Responsibilities

• Research, identify and prioritise new business prospects that fit Liv-ex's ideal customer profile and have a realistic path to value.
• Generate pipeline through a disciplined mix of outbound calling, email, social outreach, events, referrals and marketing-led opportunities.
• Qualify prospects rigorously, understanding their trading model, regions, stock profile, current processes, decision-makers, budget, timing and success criteria before progressing opportunities.
• Lead discovery, pitch and demo meetings that connect Liv-ex's Exchange, data, settlement, logistics and LWIN capabilities to clear commercial outcomes for the prospect.
• Manage opportunities from initial engagement through proposal, negotiation, close and handover, using judgement to hold value and protect commercial quality.
• Maintain an accurate, current pipeline forecast and use evidence to focus time on the opportunities most likely to convert.
• Keep CRM complete and up to date, ensuring all accounts, contacts, activity, next steps, close dates and decision criteria are captured consistently.
• Collaborate with Account Management, Customer Success, Broking, Marketing, Data, Product, Finance and Operations to shape credible proposals and ensure smooth onboarding for new members.
• Travel as required to meet prospects, attend relevant wine trade events and build relationships across the assigned territory.

Knowledge, Skills and Experience

Essential

• Proven experience in B2B business development, new business sales or a closely related commercial role, ideally in wine, marketplace, data, SaaS, trading or another relationship-led B2B environment.
• Track record of building and converting pipeline, meeting targets and managing opportunities through a consultative sales process.
• Strong communication, questioning, presentation and negotiation skills, with the ability to adapt style to different buyers and cultures.
• Commercially curious, organised and resilient, with strong time management and the confidence to lead outbound activity, follow up consistently and close cleanly.
• Comfortable using CRM systems, and committed to accurate data, clear next steps and disciplined pipeline management.
• Wine trade knowledge is desirable; genuine interest in fine wine, trading models and the commercial realities of merchants, brokers, producers and collectors is important.

Desirable

• Experience in marketplace, SaaS, technology, data, trading or subscription businesses.
• Experience using HubSpot.
• Knowledge of the wine trade, fine wine market or luxury goods sectors
• Additional languages, particularly French or Chinese, would be useful.

What Success Looks Like

• Owns their territory with confidence: spots issues early, comes with options and challenges existing processes where they do not serve member needs.
• Builds enough qualified pipeline to support target delivery, with clear evidence of ICP fit, customer need and a realistic route to close.
• Runs structured, insight-led discovery and captures the buying picture before progressing an opportunity.
• Sells on value and outcomes, not price, and can explain how Liv-ex helps prospects improve trading access, pricing confidence, operational efficiency and market visibility.
• Forecasts honestly, keeps pipeline hygiene high and records activity so the wider team can rely on the data.
• Works constructively with colleagues, shares craft and knowledge, gives and receives direct feedback, and supports smooth handover once a prospect becomes a member.