Steven.com
Commercial Lead
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COMMERCIAL LEAD
COMPANY: CULTURE TEST / STEVEN.COM
REPORTING TO: MANAGING DIRECTOR
LOCATION: LONDON (Hybrid)
PACKAGE: £60,000 BASE (uncapped commission, Y1 OTE £110k + performance bonus)
ABOUT CULTURE TEST
This role sits within CultureTest, a venture within the Steven.com ecosystem - one of the companies we are building and backing as we scale the infrastructure behind high-performing teams.
Most hiring decisions rely on CVs, interviews and gut feel - all weak signals that rarely predict how someone will actually behave inside a company. As teams scale and founders step back from hiring, the decisions that matter most often get made with the least structure.
CultureTest introduces company-specific, scenario-based behavioural screening early in the hiring process. Instead of generic personality tests, we help teams evaluate candidates against how their company actually works, before interviews shape perception.
Culture Test are early-stage, working directly with customers, shipping quickly and iterating based on real usage.
ROLE MISSION
We're hiring our first commercial hire for CultureTest - the foundations you set become what good looks like for every commercial hire that follows. There's no playbook yet, no warm handovers, no sales ops safety net. You'll own the sales motion end to end: source, warm, pitch, close, expand, building the network and machine that produces your own pipeline rather than waiting for leads to arrive.
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KEY OUTCOMES
- Own the full sales cycle end to end, selling platform access to startups and scale-ups.
- Build a network of founders, CEOs, and Heads of People, and convert it into consistent pipeline.
- Take ownership of an existing pipeline of marquee prospects and convert founding-cohort members into fully paid, long-term accounts.
- Run face-to-face meetings across London (and travel where required), and represent CultureTest at relevant hosted and sponsored events.
- Define the sales playbook, tooling, and reporting from scratch, feeding what you hear on the ground straight into product and pricing.
CORE COMPETENCIES
- Proven full-cycle closing on real B2B SaaS or marketplace deals.
- Experience selling to founders, CEOs, Heads of People, or similarly senior buyers - one signature, no procurement.
- Comfortable operating with high autonomy and minimal process, shaping the sales playbook and go-to-market strategy directly with the founders.
- A playbook thinker - what you learn on deal one, will make deal ten easier.
- Energised by ambiguity and building from zero rather than inheriting structure.
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YOU'LL THRIVE HERE IF
- You treat the business like it's yours - you go beyond the brief, chase the conversation nobody asked you to, and care how CultureTest shows up in every room.
- You're hungry for broader commercial ownership as we scale.
- You want direct influence over sales strategy and commercial decisions from day one, not a seat further back in the process.
- You're motivated by building the machine, not just running the numbers through it.
IDEAL BACKGROUND
- Track record of full-cycle B2B SaaS or marketplace sales, ideally in an early-stage or startup environment.
- Experience selling into startups and scale-ups (roughly 50–250 people, 6–18 months post Series A/B) hiring at pace across sales, marketing, growth, finance, and ops.
- If you haven't worked in a startup before, you'll need to convince us you know what you're walking into.
WHY JOIN
- Work within the Steven.com ecosystem: Shoreditch HQ with 24-hour gym access, on-site barista, roof terrace, alongside Steven Bartlett's private office.
- Flexible/hybrid working, team trips and co-working days at The Shire Retreat in Northamptonshire.
- £2,500 equipment budget, unlimited holiday.
- Direct influence over sales strategy and commercial decisions from day one.
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