About us
Barbour is a trusted and comprehensive provider of regulatory information, guidance, standards and resources to support our clients wherever they are in the world. Through our knowledge of complex legislation and flexible resources, we empower our clients to simplify and manage their EHS compliance.
It’s about more than just legislation. Working with Barbour, you have a partner to help put solid compliance foundations in place, tools to influence company culture, and specialist consultancy. We help you stay on top of ever-changing industry developments, ensuring your organisation keeps people safe and protects the environment.
About the role
The Sales and Partnerships Director is a senior leadership position responsible for defining and executing the company’s new customer growth strategy. This role carries full accountability for revenue performance across New Business Sales, Sales Development, and Strategic Partnerships for Barbour EHS.
The role will drive sustainable revenue growth, build scalable sales infrastructure, expand strategic partnerships, and ensure the business operates with a data-led, performance-driven culture. This individual will shape long-term commercial direction while delivering short- and medium-term revenue targets.
What you’ll be getting up to
Strategic Responsibilities
1. Revenue Strategy & Commercial Leadership
- Develop and implement a revenue growth strategy aligned to company objectives.
- Own full revenue accountability across:
- Sales Development
- New Business Sales
- Strategic Partnerships
- Identify new revenue streams, routes to market, and scalable growth opportunities.
- Lead forecasting, budgeting, and commercial planning processes.
- Provide regular reporting on revenue performance, pipeline health, risks, and opportunities.
- Support and help shape the wider business strategy, including pricing models, contract structures, and long-term commercial positioning.
2. Sales Organisation Leadership & Scalability
- Lead, mentor, recruit and develop a high-performance, scalable sales organisation capable of supporting ambitious growth plans.
- Establish clear KPIs, performance frameworks, and accountability structures.
- Ensure robust CRM discipline, accurate forecasting, and performance visibility.
- Drive a culture of coaching, continuous development, and operational excellence.
- Ensure Partnerships, Sales Development and New Business teams consistently achieve targets while maintaining quality standards.
3. Data-Driven Performance Management
- Embed a data-first culture across the commercial function.
- Maintain and develop reporting frameworks covering:
- Pipeline metrics
- Conversion ratios
- Revenue forecasting
- Partner performance
- Sales cycle efficiency
- Use analytics to identify trends, focus areas, and improvement opportunities.
- Present clear commercial insights to inform strategic decision-making.
Strategic Partnerships & Channel Development
The Sales and Partnerships Director holds responsibility for the Partnership Programme as a core growth channel.
Partnership Strategy
- Define and execute a structured partnership growth strategy.
- Ensure that high-value relationships are identified with:
- Internal group businesses
- Membership organisations
- Trade bodies
- Relevant third-party entities
- Help to structure high-value commercial agreements.
- Consider and propose options for white-label, co-branded, and integrated partnership models amongst others
- Ensure commercial agreements deliver sustainable, long-term revenue.
Key Performance Indicators
- Delivery of revenue growth targets
- Partnership channel revenue contribution
- Forecast accuracy and pipeline health
- Sales productivity and conversion metrics
- Retention and development of high-performing teams.
- Growth of strategic alliance revenue streams
- Results-driven, strategic thinker with operational delivery focus
What we're looking for
The ideal candidate for this role will demonstrate behaviours that reflect our core values. Our colleagues are approachable and optimistic, focusing on solutions. We listen to understand client needs, delivering expert guidance and a high-quality service. We foster collaboration by sharing knowledge openly and supporting others to thrive by sharing well-considered feedback. We continuously strive for improvement by being open to challenge, being curious and focusing on innovation.
In order to excel in this role you need…
- Partnership Strategy & Ecosystem Design: Ability to design and execute a multi-faceted partnership strategy from the ground up.
- Contract Negotiation: Capable of negotiating intricate commercial and legal terms for direct customers and partners
- Go-to-Market (GTM) Planning: Experience creating and executing joint marketing and sales plans to drive customer acquisition and partnership development.
- Pipeline Management & Forecasting: Proficiency in managing pipeline and accurately forecasting revenue.
- CRM & Proficiency: Deep familiarity with CRM tools (Salesforce).
- Market & Competitive Analysis: Monitor and analyse competitor changes and trends, identify strategic opportunities, and size emergent partner opportunities.
- Executive Presentation: Polished ability to create and deliver compelling, data-driven presentations to C-level audiences, both internal and external.
- Technical Acumen: A solid understanding of selling through SaaS business models, APIs, and product integrations, enabling credible conversations potential end users and partners.
Why join us?
We put people first—whether it’s our customers or our colleagues. When you join us, you’ll be part of a supportive team that values collaboration, innovation, and professional growth. We’ll give you the tools and opportunities to succeed, while ensuring you feel valued every step of the way.
Our benefits
We aim to support our colleagues both professionally and personally. Here’s a snapshot of what we offer:
- Salary: £70,000+ Per annum
- Location: Remote based with some office meetings across the UK when required
- Working Pattern: Monday to Friday 9am – 5:30pm with a one hour unpaid lunch break
- Annual Leave: 25 days holiday in addition to usual bank holidays
- Wellbeing – Health cash plan, company sick pay scheme, gym discounts, cycle to work scheme, mental health first aiders and an enhanced employee assistance programme
- Financial – Salary sacrifice pension scheme, exclusive shopping discounts, EV Salary Sacrifice scheme, access to affordable ways to buy white goods and tech
- Family – We enhance statutory family leave entitlements, run charity events throughout the year to support our charity partner Mind, provide group life insurance and offer a one‑off two‑week paid life‑event leave after five years of service
- Community – Volunteer days and religious holiday swaps
- Social – We host an annual conference to get the whole business together as well as our team of Social Champions who arrange regular events for inside and outside of work
- Development – We’ll cover the cost of a professional membership fee, support your personal and professional development and provide you with access to our online learning library
