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Business Development Leader, Buy-Side
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Overview
A well-established financial data and managed services business is hiring its first dedicated commercial lead for the buy-side segment. This is a permanent, full-time role based in London. The base salary is £125,000-£150,000, with 15-20% uncapped commission and an OTE of £215,000-£350,000.
This role exists because the business has built a credible, proven operation serving the sell-side and is now moving into asset management as a deliberate growth market. They have one buy-side customer live and need someone to win customers two through twenty. That means building a pipeline from zero in a segment where the brand is still new, running 6-9 month sales cycles on £600,000-£900,000 deals, and managing multiple stakeholders across each process. The founders and senior leadership are involved in deals, so you will have genuine support, but you own the number. The person who thrives here is someone who understands how to time a market entry, map a buying committee, and stay genuinely useful to prospects over a long cycle, not just someone who can open a conversation and hand it off.
Key Responsibilities
- Own the buy-side revenue target and be accountable for hitting it
- Build a buy-side pipeline from scratch, from first contact through to signed contract
- Identify and prioritise the top target accounts across asset management and investment management
- Map stakeholder landscapes within each account, including economic buyers, champions, and technical influencers
- Track competitor renewal cycles and position the business at the right moment in each buying process
- Sell the index management solution directly to asset managers, positioning it against competing offerings
- Build relationships with decision-makers including chief data officers and front-office stakeholders
- Leverage the existing client base and senior team network to open doors where possible
- Represent the business at industry events and in prospect meetings
- Work with product, legal, and operations to structure and close deals
- Report on pipeline progress and revenue against target
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Requirements
Must-haves:
- Proven track record in multi-stakeholder B2B technology sales
- Experience selling into financial markets, whether buy-side, sell-side, or capital markets broadly
- Demonstrable ability to build pipeline from a cold start, without an inherited book
- Comfort managing 6-9 month sales cycles across complex buying committees
- Understanding of how different parts of capital markets fit together, including the buy-side ecosystem
- Strong timing intelligence: knowing when to enter a process and how to build credibility over a long cycle
- Comfortable with cold outreach and opening new relationships, not just managing warm inbound
Nice-to-haves:
- Direct experience selling into asset managers or investment managers
- Existing relationships within the UK buy-side community
- Knowledge of index data, ETF data, or fund administration
- Familiarity with performance attribution or index management concepts
- Experience competing against or alongside vendors such as Bloomberg or FactSet
What Success Looks Like
- A clearly defined target account list built within the first few weeks, with a credible prioritisation rationale
- A healthy, steadily growing pipeline by the end of the first quarter, with no cliff-edge expectation on closed revenue early on
- Multiple active deals in flight by mid-year, each with a mapped stakeholder landscape and a clear timing strategy
- At least one new customer closed within the first year, with the pipeline positioned to deliver against the £600,000-£1,000,000 annual target
- A reputation in the buy-side market as a credible, value-adding partner, not just a vendor
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Team and Culture
- Small, focused UK sales team: a sales director and one other UK-based hire, with an experienced colleague in Hong Kong
- Founders and senior executives are active participants in the sales process, not distant observers
- The benchmark top performer is someone who builds trust by being genuinely useful over time, sharing insight and staying front of mind, rather than grinding through volume
- High autonomy, high accountability: you are trusted to manage your own approach and judged on revenue closed
Challenges
- The brand is new to the buy-side, so every door requires genuine effort to open and credibility to establish from scratch
- Deal sizes of £600,000-£900,000 with multiple stakeholders and long cycles demand patience, precision, and consistent follow-through over many months
- There is no inherited pipeline or existing buy-side relationships within the business to lean on at the start
- This is a market-creation role in a segment with established incumbents, so differentiation and timing matter as much as sales technique
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