Head of UK&I

Job description

Who we are?

Silverfin is a cutting-edge cloud software solution built by accountants, for accountants.

Founded in 2013, Silverfin was created to solve the frustrations of manual, error-prone processes in analysing financial data and compliance. From day one, we’ve been a cloud-first platform with an open API architecture, leveraging structured data to transform how accountants work.

Our mission is simple: to enhance and support the accountancy profession through AI and automation, ensuring accountants remain relevant and respected in the future of finance.

In 2023, Silverfin became part of the Visma Group, joining one of Europe’s leading providers of cloud software. This partnership strengthens our ability to innovate and expand our impact within the accountancy industry.

Today, Silverfin is trusted by over 1000+ firms across 19 countries. Our clients include all of the Big 4 accounting firms, as well as leading global networks like BDO, PKF, Baker Tilly, Grant Thornton, and Moore.

Headquartered in Ghent, with offices in London, Luxembourg, Gouda (NL), and a 2nd office in South of Belgium (Mont-Saint-Guibert), we’re a team of over 200 people - including a diverse remote engineering team working across multiple time zones - all working together to drive innovation in accounting.

How would you support our success?

Reporting to our GM International, the Head of UK&I holds overall accountability for the revenue, growth and performance of the UK&I business unit and the talented and focused team we employ in the market. You will own and accelerate the achievement of company goals based on localised strategies and ensure effective implementation of specific go to market plans. You are a Senior Manager and have a team of direct reports who contribute in Sales and Customer Success (Cx). Although not your direct reports, you have close relationships with members of the Marketing and Product Management functions working to deliver outcomes for your BU (business unit) so the ability to clarify expectations, engage and influence across other teams is a key aspect of the role.

Internally this role works with:

✓ The GM International and the Head of Operations

✓ The UK&I “FoH” team members working across Sales and Cx.

✓ Other business unit leaders - to share learnings, processes and insights

✓ Assigned experts from Marketing and Product Management

Externally the Role Works With:

✓ Customers and prospects

✓ Industry associations and membership bodies that have our target market as members

✓ Other SaaS ecosystem partners that serve and support our customers

✓ Commercial organisations that we have relationships with to operate locally.

This is a unique role which will require strategic thinking, innovation, experimentation and an ability to step-back and see the bigger picture… all while balancing a need to get into the details and independently execute with energy and drive. Having a customer first approach while driving our growth numbers is essential in your role.

This is firmly a commercial role, and you need to be able to think out of the box in a start up, challenger brand context and be hands-on in supporting our sales team most directly, whilst retaining oversight of a broader general management remit.

The Head of UK&I is responsible for  the Silverfin business outcomes in the UK&I:

✓ ARR growth and sales performance - with particular focus on increasing market awareness, acquiring the right customers and ensuring early “time to value” experiences.

✓ People management and coaching of a small team inside a larger business.

✓ Customer engagement, retention and expansion - supporting high pNPS,  lifetime value, low churn and loyalty, customer advocates and ARPA increases.

✓ Overall accountability on UK strategy in a global business context

Your responsibilities

• You will drive ARR growth and sales performance for the UK&I market, focusing on the right target segments and buyer personas to attract progressive accountants who can transform their performance with Silverfin. We focus on authenticity, never overselling or overpromising, and use ABM, content and product marketing to educate, inspire and convert ideal customers.
• As a sales leader, you will grow and guide a high-performing team in a competitive “challenger” environment. You will confidently advocate for Silverfin, including leading product demonstrations where appropriate.
• Working closely with the Customer Success Team, you will ensure exceptional onboarding, training and support, deliver premium experiences for high-value clients, and proactively manage churn and commercial compliance. You will nurture key customer relationships and champion the customer voice internally to boost value and pNPS.
• You will lead the achievement of acquisition, retention and expansion targets, keeping these goals alive for your team and the wider organisation. Collaborating with the GM International and senior leaders, you will help craft and execute the UK Annual “Plan to Win”, track progress, celebrate success and address shortfalls with agility.
• Beyond sales, you will oversee local commercial operations, including budget and P&L management, financial approvals, escalation handling, and people and culture initiatives, supporting training, wellbeing and social responsibility efforts.
• Finally, you will seek out new opportunities, adapt the business model to local needs, and embrace a learning, agile mindset, supported by coaching and collaboration across the global Silverfin organisation.
• You are an active member and contributor to the International  leadership team, including contribution to establishing and working towards clear goals and OKRs.
• You build and maintain strong relationships with customers, partners, and stakeholders
• Lead and manage the sales team including coaching on sales approach, ensuring alignment with goals and targets and optimising engagement, while also contributing with a player/coach mentality

What would success look like?

