Running the Commercial Operation

• Own the day-to-day commercial running of the business: pricing, margin, rate cards, contracting, renewals, and the commercial terms of every engagement.
• Bring discipline to the sales process, from qualification through to close, so that effort is spent on opportunities that are genuinely winnable and profitable.
• Work with delivery leadership to make sure what is sold can be resourced and delivered at the margin it was priced at, and that scope changes are handled commercially rather than absorbed.
• Maintain CRM hygiene and commercial reporting to a standard that supports decision-making rather than describing the past.

Partnerships and Routes to Market

• Develop the Microsoft relationship, including co-sell and Marketplace, so that Microsoft account teams can carry our propositions into their own accounts.
• Build partner and reseller channels where they extend reach into accounts we would not otherwise contact, with the margin structure and enablement material to support them.
• Work with marketing to turn demand generation into qualified pipeline, and give honest feedback on which campaigns and propositions actually convert.

Product Commercialisation

• Own the commercial model for our AI products alongside the consulting business, including packaging, pricing tiers, self-serve versus negotiated routes, and the path from a free entry point through to an enterprise agreement.
• Lead the consultative enterprise sales that a listing page cannot close, including private offers, multi-team agreements, and transformation engagements.

Leadership and Contribution

• Contribute to business strategy as part of the senior leadership team, bringing a commercial view to decisions about where the business invests.
• Build commercial capability across the wider team, coaching consultants and delivery leads to spot and shape opportunities within their own accounts.

Required Skills and Experience

Essential

• A strong track record in digital, AI, consulting, or technology services, at a level where the candidate has carried and met a personal revenue number.
• Demonstrable experience of personally originating and closing significant consulting engagements. We will ask for specific deals, what they were worth, how they were found, and what the candidate personally did to win them.
• Commercial ownership at a senior level, covering pricing, margin, contracting, and forecasting, rather than sales activity alone.
• Credibility with senior buyers, including CIOs, CTOs, transformation directors, and heads of delivery, and the ability to hold a conversation about a business problem before a solution.
• Comfort operating in a small business where the role is hands-on and there is no large support function. Candidates whose results depended on an established sales team or an inherited pipeline are unlikely to succeed here.
• Sound judgement on which opportunities to walk away from, and the discipline to say so early.

Desirable

• Experience selling within the Microsoft ecosystem, including co-sell, Marketplace, or private offers.
• UK public sector and government procurement experience, including frameworks such as G-Cloud and Digital Outcomes.
• Experience commercialising a software or AI product alongside a services business, and an understanding of how the two motions differ.
• Sector familiarity in media, financial services, or government.

Hybrid Working

Hybrid, with office attendance in central London two days per week, currently Tuesdays and Fridays. The role carries an expectation of client-site and partner travel beyond that, as the pipeline requires.

Compensation and Benefits

• Competitive base salary, dependent on experience.
• Performance-based bonus linked to revenue and margin achievement.
• 23 days annual leave plus bank holidays, accruing additional days each year up to 25 days.
• Hybrid working, Tuesdays and Fridays in the office.