Senior Commercial Director (London)

Please note the role is working for Merit Data and Technology Limited, part of Merit Group Ltd., and is based in the UK.

About Merit: Merit Data & Technology is a UK-headquartered leader in AI-powered data and technology solutions, supporting some of the world’s most trusted B2B brands. For over two decades, we have been transforming the way businesses collect, manage, and utilize data — offering unrivalled expertise in Data Operations, Data Engineering, Intelligent Automation, and Legacy Modernization.

We develop smart, future-ready solutions using Artificial Intelligence, Machine Learning, and Natural Language Processing to automate processes, extract insights, and organize complex data. We specialize in large-scale, ethical data acquisition and transformation, turning complex, unstructured data into actionable insights enhanced by semantic enrichment. Our marketing data services are built around precision and personalization offering live, fully compliant B2B contact data built to brief.

With delivery centers in Mumbai and Chennai, and a growing global footprint, our team of over 700 engineers, data scientists, and analysts delivers scalable, secure, and high-performance solutions across key sectors including automotive, energy, maritime, construction, retail, pharmaceuticals, and media. We support clients across the UK, US, Europe, and the Middle East, helping them accelerate digital transformation through trusted, future-ready platforms.

ROLE DESCRIPTION: We are seeking a commercially astute Senior Commercial Director to lead revenue growth within our B2B marketing data division. This strategic role will focus on expanding our presence in markets where we’ve built strong credibility, as well as penetrating new markets. The role involves building on a robust portfolio of mid-market and large clients in information and intelligence sectors, seeking to leverage data to optimize their sales and marketing performance.

As a key member of our sales leadership team, the successful candidate will be responsible for identifying new business opportunities, presenting tailored data solutions, and closing high-value deals. They will bring a strong understanding of Marketing Data Services, a data-driven approach to sales strategy, and a proven ability to lead and scale high-performing commercial teams in a dynamic, client-focused environment.

RESPONSIBILITIES:

• Strategic Sales Leadership: Define and execute a scalable B2B sales strategy tailored to the marketing data, events and conferences industries, focusing on enterprise and mid-market clients seeking high-quality list build solutions.
• Sales Team Management: Build, lead, and coach a high-performing B2B sales team. Establish KPIs and performance standards, fostering a results-driven culture focused on client acquisition and retention.
• New Business Development: Identify high-value verticals and drive outbound and inbound sales efforts to penetrate these markets. Develop consultative selling approaches tailored to specific use cases and client pain points.
• Client Relationship Management: Develop and nurture relationships with marketing directors, demand generation managers, event directors and data procurement leads. Act as a trusted advisor, helping clients maximize ROI from their data investments.
• Commercial Optimization: Own the full commercial lifecycle—from lead qualification to pricing and contract negotiation. Ensure deals are structured to maximize profitability and long-term value while remaining competitive.
• Conversion Rate Improvement: Analyse sales pipeline metrics and CRM data to identify conversion bottlenecks. Work closely with marketing and pre-sales to enhance lead quality and streamline handoffs.
• Revenue & Margin Growth: Monitor sales performance against margin targets. Implement strategies to upsell, cross-sell, and reduce churn, with a focus on growing average deal size and lifetime value.
• Product & Market Intelligence: Maintain up-to-date knowledge of data compliance regulations (e.g., GDPR) and industry trends. Provide feedback to delivery teams to refine offerings based on client needs and market demands.
• Collaboration Across Functions: Partner with marketing to develop ABM campaigns and sales enablement materials. Align closely with operations and delivery teams to ensure data accuracy and client satisfaction.
• Forecasting & Reporting: Provide detailed, data-driven sales forecasts and pipeline analysis. Deliver insights to senior leadership to support strategic planning and investment decisions.
• Contract & Pricing Strategy: Develop tiered pricing models and volume-based or other discount structures that protect margins while meeting client expectations.

SKILLS AND COMPETENCIES:

• Commercial & Strategic Skills: Proven ability to drive B2B growth, profitability, and market share through targeted sales strategies.
• P&L Ownership: Strong financial acumen with experience in budgeting, pricing, and margin optimization.
• Revenue Growth: Skilled in upselling, cross-selling, segmentation, and maximizing customer lifetime value.
• Deal Structuring: Expertise in crafting profitable commercial proposals and negotiating high-value contracts.
• Data-Driven Insight: Proficient in using CRM and BI tools to analyse performance and inform decisions.
• Industry Knowledge: In-depth understanding of the B2B data landscape, list building, compliance (e.g., GDPR), and MarTech trends.
• Client Focus: Track record of aligning solutions with client needs and delivering value.
• Enterprise & ABM Sales: Experience in Account-Based Marketing and complex enterprise sales cycles.
• Leadership & Execution: Capable of building and leading high-performing commercial teams.
• Cross-Functional Collaboration: Experienced in aligning with marketing, product, legal, and operations teams.
• Performance Management: Strong focus on KPIs, accountability, and operational excellence.
• Communication & Influence: Confident in presenting to and negotiating with senior stakeholders.
• Influencing Skills: Adept at driving commercial outcomes through persuasive communication.
• Clear Communicator: Strong written and verbal skills for proposals, reporting, and stakeholder alignment.

WHO ARE WE LOOKING FOR? We are seeking a dynamic and results driving Sr. Commercial Director to join our established team.

• 7–10+ years of progressive experience in B2B sales or commercial leadership roles, ideally within the marketing data, lead generation, or MarTech sectors.
• 3–5+ years in a senior commercial or sales director position with ownership of revenue targets and team leadership.
• Proven track record of exceeding sales targets, driving margin improvement, and leading successful market expansion efforts.
• Experience managing mid-size and enterprise accounts and working with decision-makers across industries.
• Proficiency with tools such as Salesforce, Hub Spot, marketing automation platforms, and BI reporting dashboards.
• A customer-centric individual, who can quickly determine customer needs to provide solutions that add value.
• Display strong verbal and written communication skills to effectively interact with clients, understand their needs and present Marketing Data services persuasively.
• A team player who can work with the internal data operations delivery teams, assisting with the right inputs to create compelling proposals.
• A motivated and resilient individual who can address challenges and work proactively to meet or exceed goals.
• A self-starter – able to learn quickly and develop a solid understanding of Merit’s technology services and solutions.

WHAT’S IN IT FOR YOU?

• High-Impact Leadership Role: Take full ownership of commercial strategy in a business where your decisions directly influence revenue growth, margin improvement, and market expansion.
• Growth Opportunity: Join a scaling business with ambitions for expansion — offering the opportunity to build and lead a high-performing team while expanding into new verticals and geographies.
• Autonomy & Influence: Operate with a high degree of autonomy and influence with the freedom to shape sales processes, structure deals, and influence service-market alignment, contributing to company strategy and decision-making.
• Innovative Environment: Work at the forefront of marketing data, helping clients solve complex business challenges through targeted, data-driven solutions.
• Attractive Package: Enjoy a competitive compensation package that includes a generous performance-based bonus.