Head of Telesales & Lead Generation

Job Title: Head of Telesales & Lead Generation
Location: Northampton – Office-based, with hybrid working available following probation
Salary: £50,000–£60,000 basic salary + performance bonus (OTE £80,000–£90,000)
Job Type: Full-Time | Permanent

The Opportunity

This is an opportunity to build something significant.

Millbrook Business Finance is entering an exciting period of growth, and we’re investing in the development of a dedicated Sales Development Team (SDT) to support our expanding commercial finance operation.

We’re looking for an exceptional Head of Telesales & Lead Generation to take ownership of this function, build a high-performing team and create a scalable outbound sales operation capable of consistently delivering quality opportunities to our Account Managers and Business Finance Brokers.

This isn’t a traditional telesales management position. We want someone who has done this before. Someone who has built successful outbound calling teams, developed winning campaigns, recruited and trained salespeople, introduced effective sales processes and delivered measurable improvements in productivity and conversion.

You’ll have the autonomy to shape the function, the backing of the wider leadership team and the opportunity to make a significant contribution to Millbrook’s next stage of growth.

If you’ve previously built and scaled a successful outbound sales operation and want the opportunity to do it again, we’d like to hear from you.

About Millbrook

Millbrook Business Finance, part of Millbrook Group, is one of the UK’s growing commercial finance brokerages, arranging over £60 million annually across business loans, asset finance, merchant cash advances, refinance and other specialist funding solutions.

We support SMEs across the UK, helping business owners access the finance they need to invest, expand and grow.

Our business has earned industry recognition, including Best Equipment Finance Provider to Work For at the Asset Finance Connect Awards and Cashflow Broker of the Year at the NACFB Awards.

We’re ambitious, commercially driven and committed to building a business that delivers exceptional results for customers and provides genuine opportunities for our people.

The Role

Reporting directly to the Sales Director, you’ll have overall responsibility for developing, leading and scaling our Sales Development function.

You’ll be responsible for building the strategy, infrastructure, people and processes required to generate a consistent flow of qualified opportunities for our Account Management team.

Your role will cover everything from recruitment, training and campaign development through to performance management, technology, data strategy and conversion optimisation.

We need a hands-on leader who understands that successful telesales operations are built through strong leadership, disciplined execution, effective coaching and constant improvement.

You’ll be expected to lead from the front, understand the numbers, listen to calls, coach individuals and demonstrate what excellent outbound sales activity looks like.

Key Responsibilities

1. Build and Lead the Sales Development Team

• Recruit, develop and retain a high-performing team of Sales Development Representatives.
• Establish a clear team structure, individual responsibilities and progression opportunities.
• Create a high-performance culture built around accountability, activity and results.
• Develop structured onboarding and ongoing training programmes.
• Identify future team leaders and develop internal talent.

2. Outbound Sales Strategy & Campaign Development

• Design and implement targeted outbound calling campaigns across UK businesses.
• Develop campaign strategies based on industry, business size, funding requirements and commercial opportunities.
• Build effective prospecting strategies using purchased data, existing databases, marketing enquiries and other lead sources.
• Develop and continually improve scripts, propositions, objection handling and call strategies.
• Introduce structured follow-up processes to maximise contact and conversion rates.
• Work closely with Marketing to align campaigns and maximise lead generation opportunities.

3. Performance Management & Conversion

• Establish and manage clear individual and team KPIs.
• Monitor calls, talk time, meaningful conversations, qualified leads and conversion rates.
• Introduce regular call reviews, coaching sessions and performance improvement plans.
• Identify underperformance quickly and implement corrective action.
• Ensure lead quality is prioritised alongside activity and volume.
• Track lead progression through to completed transactions and revenue.

4. Systems, Data & Automation

• Optimise our HubSpot CRM and telephony systems to improve productivity and reporting.
• Develop effective lead allocation, follow-up and task management processes.
• Identify opportunities to introduce automation, AI and technology to improve efficiency.
• Improve data segmentation, campaign targeting and lead source performance.
• Ensure management information provides clear visibility of team performance and return on investment.

5. Cross-Department Collaboration

• Work closely with the Sales Director, Marketing and Account Management teams.
• Develop effective SDR-to-Account Manager partnerships.
• Ensure leads are properly qualified, handed over and progressed.
• Establish feedback loops between SDRs and Account Managers to continually improve lead quality.
• Support the wider commercial strategy and growth objectives of Millbrook Business Finance.

