Head of Installed Base - Europe West

The role:

Join IFS and lead a high-performing, inclusive team where your ideas, leadership, and drive will shape long-term customer success and growth across Europe West.

This is a newly created senior leadership position and a significant opportunity to shape how IFS grows revenue from its existing customer base across Europe West.

As Head of Installed Base covering the UK, Ireland, and Benelux, you will lead the end-to-end commercial strategy and execution for the Installed Base (IB) segment - driving retention, expansion, and renewal across established enterprise customers.

You will lead a team of three direct reports - two IB Sales Directors and one Digital Sales Manager - with collective accountability for growing Software License, AI, Cloud Subscription, and Premium Engagement Services revenue. Operating across multiple markets and cultures, this is a high-impact role for a commercially driven leader who can inspire others, bring gravitas in senior engagements, and translate customer relationships into sustainable, long-term growth.

Key Responsibilities

Team Leadership & Performance

• Lead, coach, and develop two IB Sales Directors and one Digital Sales Manager, creating a high-performance, inclusive, and target-focused team environment.
• Take ownership of recruiting, onboarding, and developing talent within the IB function.
• Set clear expectations, actively support performance, and foster a culture of accountability, growth, and recognition.
• Partner with Academy and HR to strengthen team capability and proactively address development needs.
• Create the conditions for the team to consistently perform strongly and grow IB revenue year on year.

Commercial Strategy & Revenue Growth

• Drive delivery of the IB segment revenue target across the UK, Ireland, and Benelux.
• Define and execute a balanced installed base growth strategy, combining short-term pipeline with long-term account development.
• Maintain a clear view of opportunity areas across the customer base and enable effective upsell and cross-sell initiatives.
• Oversee account planning for strategic customers, ensuring alignment between customer priorities and IFS solutions.
• Work with the Digital Sales Manager to integrate digital and field sales approaches effectively.

Customer Engagement & Trusted Advisor

• Engage at C-level and executive sponsor level across key accounts, bringing credibility and gravitas to customer interactions.
• Promote a value-based, consultative approach aligned to measurable customer outcomes.
• Build strong understanding of customer strategies and environments to identify growth opportunities.
• Support the team in navigating complex stakeholder environments and decision-making processes.
• Encourage the development of long-term partnerships and customer advocacy.

Pipeline Management & Forecasting

• Maintain disciplined pipeline management across the team, supporting visibility, accuracy, and momentum.
• Leverage Marketing, Inside Sales, and Partners to build pipeline across the IB segment.
• Provide clear and accurate forecasting and reporting to senior leadership.
• Ensure consistent and high-quality CRM usage across the team.
• Support key opportunities by coordinating the right internal expertise to drive successful outcomes.

Cross-Functional Collaboration

• Partner with Customer Success, Professional Services, Presales, and Solution Consulting to deliver strong customer outcomes.
• Collaborate with Marketing on Installed Base campaigns and demand generation initiatives.
• Contribute to senior leadership discussions on go-to-market strategy and planning.
• Engage with partners to strengthen coverage and support pipeline growth.

What We’re Looking For

• Significant experience in enterprise software sales, with a track record of leading high-performance Installed Base or key account teams to achieve strong results.
• Experience working on complex, C-level sales cycles and long-term account development.
• Proven people leadership experience, with a focus on developing and retaining talent.
• Experience leading multi-channel sales teams, including digital/inside sales alongside field sales.
• Experience operating across European markets; familiarity with the UK, Ireland, and/or Benelux is advantageous.
• Strong commercial acumen, with the ability to design and execute growth strategies.
• Confidence engaging with senior stakeholders, including the presence and gravitas to operate at board level.
• Strong pipeline management and forecasting capability, with a structured and data-informed approach.
• Relevant industry experience is beneficial. (B2B SaaS Enterprise Sales)
• University degree or equivalent professional experience.
• Fluent business-level English.

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.