Head of New Business Development, TiPJAR
Hybrid, London.
The UK's #1 Tips & Tronc Distribution Solution For Hospitality
Job no longer available
The UK's #1 Tips & Tronc Distribution Solution For Hospitality
21-100 employees
Job no longer available
Hybrid, London.
21-100 employees
Company mission
To make appreciation fair, transparent.
Role
Who you are
- 5+ years in B2B saas sales, ideally in hospitality tech
- Experience in enterprise sales or complex multi-site deals with longer sales cycles
- Understanding of regulatory frameworks – experience navigating financial compliance or employment/tax legislation is a strong plus
- Exceptional written, verbal and presentation skills
- Hunter mentality – resilient, disciplined and able to self-generate leads
- Comfortable owning outbound KPIs (calls, emails, demos, follow-ups) week-in, week-out
- Curious, consultative and able to understand customer pain points and tailor solutions accordingly
- Thrives in a fast-paced scale-up and is excited to help shape our future
What the job involves
- We are looking for a commercially driven Head of New Business to lead new business growth. This is a senior, hands-on role combining individual quota ownership with responsibility for building, leading, and developing a high-performing sales team
- You will report directly to the Chief Commercial Officer and play a critical role in shaping TiPJAR’s go-to-market strategy, sales execution, and revenue predictability
- Own personal new business quota while being accountable for overall team performance
- Generate consistent outbound activity every week across: cold and warm prospecting via phone, email, and LinkedIn
- Attending networking and industry events
- Creating and engaging with social media content
- Identify, qualify, and close opportunities within our ICP including group operators, multi-site brands, and strategic partners
- Navigate complex, multi-stakeholder enterprise sales cycles and regulatory landscapes including tronc legislation, NI mitigation, and HMRC guidance
- Lead high-value enterprise negotiations including pricing, commercials, and contract structuring
- Build strong senior stakeholder relationships and clearly articulate the commercial and operational value of TiPJAR
- Build, hire, onboard, and develop a high-performing sales team as the business scales
- Act as day-to-day leader for the sales function, coaching on pipeline management, deal strategy, and execution
- Set clear expectations for activity levels, conversion metrics, and performance standards
- Conduct regular pipeline reviews, forecasting sessions, and deal deep dives
- Create a culture of accountability, continuous improvement, and commercial excellence
- Continuously refine TiPJAR’s sales methodology, qualification framework, and enterprise sales playbooks
- Own pipeline forecasting, CRM accuracy, and reporting to ensure predictability and confidence
- Establish and monitor sales KPIs, dashboards, and performance metrics
- Contribute to territory design, account segmentation, and target account planning aligned to ARR goals
- Partner closely with Marketing to shape lead generation strategy, messaging, and campaign effectiveness
- Work cross-functionally with Product and Customer Success to deliver tailored solutions and ensure strong handovers
- Feed structured market insight, customer feedback, and win-loss analysis back into the wider business
Application process
- Initial Conversation (20–30 mins) - A relaxed call to learn more about you, your experience, and what you’re looking for
- Hiring Manager Competency Interview (45 mins) - A deeper conversation about the role, your skills, and how you approach your work
- Task Exercise - A 60 minute, rolerelevant task that gives you a feel for the work and helps us understand your thinking
- Final Conversation - A conversation with a Director or CoFounder, giving you the chance to ask questions and get a real sense of what it’s like to work here
Salary benchmarks
Our take
The hospitality sector has always faced challenges regarding transparency and fairness in the management of tips and payments. TIPJAR created its platform to address these issues, and it helps hospitality operators collect, distribute, and allocate digital tips and tronc in a fair, transparent, and compliant way.
Co-founded by industry leaders, including the current CEO of Brava Hospitality & Prezzo, TIPJAR melds modern financial technology with real operational experience, making it a perfect partner for growing and established hospitality businesses. Alongside its tip management platform, TIPJAR’s tronc management software helps businesses fairly collect and distribute service charges and credit card tips, all whilst reducing administrative burden and National Insurance risk.
TIPJAR made news in 2023 when it beat Twitter in a legal battle to retain the rights to its name. Described as David & Goliath-esque, this legal victory reflects the company’s ethos of standing up for airness and transparency within the hospitality sector. It was further emboldened by a £4.5 million Series A investment, which will fuel its scaling across the UK and international expansion.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (1 round)
Mar 2026
$6.1m
Series A
Total funding: $6.1m
Company benefits
- Discounts off high street retail, hospitality and leisure
- Flexible working
- Hybrid working
- Penfold Pension scheme
- 25 days holiday + bank holidays
- Work anywhere policy (incl abroad)
Company values
- A tip is earned, never expected
- A community of trust and transparency
- Tap into the passion
- Success is a shared TiPJAR
Company HQ
London, UK
Articles
Leadership
Paul Stancer
(Co-Founder & CTO)Previously Head of Global Integration at WorldRemit, Information Management Group and was Microsoft Development Manager at EMC Consulting.
James Brown
(Co-Founder)Also the CEO of Brava Hospitality & Prezzo Restaurants. Previously Co-Founder of Saved By Robots, Director of Operations at Wasabi Co Ltd and was Director of Business Development at G1 Group PLC.
Ben Thomas
(Co-Founder & CEO)Currently on the Advisory Panel for The London Interdisciplinary School and the Co-Founder and Director at atomex. Previously Investor Director at Mesa Latina and Co-Founder and Director at Wondrous.
Dan Hawkie
(Chief Commercial Officer)Previously Managing Director at Feed It Back/125 Data & Insights, Dan is also another ex-operator having worked in the hotel sector for 13 years before turning his hand to hospitality tech.
People progressing
Another ex-operator having worked in multiple enterprise hospitality operators, with his last role leading delivery for Brewdog. James is now Director of Operations & Product Strategy at TiPJAR.
One of TiPJAR's first team members, Angie has done most roles in the company and been a big part of their success. Her role now is that of VP of Customer Experience.
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