Commercial Director

At 15gifts, we’re obsessed with the psychology of choice. We study the key principles that drive people to make confident choices on the high-street, and we pour this insight into our intelligent decision-engine technology to replicate the experience online.

Our vision is to lead the field in combining consumer psychology and machine learning to help people make decisions. What’s more, the unique profiles that we collect through our conversational engine can change the way that brands talk to their customers. 

We work with some of the world’s leading brands, powering thousands of confident customer decisions every day. Our partners include Verizon, O2, Sky, Virgin Media, EE, BT and T-Mobile.

We’re a fast-growing company and we’re excited about the opportunities that lie ahead. We’re a team that’s made of driven, ambitious and exceptional individuals and we’re looking for like-minded people to become part of our success story. 

Our technology is already used by some of the largest brands in the world, and we’re only just getting started. This is a pivotal moment to join a company that has a huge opportunity ahead of it.

The role

We are now looking for a Commercial Director to join our growing team with a focus on scaling the sales function and taking hands-on accountability of the new business pipeline from initial Sales Qualified Lead to closure.   

You will take a place in the company leadership team and will work closely with the CEO to set the commercial strategy for the business and develop our go-to-market strategy for our existing Telco/Media market and new markets for our product.

You must have a strategic mindset but also be willing to get stuck into the detail of liaising with prospects through the sales process and producing proposals. Experience within a complex enterprise sales environment is a key requirement, ideally within B2B SaaS.

This is an exciting role that would allow you to build and shape a sales function and help drive the business through the next phase of growth.

Accountabilities/Responsibilities

Strategy & Leadership:

  • Working with the CEO to set and manage the commercial strategy

  • Setting the go-to-market strategy for each of our product markets

  • Managing the end-to-end sales pipeline - implementing the right sized sales process, tools and skills to execute our strategy

  • Initially managing a small team across lead gen/marketing and scaling the commercial function as the business grows

  • Using reporting/metrics to optimise all aspects of the pipeline and to report back to the board and leadership team on performance vs targets 

Sales Execution:

  • Taking hands on accountability for the lower sales funnel - taking prospects from sales qualified lead through to close. Including:

    • Demonstrating our product to key prospects, bringing in the right skills from the 15gifts team as required  

    • Assessing the strategic fit of each prospect based on their business goals

    • Building a tailored proposal and robust business case for each prospect - demonstrating how we can help them achieve their goals and drive ROI

    • Presenting the proposal and ROI business case to senior sponsors and leading on negotiations

    • Supporting on all contract negotiations and the procurement process

    • Providing a smooth handover from sales to delivery

The ideal skills and experience

  • Proven ability to meet sales targets within a complex enterprise sales environment, ideally within B2B SaaS

  • Proven ability to setup and manage a sales process - showing examples of where you have implemented effective process and tools to execute the pipe

  • Proven ability to manage and coach different skill sets within a sales function, bringing the very best from the people you work with

  • Advanced user of Excel, Slides etc - able to model complex business cases and visually impactful presentations   

  • Hands-on individual who likes to work with autonomy and needs a minimal amount of support

  • Gravitas and interpersonal skills to manage internal and external relationships

  • Able to work in a high-pressure sales environment to tight deadlines

  • Desire to be part of a fast growing business with the high pace of change

Why choose us

Headline benefits

  • Place on the leadership team, inputting to all aspects of the business

  • EMI share options

  • Competitive base salary and OTE commission scheme

  • Employee Assistance Programme (confidential counselling)

  • Medicash healthcare scheme (reclaim costs for dental, physiotherapy, osteopathy and optical care)

  • easitBrighton travel scheme (discounted public transport options)

  • Cycle to work scheme

  • Life Insurance scheme 

  • 33 days holiday (including bank holidays)

Our Culture

Our success is underpinned by our cultural values. These values are not something we stick up on a wall – they don’t need to be. They are behaviours that we recognise and celebrate in each other. They are what we live by every day.

Our Cultural Values

  • Celebrate brilliance

  • Take ownership

  • Share Insights

  • Look for a better way

  • Support each other

Our values are driven through Culture Club – a staff team that rotates every quarter. Advocates for our culture as we grow, Culture Club activates ideas, makes improvements and helps everyone to connect.

Our office and remote working

We can confidently say that our sea-view office is one of Brighton’s best. However, we’re currently all working from home and we’ll be taking a cautious approach to returning to our much loved office.  

Our plan moving forward is to have a remote workforce that can work from any location in the UK, but that also have access to our Brighton office space when they choose. We believe this offers ultimate flexibility to our team, and is reflective of how people will work in future. We also recognise that this will allow us to bring in a wider range of talent to our business, which is something that we’re really excited about.

We see this flexibility as a key employee benefit and all we ask is that you come into the office for a minimum of 3 days per quarter, which will include our quarterly team get together. 

When in the office, we have flexible workspaces, which means you’re not tied to a desk, unless you want to be. You could work in a sociable spot on floor 4, or set yourself up with a screen on floor 3. This is everyone’s space and it’s available after work – our staff host everything from gaming and craft nights to adventure film screenings. However, we will of course be following strict social distancing and health & safety guidelines for as long as is advised.

Other extras in the office

  • On site changing rooms, showers and internal bike storage

  • Breakfast, fresh fruit, snacks, beers, locally-roasted coffee

  • Food for thought: lunch and talks every Friday

  • Yoga and other fitness activities

  • Regular social events, including Friday drinks and book club

  • Visits from friendly office dogs


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