• Successful GTM plan creation and commercial execution in the UK&I - you own the numbers and take clear ownership to achieve them.
• Target market segmentation and PMF alignment between the UK FoH team and the product and marketing teams - they are committed to new customer growth, pNPS improvements and Rule of 40 targets.
• You know the Silverfin product value proposition very well
• Clear marketing plans are in place for the UK&I market - ABM and inbound content web/SEO optimisation. Outbound activities that support long term buying cycles.
• Sales funnel optimisation and performance through the sales team - a sales team that closes quality opportunities and meets targets.
• We meet targets on expansion opportunities with existing customers and the SAM is well respected for partnering with our most valuable customers on their Silverfin growth journey.
• Cx is focused on 100% customer delight and referenceability - pNPS has improved and CSAT remains strong, onboarding is optimised and customers TTV is efficient and customer service and support is a strong USP.
• A clear focus on accountable execution, goals, metrics and reporting - the team knows where performance is going well and not so well.
• Presence and visibility online and in person - credibility, energy and values alignment internally and externally
• Leading the UK office culture from the front, travelling to other offices/customers as often as required.
• You are open to change and have taken a “test and learn” approach to any new ideas or initiatives to help the team succeed.
• Day to day operational activities run smoothly and we are meeting all legal, commercial and health & safety obligations.
• Across the business there is a high level of awareness of the goals and achievement of the UK operation and the people and processes involved.
• You are viewed as an accountable, authentic and focused leader for the region, proud of your team’s achievements and a strong contributor to the overall Silverfin business.
• We ask that you learn and take manageable risks, expect and interpret feedback on your performance and have an open mind for personal training and development opportunities as they arise. We ask all our staff to speak up and contribute to team discussions, planning and other operational conversations. Your voice is valuable and through these interactions you will grow and contribute more to our business goals.
• We are increasing our focus on the right metrics to drive performance and you will be comfortable with this focus.  We work hard to ensure great performance is acknowledged and recognised and that service delivery is reliable and meets stakeholder expectations. You will report on and understand key business metrics and set team goals and targets that motivate and ensure visibility on results to plan. You will take high levels of accountability for ensuring your performance meets the metrics needed to be successful.

Experience and Qualifications

• 5+ years managing a key sales and/or customer facing services function in a growing SaaS software or product business or 5+ years in establishing a local operation for a global entity
• A tertiary qualification in Business or a related field
• Experience in implementing a high value (lower volume) sales motion and experiencing in using tools, people and processes to improve sales funnel metrics.
• Proven history in leading others (and contributing yourself) to achieving new business sales targets
• Experience in participating in an internationally distributed senior leadership team - aligning internationally and operating locally
• Solid experience and proven track record in hiring, onboarding and coaching sales professionals, preferably in SaaS companies
• Successful experience within the SaaS industry and an appreciation for the dynamic and accountable nature of this business model
• Experience in the UK Accounting Industry (selling or working in it) is desirable
• Experience managing high performing teams and developing and executing strategies for team member growth

Skills and knowledge

• Strong leadership and management skills
• Excellent communication and interpersonal skills
• Proven ability to build and maintain strong relationships with customers, partners, and stakeholders
• The ability to contribute to and support the closing of sales opportunities
• Broad understanding of Cx best practices, so that you can coach and support a Cx leader
• A strong understanding of the principles of key/strategic account management
• Strategic thinker with the ability to analyse market trends and competitor activity
• Strong financial acumen and experience managing budgets
• An AI evangelist who is able to drive efficiency through the use of the latest tools and technology while also leading others on a similar journey

Attitude and personality-related traits

• High energy, strong work ethic, disciplined execution skills, willingness to do whatever it takes to deliver results
• Entrepreneurial mindset with a focus on growth and innovation
• Collaborative and team-oriented
• Results-driven with a strong sense of accountability
• You are considered naturally positive, approachable, with a sense of humour and high levels of personal energy
• Flexible and adaptable, able to thrive in a fast-paced environment

We Care For You

• Be part of something bigger – Join a growing SaaS company that’s now proudly part of Visma, Europe’s leader in mission-critical cloud software.
• A connected team – Take part in regular team activities, retreats, and offsites to keep our culture thriving.
• Grow with us – Take advantage of career development opportunities and a personal training allowance to support your growth.
• Time to recharge – Enjoy our company-wide Wellbeing Days off each month (reviewed annually).
• Fair compensation – Receive a competitive rewards package with benefits tailored to your role.
• Flexibility with connection – We have a hybrid setup, with a minimum of two days a week in the office. However, we understand that life can be unpredictable, so we offer flexibility to accommodate unexpected events. Our offices in Belgium (Ghent), the UK (London – Old Street / Shoreditch), the Netherlands (Gouda), and Luxembourg provide great spaces to collaborate and connect.

How we work

At Silverfin, we’re an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, or disability status. We’re committed to elevating talent by creating an environment where we can all thrive together.

We have a unique culture with our values ​​as the backbone:

Who we are - Authentically human

How we think - With a growth mindset

How we act - Bravely,  side by side

How we win - By doing what we love

At Silverfin we make our own way. We are constantly looking for new and innovative ways to move forward. Continuous learning and development is encouraged to support your personal and professional growth.

At the same time, this opens up many new opportunities that allow our people to grow with Silverfin, and often faster than with other companies. So many ambitious team members have already found their way to a new challenge within Silverfin.

We want you to reach your full potential. To get you there, we don’t want to think in boxes and over-structure things. So your options are not limited to 1 team or 1 career track. Your talent, motivation and potential play a crucial role in evolving across the teams into new roles.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.