Your First 90 Days

We want someone who can make an immediate impact while building something sustainable for the future.

First 30 Days – Understand, Assess & Establish

• Review the existing Sales Development structure, people, processes and performance.
• Assess current lead sources, data quality, campaign effectiveness and conversion rates.
• Review HubSpot, telephony, reporting and automation capabilities.
• Establish baseline KPIs and identify immediate opportunities for improvement.
• Produce an initial Sales Development strategy and implementation plan.

Days 31–60 – Build, Implement & Develop

• Implement a structured outbound sales playbook.
• Introduce consistent calling strategies, scripts and follow-up cadences.
• Establish daily, weekly and monthly performance reporting.
• Introduce structured call coaching and performance management.
• Develop recruitment, onboarding and training plans to support team growth.
• Launch and evaluate targeted outbound campaigns.

Days 61–90 – Optimise, Scale & Deliver

• Demonstrate measurable improvements in productivity and lead generation.
• Establish a consistent pipeline of qualified opportunities for Account Managers.
• Improve contact rates, conversion and lead quality.
• Present a longer-term recruitment and scaling strategy.
• Establish a clear forecast of lead generation capacity and expected commercial contribution.
• Present a 12-month development plan for the Sales Development function.

Success will be measured against agreed baseline and growth targets, with a clear focus on sustainable lead generation, conversion and commercial return.

What We’re Looking For

This is a senior leadership appointment, and previous experience of successfully running outbound sales operations is essential.

You’ll ideally have:

• A proven track record of managing and developing outbound telesales, SDR or B2B business development teams.
• Experience building, recruiting and scaling outbound calling teams.
• Demonstrable success designing and delivering outbound campaigns.
• Strong knowledge of cold calling, prospecting, objection handling and lead qualification.
• Experience developing structured sales training and coaching programmes.
• A strong understanding of sales KPIs, conversion metrics and pipeline management.
• Experience using CRM systems, diallers and sales automation tools.
• The ability to analyse performance data and translate it into practical improvements.

Experience within commercial finance, financial services, insurance, telecoms, utilities, recruitment or another high-volume B2B sales environment would be advantageous. HubSpot experience would be beneficial but isn’t essential.

Most importantly, we want evidence of results. We want to understand the teams you’ve built, the campaigns you’ve delivered, the improvements you’ve achieved and the commercial results you’ve generated.

The Person

You’ll be:

• Commercially minded, analytical and highly driven by results.
• A confident leader who can motivate, challenge and develop others.
• Hands-on and comfortable leading from the front.
• Organised, disciplined and highly accountable.
• Passionate about developing people and building successful teams.
• Comfortable challenging existing processes and introducing better ways of working.
• Able to balance immediate performance with longer-term strategic development.

You won’t be someone who simply manages through spreadsheets and reports. You’ll be visible, involved and actively engaged in developing the team’s performance.

What You’ll Get

• £50,000–£60,000 basic salary, depending on experience.
• OTE of £80,000–£90,000.
• Hybrid working options following successful completion of probation.
• 20 days holiday allowance, plus bank holidays.
• Opportunity to earn additional annual leave through quarterly performance targets.
• Company pension scheme.
• Access to Mintago Salary Sacrifice.
• Your birthday off following probation.
• Regular social events, incentives and team celebrations.
• Genuine opportunities to develop your career as Millbrook grows.

Most importantly, you’ll have the opportunity to build and own a significant function within an ambitious and growing financial services business.

Interview Process

Stage One – Initial Conversation

An introductory conversation to understand your experience, achievements, leadership approach and motivations.

Stage Two – Face-to-Face Interview & Practical Presentation

You’ll be asked to prepare and present a proposed 90-day plan outlining how you would approach building and developing Millbrook’s Sales Development function. We’d like you to cover:

• Your approach to recruiting and building an outbound sales team.
• How you would structure training and onboarding.
• Your proposed outbound campaign and lead generation strategy.
• The KPIs and performance measures you would introduce.
• How you would improve contact rates, lead quality and conversion.
• How you would build an effective SDR-to-Account Manager model.

We’ll also explore examples of teams you’ve previously managed and the results you’ve delivered.

Ready to Build Something Significant?

If you’ve successfully built and managed outbound sales teams, know what exceptional performance looks like and want the opportunity to shape and scale a new function, we’d love to hear from you.

This is an opportunity to bring your experience, build something of your own and play a significant role in the next chapter of Millbrook Business Finance.

Apply today and help us build something exceptional.