Orbital
Chief Commercial Officer
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What is our mission?
Orbital is on an exciting mission to revolutionise global cross-border payments by innovatively combining traditional fiat banking rails with stablecoins over blockchain rails for a variety of use cases. Our class leading B2B payments platform offers multi-currency e-money accounts (corporate IBANs) combined with a suite of digital assets services. Our company sits at the frontier of payments & fintech, by intersecting blockchain and traditional (fiat) financial services, and is leading the way to bridging those two worlds for corporate enterprises globally.
We believe blockchain technology is firmly here to stay, and we want to be the first to bring a combined offering of fiat & crypto payment services under one exciting platform. Learn more about our team and company story here.
What is the purpose of this role in the delivery of our mission?
The Chief Commercial Officer is responsible for executing Orbital’s Go to Market strategy, delivering sustainable revenue growth by leading a high-performing, solutions-led sales team. Accountable for delivering and sustaining a strong revenue growth programme, you will ensure the commercial function operates efficiently and consistently across all markets.
Working closely with the CEO and CFO & Head of Strategy, you will identify and develop new market opportunities with new market opportunities, expand existing verticals, optimise pricing and commercial performance and build long-term client relationships through direct sales, strategic partnerships and a customer-centric commercial approach. You will be responsible for scaling the commercial function to support Orbital’s next phase of growth.
What are the key responsibilities of the role:
- Lead commercial go-to-market planning, defining the optimal routes to market across direct sales, referral channels, strategic partnerships and priority customer segments.
- Own the pricing framework across products (FX/spread, pay-ins, payouts, multi-currency accounts) and across corridors and client segments, setting margin guardrails, volume tiering, and the approval framework for non-standard commercial terms.
- Identify, prioritise and develop target markets and verticals based on addressable opportunity, win probability and profitability, tailoring value propositions, pricing and commercial strategies to maximise sustainable growth.
- Lead and develop a high-performing sales team, building specialist expertise by vertical, strengthening pipeline generation and driving consistent commercial execution across all markets.
- Maximise customer lifetime value by driving expansion revenue, cross-selling, executive relationship management and close collaboration with Product, Operations and Finance.
- Protect quality of revenue, grow contracted/minimum-commit revenue alongside usage, monitor gross margin by corridor and product, and drive net revenue retention.
- Support scaling the Customer Success function around the existing Director of CS and the team, to align with the wider commercial strategy.
- Lead a high performing commercial operations function, optimising the end-to-end commercial lifecycle through robust processes, CRM, commercial tooling, KPI frameworks, pipeline governance and incentive structures.
- Collaborate and input into our origination platform development to source leads across a number of verticals and refine our existing playbook.
- Work cross-functionally to improve commercial conversion from signed customer to live customer, supporting initiatives that reduce onboarding friction and time to revenue.
- Build a high-performing, customer-centric commercial culture that promotes accountability, collaboration, continuous improvement and sales innovation.
- Own commercial forecasting, in partnership with the CFO, and pipeline governance, and produce the commercial reporting required for the business.
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What are the preferred skills, qualifications and experience required for the role?
- Demonstrable track record of delivering sustained revenue growth through new business acquisition and expansion of existing customers.
- Experience developing and executing commercial go-to-market strategies alongside executive leadership.
- Experience developing commercial propositions, pricing strategies and product packaging aligned to market demand.
- Experience with FX-based companies selling to other regulated FIs.
- Comfortable operating within a regulated, multi-jurisdiction business.
- Experience leading multi-layered, international commercial organisations.
- Experience owning a pricing and commercial framework, not just carrying a quota.
- Experience building and scaling a Customer Success functions alongside Sales.
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What are the essential skills, qualifications and experience required for the role?
- 10+ years of experience in large/mid-market Corporate Sales / Client Relationship in Financial Services.
- 5+ years' experience building, leading and developing high-performing, international commercial teams across multiple markets.
- 5+ years of experience working in international geographies.
- Understanding of financial services, cross-border payments & crypto.
- An established network within target sectors or working for an established payments, FX or financial services serving these markets.
- Experience in developing sales and relationship strategies as well as contributing to overall business strategies.
- Hands-on experience with CRM software and experience in developing sales performance metrics.
- Experience leveraging technology, automation and AI to scale commercial performance and operational efficiency (for example: HEX, Claude, Replit).
- Strong commercial acumen with the ability to understand customer needs, market dynamics and commercial opportunities, and translate these into measurable business outcomes.
- Exceptional leadership, communication and stakeholder management skills, with the ability to influence at the Executive and Board level.
- Highly analytical, commercially minded and persuasive, with strong problem-solving and decision-making capabilities.
- BSc/BA in Business Administration or relevant field
- Strong problem-solving skills and willingness to roll up your sleeves
- Positive and adaptable and collaborative attitude with the ability to thrive in a fast-paced, high-growth environment.
Note to Recruitment Agencies: We are not accepting agency or headhunter submissions for this role at this time. Please apply directly for this role.
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