London (hybrid) · Commercial Sales · Full-time
Re-engineer how our commercial business runs - and build the team that runs it.
The opportunity
This is not a maintain-the-playbook sales leadership role.
Commercial is one of the fastest-compounding parts of our business, and it's at an inflection point. Demand is strong, our qualification is sharpening, and our new-business win rates are healthy once deals are properly qualified. The constraint now is efficiency: too much skilled time goes into manual, repetitive work on lower-value deals.
We're looking for a commercial leader to redesign how this business operates - someone who will architect an AI-first, largely automated commercial engine, build and coach the global team that runs it, and own the full number across acquisition, expansion, and retention. The ambition is to grow Commercial into an eight-figure business in its own right.
You’ll inherit a high-performing, well-regarded team and a clear mandate: push deal value up while automating the bottom, so your people spend their time on the conversations that matter most. This is a "See it, own it, drive it forward" role in the truest sense, requiring deep personal ownership and the initiative to architect the future of our commercial operations.
What you'll be doing
Raise the bar by architecting an AI-first commercial engine. Map the workflows that make up your team's day - qualification, follow-up, business-case creation, forecasting, renewals - then work with Revenue Operations, Marketing, and our go-to-market engineering function to automate them. You'll define what should be automated, AI-assisted, or stay human, ensuring we constantly push the limits of operational excellence.
Own the full commercial number. Carry accountability for new business, expansion, and retention across a team of Account Executives and Account Managers. Drive average deal value up through stronger qualification and multi-threading; grow existing accounts through cross-sell and expansion across our product suite, including transaction monitoring, agentic AI, and ongoing screening; and protect the renewal base through proactive, data-led account management.
Build and develop the team. Recruit exceptional people and sell them on the mission – you are part of what they're choosing. Coach in a way that builds independent operators rather than dependence: develop your team through data-driven feedback, regular development planning, and a player-coach presence on live deals, while giving people the room to work things out for themselves. Deliver results consistently, quarter on quarter.
Build the commercial operating system. Stand up the standards that let the function scale: qualification criteria, territory planning, accurate forecasting, pipeline and CRM hygiene, and onboarding and enablement paths built specifically for commercial sellers rather than borrowed from enterprise.
Win as one team by owning the cross-functional seams. You'll lead collaboration on inbound routing with Business Development, thresholds with Enterprise, nurture programs with Marketing, and data with Revenue Operations, while maintaining a feedback loop to Product to ensure we achieve our collective goals.
Scale beyond headcount. Grow the function's output faster than its size - including standing up near-shore capacity around the automation to serve the long tail of smaller opportunities efficiently, so senior sellers stay focused on higher-value work.
What you'll bring
- Proven sales leadership experience, ideally in SaaS, cloud, fintech, or regtech, with the instincts of a player-coach.
- A systems-builder's mindset: you see a manual, repetitive process and instinctively ask how to redesign and automate it. You're fluent enough in modern AI and go-to-market tooling to specify what good looks like and partner with technical builders - without needing to write the code yourself.
- A problem-first approach: you define the workflow and the outcome before reaching for a tool.
- A track record of growing revenue across the full funnel - new business and expansion, cross-sell and upsell - in a B2B environment.
- Value-based selling and qualification rigor: you map solutions to real business pain, and you're comfortable qualifying out when the pain or the champion isn't there.
- Familiarity with a structured sales methodology (MEDDIC, or similar).
- A coaching philosophy that develops independent operators - you give people space to figure things out, with the inspection cadence to keep them on track.
- Comfort with ambiguity and a fast-changing environment: proactive, resilient, and entrepreneurial.
- The credibility to engage senior decision-makers at fintechs, payment companies, banks, and credit unions, and to influence strategic discussions across the business.
- Data fluency: you run the business on clean numbers, forecast accurately, and make territory and prioritization decisions analytically.
- A commitment to Raise the bar and Win as one team, demonstrating the cultural attributes needed to thrive in a high-growth, collaborative environment.
What's in it for you
- Competitive salary aligned to experience and performance.
- A rare mandate to build rather than maintain - to re-engineer a business, with the backing to do it.
- Unlimited time off, because balance and wellbeing fuel high performance.
- Hybrid working model - in-office two days per week for collaboration, remote for flexibility.
- The chance to work on high-impact projects with ambitious, sharp colleagues.
- Annual learning budget to support your professional growth.
- Company pension scheme and healthcare plan.
- Travel season ticket loan.
- Cycle-to-work scheme with Evans Cycles.
