Job Description:

London | Hybrid - 3 days office / 2 days home
£100,000 base | £150,000 OTE | Equity

The business is entering its next phase of growth and needs its commercial operation to scale with it.

New business, key accounts, tenders and sales operations are currently established areas of the organisation. Your role will be to bring them together into a single commercial function with one operating rhythm, one forecast, clear targets and strong accountability for revenue performance.

A significant part of your first year will involve building the commercial machine while simultaneously running it.

You'll establish a reliable forecasting and pipeline rhythm, strengthen lead qualification and allocation, clarify account ownership, develop the commercial management layer and introduce reporting that gives senior leadership a clear and dependable view of performance.

This isn't a role for someone who wants to manage solely through dashboards.

You'll remain close to customers, strategically important deals and the pipeline. You'll challenge pricing and deal economics, coach commercial leaders and make clear decisions when performance falls below expectations.

Success will initially come from creating commercial discipline and delivering results. Over time, your market knowledge and track record will enable you to play an increasingly important role in determining where the business goes next.

• Take ownership of the commercial number, with accountability for revenue delivery, pipeline health, forecast accuracy and corrective action when performance moves off plan.

• Build and lead an integrated commercial organisation spanning new business, key accounts, tenders and sales operations.

• Design the structure, management capability and processes required to support significant future growth.

• Translate commercial strategy into practical decisions around customer segments, territories, channels, account ownership, targets and sales capacity.

• Establish a disciplined commercial operating rhythm, including weekly forecasting, pipeline reviews, stage definitions, lead qualification and routing, conversion metrics and sales-cycle management.

• Build strong CRM discipline and ensure commercial data provides an accurate, actionable picture of performance.

• Own pricing discipline and commercial quality, working closely with senior leadership on deal economics, discounting, contract structures and investment decisions.

You'll already have experience leading a genuinely multi-team B2B commercial or sales function, with managers or team leaders reporting into you.

Importantly, you'll have experienced a meaningful growth journey before. You know what it takes to introduce structure, management capability and commercial discipline into an organisation that is scaling quickly.

Experience within a VC or PE-backed scale-up would be particularly valuable, especially where you have helped move a business from founder-led or highly individualised selling towards a repeatable and scalable commercial model.

You should also be able to demonstrate:

• Personal ownership of a significant revenue target and a strong command of the numbers behind your performance.

• Detailed understanding of metrics including growth, quota attainment, pipeline coverage, forecast accuracy, conversion rates and sales-cycle length.

• Experience turning a CRM such as HubSpot or similar into a genuine operating system for a commercial organisation.

• Strong understanding of forecasting, pipeline management, lead routing, stage discipline and CRM data quality.

• The ability to translate strategy into practical commercial execution across segmentation, territories, channels, targets and sales capacity.

• Experience managing and developing managers, not simply individual contributors.

• The confidence to raise performance standards, diagnose problems and make difficult people decisions when necessary.

Experience within property, facilities management, public-sector or tender-led sales, proptech, mobility or related markets would be advantageous, but it is not essential. The priority is your commercial leadership experience and evidence of building and scaling successful teams.