Shaping Cloud
Commercial Intelligence & Growth Manager
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Company Summary
Shaping Cloud is a specialist Microsoft Azure and AI consultancy helping organisations modernise their technology, improve resilience, and become genuinely AI-ready. We design, build and run secure Azure platforms for organisations across sectors including public sector, healthcare, legal, insurance and professional services. Founded in 2010, we're a UK team that combines deep technical expertise with a pragmatic, outcomes-focused approach.
People join Shaping Cloud because they want meaningful work, interesting technical challenges and the opportunity to make a visible impact. We're large enough to deliver complex enterprise and public sector programmes, but small enough that every individual can influence the direction of projects, services and the company itself. We're ambitious, collaborative and committed to doing the right thing for our clients and each other. Our values of being purposeful, inclusive and excellent shape how we work every day.
Job Description
This is a newly created role at the heart of Shaping Cloud's next phase of growth. The successful candidate will own the commercial process between market interest and executive selling, ensuring that every credible prospect is qualified, nurtured and progressed into a high-quality executive engagement. This is not a quota-carrying enterprise sales role, nor a traditional marketing position. It is a commercially focused role that creates momentum, discipline and consistency across the pipeline while enabling senior leaders to concentrate on winning strategic business.
Why This Role Exists
Shaping Cloud has demonstrated its ability to win and grow strategic enterprise customers. The opportunity is to build a more repeatable commercial engine by improving opportunity qualification, pipeline management, commercial intelligence and customer nurture. This role is central to achieving that objective.
Your Mission
Own the commercial process between market interest and executive selling, ensuring every credible prospect is qualified, nurtured and progressed into a high-quality enterprise sales engagement.
Ideal Candidate Profile
The ideal candidate is digitally fluent, intellectually curious and enjoys using technology to improve commercial performance. They are likely to come from an SDR, BDR, ABM, Inside Sales or Commercial Executive background and will genuinely enjoy CRM, research, pipeline management and modern commercial tooling.
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Key Responsibilities
Opportunity Qualification
- Qualify inbound and outbound prospects and opportunities against agreed commercial criteria.
- Understand customer priorities, buying drivers and timescales.
- Identify stakeholders, procurement routes and strategic fit.
- Prepare concise executive account briefings.
Opportunity Development & Nurture
- Own structured follow-up and nurture activity.
- Maintain commercial momentum throughout long buying cycles.
- Coordinate discovery meetings and workshops.
- Convert marketing responses into executive-ready opportunities.
Commercial Pipeline Management
- Own CRM accuracy and pipeline discipline.
- Maintain opportunity progression, forecasting and reporting.
- Lead weekly pipeline hygiene and next-action management.
Commercial Intelligence
- Research target organisations and buying stakeholders.
- Use AI-enabled tools and LinkedIn Sales Navigator to improve prospect insight.
- Continually identify better ways to use technology to improve commercial effectiveness.
Experience Required
- Approximately 3-7 years' experience in B2B technology sector experience.
- Likely in a second or third commercial role.
- Account-based marketing.
- Experience qualifying and nurturing opportunities.
- Strong CRM discipline and pipeline management.
- Experience using LinkedIn Sales Navigator.
- Confident communicating with senior business stakeholders.
Essential Skills
- Computer literate and not afraid of using AI and the latest tools to filter data and refine our approach to targeting prospects.
- Curiosity and investigative thinking (commercially curious).
- Enjoy building repeatable systems (process-driven).
- Highly organised with excellent attention to detail.
- Strong Executive written and verbal communication (able to summarise what matters).
- Comfortable learning and exploiting AI-enabled commercial tools.
- Relationship builder who enjoys creating commercial momentum.
- Self-motivated and comfortable working autonomously.
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Desirable Experience
- HubSpot CRM.
- Excel, Power BI/ dashboards.
- AI and data enrichment tools such as Microsoft Copilot, Claude, Apollo, Clay or similar platforms.
- Understand Microsoft Azure, cloud migration, managed services (not deeply technical - just enough to recognise a genuine trigger).
- Enterprise technology or consultancy environment.
Success After 12 Months
- We know exactly what good looks like.
- Executive team spending more time with qualified customers and less time administering pipeline.
- 100 named new target organisations.
- 15-25 active opportunities (in varying stages of engagement).
- Executive confidence (we know who to talk to next).
- A repeatable commercial intelligence capability that continually produces opportunities.
- Improved conversion from marketing engagement to executive sales meetings.
- A trusted commercial partner recognised for bringing discipline, insight and momentum to the sales process.
Company Benefits
- 25 days annual leave, excluding bank holidays. (On completion of two complete years’ service, holiday entitlement will increase by 1 day per year up to 28 days (pro rata for part time employees)
- 2 charity days per year to support a community or a cause that matters to you.
- 1 celebration leave day per year to use for birthday, work anniversary or other religious or meaningful celebration.
- Private health care for employees, with option to add dependents. Includes physical and mental health care plans with access to support services, and supports non-traditional family structures.
- Life Insurance.
- Pension scheme, with contributions made before tax and national insurance deductions.
- Enhanced maternity, paternity and adoption leave following 2 years continuous service.
- Eye care and seasonal flu vouchers.
- Option to purchase up to 10 additional annual leave days.
- Access to a shared managed workspace.
Company benefits are subject to change from time to time – refer to the current Employee Handbook for details.
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