North Stack
Business Development Manager
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Business Development Manager
Location: UK, hybrid / remote
Type: Full time
Salary: £32,000 to £38,000 base + uncapped commission
OTE: £55,000+
Reporting to: Founder and COO
About North Stack
North Stack builds AI that regulated organisations can safely put to work.
Our clients operate in sectors where getting AI wrong is not an option. They need to understand where their data goes, how decisions are made, how systems can be governed and how AI can be introduced without creating unnecessary regulatory or operational risk.
We combine governance, technology and implementation to help organisations move from AI experimentation to measured, production ready adoption.
We do not believe in implementing AI for the sake of it.
We identify the right opportunity, establish the governance around it, build within the client's existing environment and roll it out in measured stages, proving value before scaling further.
We are growing quickly and are looking for a commercially driven Business Development Manager to help us build the next stage of our sales function.
The Role
This is a genuine new business role.
You will be responsible for identifying, engaging and qualifying organisations where North Stack can make a meaningful difference, creating high quality sales opportunities and building relationships with senior decision makers.
You will be selling into organisations where AI adoption, compliance, data governance and operational transformation are increasingly important.
Our initial focus is on mid market organisations, typically 200 to 2,000 employees, particularly within regulated industries such as financial services, insurance, energy, utilities and other highly regulated sectors.
You will work closely with the founders, technical team and marketing function to turn market opportunities into qualified conversations and ultimately revenue.
This isn't a high volume SDR role.
We are not looking for someone to send thousands of generic emails.
We are looking for someone who can understand a business, identify where AI could create genuine value, find the right person to speak to and start a commercially relevant conversation.
What You'll Be Doing
Build Pipeline
- Identify target organisations that fit North Stack's ideal customer profile
- Research businesses, their technology landscape, strategic priorities and potential AI opportunities
- Identify and engage senior decision makers including COOs, CFOs, CIOs, CTOs, Heads of Compliance and Regulatory Affairs
- Build targeted prospect lists using LinkedIn Sales Navigator, HubSpot and other relevant tools
- Develop relationships through LinkedIn, telephone, events, introductions and existing networks
- Qualify opportunities and determine whether there is a genuine commercial problem we can solve
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Create Conversations
- Develop personalised outreach based on the organisation and its specific challenges
- Lead initial discovery conversations
- Understand the prospect's current position, challenges, priorities and appetite for AI
- Articulate North Stack's proposition clearly without relying on technical jargon
- Create compelling reasons for prospects to continue the conversation
- Book qualified discovery meetings with North Stack's senior team
Work Commercially
- Maintain accurate pipeline information within HubSpot
- Track activity, opportunities and conversion rates
- Work with the founders to develop account strategies for high value prospects
- Identify opportunities to expand relationships once we are engaged with an organisation
- Feed market intelligence back into our sales and marketing strategy
- Help refine our ICP, messaging and sales process as we learn
What We're Looking For
We're looking for someone who is commercially hungry, curious and comfortable opening doors.
You don't necessarily need to have sold AI before.
You do need to understand how to sell a complex B2B proposition to senior stakeholders.
You will ideally have experience in:
- B2B business development or new business sales
- Selling technology, consultancy, SaaS, professional services or transformation
- Prospecting into mid market or enterprise organisations
- Engaging senior decision makers
- Running discovery conversations
- Building and managing a sales pipeline
- Using LinkedIn Sales Navigator and a CRM
- Working towards measurable commercial targets
Experience selling into regulated sectors would be particularly valuable.
You should also be comfortable learning enough about AI, data governance and regulatory requirements to have an intelligent commercial conversation with a prospect.
You don't need to be technical.
You do need to be able to understand the problem we're solving and explain why it matters.
The Person
We are looking for someone who:
- Is commercially driven
- You enjoy creating opportunities rather than waiting for them to arrive.
- Is curious
- You want to understand how a business works before trying to sell to it.
- Can speak to senior people
- You are comfortable picking up the phone, sending the message and starting a conversation with a COO, CFO or CTO.
- Can sell value
- You understand that our prospects aren't buying "AI". They're buying better processes, lower risk, improved efficiency, better customer outcomes and the ability to adopt new technology safely.
- Is persistent without being pushy
- You know how to follow up, build relationships and create opportunities without becoming another generic salesperson in someone's inbox.
- Likes working in a fast moving environment
- We're an early stage company. Things move quickly, priorities evolve and you'll have significant influence over how our sales function develops.
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How We'll Measure Success
Your success will ultimately be measured by the quality and commercial value of the pipeline you create.
Initially, that means:
- Number of qualified first meetings
- Qualified opportunities created
- Pipeline value generated
- Conversion from prospect to qualified opportunity
- Quality of target accounts engaged
- Revenue influenced and ultimately generated
We care about quality over volume.
Ten meaningful conversations with the right organisations are worth more to us than hundreds of generic outreach attempts.
Why North Stack?
This is an opportunity to join North Stack at an important stage of its growth.
You'll be joining an ambitious team where you won't be another salesperson operating within a rigid corporate structure.
You'll have direct access to the founders and technical team, and your feedback will directly influence how we position, sell and grow the business.
You'll also be selling something that is increasingly becoming a board level issue.
Organisations know they need to adopt AI.
The challenge is doing it safely, compliantly and in a way that actually delivers measurable value.
That's where North Stack comes in.
What We Offer
- £32,000 to £38,000 base salary
- Uncapped commission
- £55,000+ OTE
- Clear progression as the business grows
- Direct access to the founders
- Flexible hybrid working
- Opportunity to shape the sales function
- Exposure to senior decision makers across regulated industries
- A genuinely entrepreneurial environment
- The opportunity to build something rather than inherit an established process
Interested?
If you're commercially ambitious, enjoy opening doors and want to be part of a business helping regulated organisations adopt AI safely, we'd like to hear from you.
To apply, tell us:
- About your most successful new business win
- How you identified and engaged the opportunity
- What the sales process looked like
- What you personally did to win the business
- Why you think North Stack's proposition would resonate with the types of organisations we are targeting
As part of the process, we'd also ask you to choose one regulated UK organisation you believe would be a strong prospect for North Stack and explain:
- Who would you approach, why would you approach them and what would your first message be?
We are much more interested in how you think than whether you can write a perfect CV.
North Stack - AI that regulated organisations can safely put to work.
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