Mark Jones

Commercial sales leader with 20+ years' experience building, coaching and leading enterprise and mid-market SaaS teams across HCM and fintech. Proven in stabilising underperforming sales organisations, rebuilding pipeline discipline and delivering consistent quota attainment through structured deal coaching and data-driven execution. Track record of closing complex £1m-£5m+ enterprise deals and developing high-performing managers and AEs.

Head of Enterprise Sales - Dayforce - UK

(2024-12 - 2025-07)

Brought in following leadership churn to stabilise enterprise sales performance across UKI and Northern Europe (7 AEs; £11m ARR target).

• Reintroduced MEDDIC-led deal reviews and rebuilt Salesforce discipline, improving forecast accuracy from 62% to 94%.
• Reset cross-functional cadence with Marketing, Pre-Sales and Customer Success to accelerate pipeline velocity.
• Coached enterprise AEs on late-stage deal strategy and executive engagement.
• Recovered performance from 20% (Q1) to 76% (Q2) of target.
• Secured £1.3m ARR flagship win (PPHE).
• Reduced voluntary attrition to 0%. Role concluded following organisational restructure after delivery of stabilisation mandate.

Sales Director - Channel & Emerging Markets (EMEA) - UKG (Ultimate Kronos Group) - EMEA

(2020-07 - 2024-11)

Owned new-logo revenue via direct and partner channels across Southern Europe, Middle East and Africa, leading a 7-person team including CAMs, Channel Managers and SEs.

• Designed and launched a tiered partner programme, increasing active VARs from 12 to 18 and expanding addressable market by £10m.
• Implemented Challenger-led qualification and structured deal coaching to improve win rates and deal quality.
• Recruited, developed and promoted sales managers and senior AEs across regions.
• Quota: 122% (FY21), 136% (FY22), 174% (FY23).
• Channel ARR grew from £2.5m to £4.9m.
• President's Club - 3 consecutive years.

Head of Sales - Zellis (formerly NGA HR) - UK

(2016-06 - 2020-05)

Mandated to modernise GTM strategy and reverse declining growth for the UK's largest payroll software provider.

• Restructured the sales organisation into a Hunters/Farmers model and introduced an SDR function.
• Rolled out Sandler methodology and vertical playbooks across Retail, Insurance and Property.
• Personally led complex competitive tenders and coached the team through late-stage enterprise negotiations.
• 150% YoY growth in new-business revenue.
• Increased ACV from £5.5m to £7.9m.
• Closed Wilko (£5.8m), Aviva (£1.5m) and Connells (£0.85m).

Business Development Director - Confirmit (now Forsta) - UK

(2015-11 - 2016-06)

• Closed enterprise CX SaaS deals with The AA (£0.8m) and NHBC (£1m).
• Delivered 143% of personal quota.

Sales Director - Northern Europe - KDS (Amex) - Northern Europe

(2014-03 - 2015-11)

• Led regional commercial performance across new business sales, pre-sales, account management and inside sales (€4.8m revenue responsibility).
• Negotiated and won new enterprise clients across the region; recruited and developed a pan-European sales team.
• Contributed to corporate strategy as part of the senior leadership team.

Head of Sales & Partnerships - Airplus International

(2013 - 2014)

• Led corporate and partnership sales; managed strategic relationships including JPM and Santander.

Regional & Enterprise Sales Leadership Roles - SAP Concur

(2008 - 2013)

• Led multi-country enterprise sales; sustained quota attainment of 140-180%; closed Sony, EY and Savills.

Senior Regional Sales Manager - ADP Employer Services

(1995 - 2008)

• Managed payroll P&L up to £2.5m; President's Club 7x.

HND - Business & Finance - University of West London