Commercial Director

We're looking for a Commercial Director to own revenue and new product growth, whilst maintaining brand and data integrity across our portfolio.

This is a senior leadership role: you’ll set the strategy alongside the Founders for growth and product, run sales and marketing as one commercial engine, and shape our expansion plans, including international growth.

You’ll own the full customer acquisition strategy - sales, marketing, pricing and new building commercialisation - and make sure every building is filled, every deal is priced right, and every number we report is one we can trust.

You’ll reduce how much we rely on brokers by building direct demand, and you’ll look at every building the way an owner would: rent, expenses, CAPEX and profit, not just the cost of the deal in front of you.

This role suits a senior operator who is comfortable setting strategy and rolling up their sleeves - someone who thrives in a fast-moving, entrepreneurial business and holds their team to a high standard.

Key Responsibilities

• Strategy, Growth & Data Integrity
• Set the commercial growth strategy across the portfolio, spanning product, pricing and market expansion
• Shape our international growth strategy with the CEO, identifying new markets, formats and product lines
• Own data integrity across the commercial function - hold Senior Sales accountable for accurate data input and reporting, and set the standard for how we track pipeline, forecasts and performance
• Use data to assess risk early and shape our response - on pricing, resourcing and where we invest next
• Fill our buildings and expand our reach into new customer segments, reducing our reliance on brokers by building direct and partner-led demand
• Sales & Revenue Leadership
• Own portfolio occupancy, revenue and profitability targets
• Build and run the sales strategy across every location
• Lead, coach and performance-manage the sales team to maximise conversion and yield
• Set pricing strategy, discount controls and revenue optimisation
• Own pipeline management, forecasting accuracy and reporting
• Build strong broker, agent and corporate relationships, while diversifying how deals reach us
• Find new revenue streams - managed offices, enterprise accounts, partnerships, ancillary income
• Marketing & Brand Leadership
• Directly manage the Head of Marketing and own commercial alignment across the function, not just sponsor it
• Align marketing strategy with commercial objectives and occupancy targets
• Own brand positioning, campaigns, digital performance and lead generation, with a clear focus on brand and retention, not just top-of-funnel volume
• Hold marketing spend to a clear ROI bar, with measurable conversion metrics
• Drive building launches, refurbishments and repositioning campaigns
• Portfolio & Building Commercials
• Work closely with the CEO on portfolio planning and growth strategy
• Support underwriting of new building acquisitions and management agreements
• Take a whole-building view of commercial viability - rent, expenses, CAPEX and profit, not just deal cost - including pricing, absorption and lease-up modelling
• Shape product mix, target markets and go-to-market strategy for new sites
• Lead pre-letting and launch strategies to accelerate stabilisation
• Operations & Cross-Functional Collaboration
• Partner with Operations so the customer experience supports retention and referrals
• Lead retention initiatives and churn reduction strategies
• Feed clear market insight back into design, fit-out and product decisions
• Make sure our CRM, reporting and systems are accurate and best-in-class
• Leadership
• Build a high-performance, accountable culture across sales and marketing
• Set clear KPIs and performance frameworks
• Mentor senior team members and plan for succession
• Act as a senior leader and trusted advisor to the executive team, with regular board and exec exposure

Skills & Experience

• 12+ years in senior sales or commercial leadership, ideally within flex workspace, hospitality or hotels, co-living, student accommodation, or wider property sectors; strong candidates from consultancy backgrounds also considered
• A track record of delivering revenue growth across multi-site portfolios, ideally including international expansion
• Direct experience running both sales and marketing functions, with a genuine brand and retention focus, not just lead generation
• Strong commercial and financial acumen - comfortable building business cases and underwriting deals on the full economics of a building, not just the headline deal
• A rigorous, data-driven approach: strong forecasting, reporting, and a track record of holding teams accountable for data quality
• Experience launching new locations or assets from pre-marketing through to stabilisation
• A commercial mindset shaped by markets where brand, retention and customer experience drive value
• Confident operating at both strategic and hands-on levels
• Excellent stakeholder management skills, with board and exec-level exposure
• Personal Attributes
• Entrepreneurial and action-oriented
• Commercially sharp, with strong deal instincts and a whole-building view of value
• Comfortable with ambiguity and fast decision-making
• An inspiring leader who builds strong teams
• Customer-obsessed, with a growth mindset
• What Success Looks Like
• Portfolio occupancy consistently above target
• A predictable, high-quality pipeline built on data we can trust
• Marketing delivering measurable lead and conversion growth, alongside stronger brand and retention
• New buildings launched quickly with strong early traction
• A high-performing, accountable sales and marketing team
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