xDNA Group
Group Commercial Director
Glasgow
Posted about 16 hours ago
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The Role
The Commercial Director is responsible for driving the commercial growth of xDNA Group by securing new business across enterprise software, AI solutions, performance marketing, and strategic digital services.
Reporting to the Chief Executive Officer, the Commercial Director will:
- Lead the Group's new business activity
- Develop strategic client relationships
- Grow recurring revenue
- Support the commercialisation of xDNA's expanding software portfolio
Working alongside the Executive Leadership Team, this role will play a key part in positioning xDNA as a technology-led organisation, helping win enterprise software projects, public sector opportunities, and long-term commercial partnerships while continuing to grow the Group's established performance marketing offering.
Key Responsibilities
New Business & Revenue Growth
- Deliver agreed annual and quarterly revenue targets across enterprise software, performance marketing, and digital services.
- Execute the commercial strategy developed alongside the CEO and Executive Leadership Team.
- Identify new business opportunities across enterprise, government, and commercial sectors.
- Develop new service propositions, pricing models, and commercial packages.
- Grow recurring revenue through long-term client partnerships and managed service agreements.
- Maintain accurate sales forecasting and revenue reporting.
Enterprise Software & Technology Sales
- Lead business development across bespoke software development, AI solutions, digital transformation, and cloud-based applications.
- Identify and convert opportunities for enterprise software projects and technology partnerships.
- Build relationships with senior decision-makers across enterprise organisations and public sector bodies.
- Work alongside technical teams to develop compelling software proposals and commercial solutions.
- Support the commercial growth of xDNA's proprietary software products and future SaaS platforms.
- Identify opportunities to expand bespoke software engagements into recurring support and subscription services.
Strategic Bids, Tenders & RFPs
- Lead commercial responses to enterprise bids, tenders, and RFP opportunities.
- Coordinate internal technical, delivery, and commercial teams throughout the proposal process.
- Develop commercially competitive proposals and client presentations.
- Improve xDNA's bid success rate across strategic opportunities.
- Build a structured approach to public sector procurement and enterprise sales.
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Performance Marketing Growth
- Grow recurring revenue across PPC and performance marketing services.
- Develop commercially attractive propositions for enterprise clients.
- Identify opportunities to cross-sell SEO, CRO, Analytics, Creative, and software solutions.
- Improve proposal quality and commercial conversion rates.
- Work alongside delivery teams to maximise client retention and account growth.
Commercial Product Development
- Support the commercial launch of xDNA's software and AI products.
- Provide customer and market insight to Product and Technology teams.
- Assist in developing pricing, licensing, and subscription models.
- Identify opportunities to package bespoke solutions into repeatable software products.
Lead Generation & Pipeline Management
- Build and maintain a healthy pipeline of qualified opportunities.
- Develop outbound prospecting, referral partnerships, and strategic networking opportunities.
- Improve lead qualification and sales forecasting.
- Ensure pipeline activity is focused on profitable and strategically aligned opportunities.
Commercial Leadership
- Help develop the Group's commercial function as the business grows.
- Support and mentor future business development and sales team members.
- Promote a culture of accountability, collaboration, and continuous improvement.
- Share market insight with the Executive Leadership Team to support strategic planning.
Commercial Operations
- Champion the effective use of HubSpot CRM.
- Maintain accurate pipeline management and reporting.
- Produce monthly reports covering pipeline performance, conversion rates, revenue forecasts, and commercial activity.
- Identify opportunities to improve sales processes through automation and AI.
Strategic Partnerships
- Develop relationships with technology partners, agencies, and strategic referral organisations.
- Represent xDNA at networking events, conferences, and client meetings.
- Build partnerships that generate sustainable commercial opportunities.
- Support international business development initiatives where appropriate.
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Key Performance Indicators
The Commercial Director will be measured against:
Revenue Growth
- Achievement of agreed annual revenue targets.
- Enterprise software revenue secured.
- Performance marketing revenue growth.
- Growth in recurring monthly revenue.
- Gross margin contribution.
Commercial Performance
- Qualified pipeline value.
- Proposal conversion rate.
- Average contract value.
- Sales cycle duration.
- Client retention and expansion.
Strategic Development
- Enterprise accounts secured.
- Successful RFP and tender submissions.
- Strategic partnerships established.
- Growth of proprietary software revenue.
Experience & Skills
The successful candidate will demonstrate:
- Proven success in business development within a technology, software, or digital services environment.
- Experience selling enterprise software, digital transformation, or complex technical solutions.
- Experience managing commercial proposals, tenders, and RFP submissions.
- Strong understanding of performance marketing, particularly PPC.
- Experience developing and managing senior client relationships.
- Excellent commercial negotiation and presentation skills.
- Experience using HubSpot CRM or similar platforms.
- Strong commercial awareness with the ability to identify growth opportunities.
- Ability to communicate effectively with both technical and non-technical stakeholders.
Personal Attributes
The ideal candidate will be:
- Commercially driven with a proactive mindset.
- Entrepreneurial and opportunity-focused.
- Comfortable operating across both software and digital services.
- A confident relationship builder with excellent communication skills.
- Organised, accountable, and results-driven.
- Curious about AI, emerging technologies, and innovation.
- Collaborative and able to work effectively across multiple departments.
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Skills
Business Development
Enterprise Software Sales
AI Solutions
Performance Marketing
Strategic Partnerships
RFP Management
HubSpot CRM
Revenue Growth
Commercial Negotiation
Digital Transformation
SaaS
Pipeline Management
Client Relationship Management
Pricing Models
Sales Forecasting
Public Sector Procurement