Support the Account Management and Delivery teams with renewal and expansion strategies.
• Manage sales activity levels to balance client outcomes with Bilue’s internal commercial KPIs, ensuring the proactive utilisation of available team capacity and supporting sustainable growth.

Client Documentation and Commercials

• Drive ownership in the sales team for the creation, accuracy and ongoing management of all client contracts, proposals and commercial documentation.
• Lead commercial conversations with clients, serving as the first line of defence by confidently navigating contract terms, pricing levers and commercial frameworks.
• Ensure contract structures, scopes and commercial terms align with Bilue’s strategic direction and protect our long-term interests.
• Partner with Delivery and Finance to negotiate and finalise agreements, ensuring clarity, compliance and smooth transitions into delivery.
• Maintain exceptional internal handovers so that commercial expectations, obligations and risks are clearly understood across all teams.

Client Relationships and Account Oversight

• Maintain oversight of strategic accounts, ensuring account health and client satisfaction.
• Oversee the implementation of structured feedback loops to capture and act on client sentiment.
• Foster strong collaboration between Sales, Account Management, Delivery and technical teams.
• Manage the sales to delivery transition into Client Operations, setting the Delivery, Engineering and Design practices up for operational success. 

Direct Sales Contribution

• Lead or co-lead high-impact strategic deals when required.
• Contribute to early-stage lead generation or relationship development.
• Focus on enablement and delegation to scale the impact of the broader sales team
   

What success looks like in 6-12 months

• Clear and well-communicated sales strategy embedded across the team.
• Strong sales pipeline across new business, partnerships and existing clients.
• Consistent forecasting accuracy and reliable sales reporting cadence.
• Improved win rates and shorter sales cycles.
• High-performing sales team with visible career development and accountability.
• High levels of sales process compliance across qualification, forecasting, documentation and handover workflows.
• Positive Client Success indicators, including strong account health, reduced churn and measurable improvements in client sentiment and renewal outcomes.

• Proven sales leadership experience, ideally in a consultancy/digital services business, or related industry.
• Strong commercial acumen with a track record of building and leading successful sales teams.
• Excellent communicator and negotiator, with confidence managing senior client relationships.
• Deep understanding of B2B sales cycles, particularly in enterprise and mid-market.
• Comfortable with CRM tools (HubSpot preferred), reporting, and sales enablement tech.
• Pragmatic and delivery-minded, with the ability to balance short-term wins with long-term growth.
• Track record of building process discipline in sales organisations.
• Ability to have difficult conversations when needed, while maintaining team morale.
• Demonstrable experience developing and scaling high performance sales teams.
• You have an eagerness to learn about how Bilue's technology solutions can help clients and their customers.

Life at Bilue

People-first focus: We’re committed to delivering exceptional outcomes for our clients, but we know it starts with our people. You’ll join a values-led team that’s collaborative, curious, and genuinely cares about doing great work, together.

Connection that counts: From monthly anchor days and team lunches to our annual offsite, we create intentional moments to connect, collaborate, and celebrate. These aren’t just fun perks — they’re part of how we work and grow together.

Flexibility that works: We offer hybrid working, with 1–2 days per week in the office. It’s a balance that gives you the space to do your best work, while still creating time to connect and build strong relationships in person.

Strong internal communities: We actively foster internal communities across tech, design, delivery, and beyond, giving you plenty of chances to connect, share knowledge, and learn from your peers.

Opportunities to grow: We invest in your development with unlimited access to Go1’s learning library and support from our internal performance coach. Whether you want to deepen your technical skills or grow your leadership potential, we’ll back you.

Flat structure, real impact: At Bilue, everyone’s voice matters. Our leadership team is hands-on and approachable, and we operate without unnecessary layers. We keep things open and transparent, and your ideas will be heard, no matter your title.

Bilue = Big + Blue Ocean. Are you ready to set sail? Apply now!

NB. This is a full-time position based in Sydney. To be considered, candidates must have unrestricted working rights in Australia.

We believe that having balanced and diverse teams is fundamental to our success. We welcome applicants of all backgrounds and experiences and are committed to fostering an inclusive environment where everyone feels respected and valued. We do not discriminate based on race, religion, national origin, gender identity or expression, age, sexual orientation, marital status, neurodiversity or disability status.