Sales Director in City of London

We are a growing data technology business in the Customer Data Platform (CDP), analytics & data activation space. We have 55+ staff and partner with leading UK and international brands to transform how they transform and monetise their data. Our proprietary CDP platform, Horizon, helps clients truly understand their customers in great detail and activate their data to deliver measurable commercial outcomes.

This is a major hire for the business and only the very best candidate will be given this opportunity. The main purpose of the role is to build & lead XCM’s sales function while remaining deeply hands-on in winning new business, selling complex B2C data, analytics and martech solutions delivered through a blend of technology platform (Horizon) and high-value services. This role is responsible for personally closing new revenue with the wider team, building momentum quickly, and establishing a repeatable, defensible sales engine.

Core Focus:

• Personally win and close new business
• Sell a mix of technology and services which are almost always combined together
• Leverage existing relationships to accelerate pipeline
• Build a high-energy, performance-driven sales culture & function
• Lead the team forward ensuring they are fully focused and developing continuously

Key Responsibilities:

• Personally own and close a significant share of new ARR targets
• Lead a mix of sales cycles from complex, consultative sales spanning B2C customer data, analytics, martech activation and services
• Run deep discovery across commercial, marketing, data and technology stakeholders
• Position XCM and Horizon against CDPs, data warehouses, analytics platforms, CDXP platforms and in-house solutions
• Build compelling ROI- and growth-led business cases
• Lead pricing, negotiation and contract close signed off by CEO
• Lead, coach and motivate Account Executives and SDRs
• Set daily standards for pace, intensity and quality
• Create a motivated, competitive & accountable sales culture
• Embed strong qualification and deal governance
• Maintain accurate pipeline management and forecasting - weekly
• Feed live market and client insight back into Product and Marketing

Essential Experience (Non-Negotiable):

• 6+ years’ experience in solution-based B2B tech sales focused on B2C businesses
• Proven experience selling a mix of technology platforms and professional services
• Background in high-growth and/or scale-up environments
• Strong hands-on experience selling B2C data, analytics and martech platforms
• A demonstrable track record of personally closing complex, multi-stakeholder deals
• Experience selling into some or all of the retail, e-commerce, sport and/or hospitality sectors
• Experience in selling to C-Suite stakeholders
• Experience presenting to internal boards and investors

Strongly Desired:

• An existing, relevant network of potential clients, partners and senior decision-makers
• Ability to activate previous relationships to generate early pipeline
• Experience working with consumer brands operating at scale

What Success Looks Like (First 6–18 Months):

• Multiple high-quality wins across target sectors
• Two Account Executives fully ramped and closing consistently
• SDR engine producing predictable, qualified pipeline that the business can start to rely on
• Founder dependency on sales materially reduced

Why This Role Matters at XCM:

• XCM sells solutions, not products
• Horizon requires credibility across data, analytics and activation
• A blended tech and services model demands experienced, confident sellers
• Sector knowledge accelerates trust and deal velocity
• This role underpins defensible, scalable revenue growth

£110-£140k plus commission and benefits package