Reporting to: CEO
Package: Generous OTE and EMI Share Options Package (become a stakeholder in the business)
This is a player-coach role, perfect for a passionate media technology expert with at least 10-years of media tech sector experience, who wants to be part of a high-growth, ambitious company – which has pioneered cloud-based media solutions since 2015.
You will lead from the front, by pro-active hard work, commitment, and high-quality delivery of new business and revenue growth. Demonstrating strong selling and leadership skills, whilst leading and mentoring your sub-teams to maximise their output.
base has become a leader in the field of Integrated Online Media Solutions, solving our clients’ challenges of how to securely store, process and deliver vast quantities of media, from anywhere, at any time.
The company is entering our next phase of growth, dealing with multiple large-scale global enterprise customers. As such, we are seeking a senior candidate with the commercial experience, drive and ambition to help further mature the business.
As Commercial Director, you will:
o Work with the CEO to build and scale our commercial team, whilst being a hands-on sales leader for large enterprise deals.
o Manage, scale up and mentor the sales team.
o Be accountable for top line revenue growth, driven by frequent new ARR cloud subscriptions and Professional Services orders, growth of existing accounts, and long-term customer retention.
o Be instrumental in developing and enhancing our Partner Alliances strategy, with key technology partners including AWS, Backlight (iconik MAM), Adobe and IBM, along with a growing ecosystem of best-in-class integrated SaaS tooling providers.
o Use your media sector and SaaS market commercial experience to guide marketing KPIs, use of funds, and deliverables, to best serve the needs of the sales and partnerships team, in line with our agreed company growth targets.
o Lead and manage the partnerships and marketing sub-teams to maximise new lead generation, with a particular focus on further developing our AWS managed services business line.
o Supervise and ensure a seamless sales process and customer journey from lead generation, through to close and handover to account management and ongoing renewals.
o Collaborate with our Professional Services consultants to create and close large enterprise digital transformation, custom integration, and cloud implementation orders, leading to enterprise cloud ARR deals.
o Work with the Technical Director to further develop and scale our AWS Managed Services product line, working in lock-step with the AWS media verticals sales, tech pre-sales and account management teams.
Accountable for:
Leadership, Management and Accountability (LMA)
o As commercial team leader, you will lead with the base CORE VALUES and base CORE FOCUS top-of-mind, being a culture-setter for the company, effectively managing your team to maximise productivity and being accountable for the overall performance of the commercial function. You will mentor, train, and nurture your team and always ensure the right people are in the right seats.
Sales & Partnerships Strategy & Execution
o Top line holistic revenue growth and revenue retention, meeting the sales targets and objectives set and agreed together with the CEO.
o Further developing and improving our Partner Alliances programme to maximise partner-led lead generation, co-selling, and strategic technology partnerships to help drive continuous ARR growth.
o Building and setting sales revenue forecasts, targets, and commission schemes for your sales team, working in collaboration with the CEO and CFO.
o Contribute to, and execute, the Go to Market plan for all base Integrated Online Media Solutions and services (including US market expansion), in collaboration with the CEO and other members of the leadership team.
o Creating and setting pricing and margins across our range of solutions, including co-developing pricing models for new partner products as they are selected and on-boarded.
o Being data obsessed, tracking and reporting against forecasts on a monthly, quarterly, and annual basis. At all times, maintaining and being across pipeline and sales data accuracy.
Sales – New Business
o Supervise and drive Tier 1 (Enterprise) sales and strategic account deals, including attending sales calls with other sales team staff to ensure we maximise our chance of success, mentoring the sales team on each large opportunity. Know the details of every big deal and drive the deals to close, in collaboration with the CEO.
o Acting as RFP lead on all major bids, owning the content, structure, and response deliverables documentation, curating, and managing the RFP sub-team (including Professional Services contributors) and ensuring the highest quality of delivery.
o Being sales lead on larger strategic account opportunities, pulling together key resources from across the business to secure deal wins.
o Be data-driven and disciplined about the sales process – continuously analysing, improving, and optimising the business’s sales performance.
o Regularly attend industry events, networking opportunities and partner meetings to be a base brand ambassador, have a pulse on the industry and be able to identify strategic opportunities for growth.
Customer Sales Growth & Retention
o Ensuring existing customers are excellently serviced by the Customer Success / technical account management teams to encourage organic account growth and ongoing contract renewals, to drive high net revenue retention.
o Mentor and guide the Customer Success team to be customer obsessed, continually solving problems for our clients, to in-turn, maximise account satisfaction and longevity.
o Supervise and ensure contractual compliance, onboarding and renewals are executed promptly and accurately by your team.
o Work with marketing to continually communicate the broader base services offering to all existing clients to educate and nurture customers to expand their engagement and spend level.
Sales Operations Senior Management
o Ensure that a well-designed and clearly documented customer lifecycle process is experienced by all buyers, from pre-sales and setup, through onboarding, training, and ongoing support – making sure that base customers’ experience is top class.
o Supervising and approving sales invoice delivery each month, enforcing prompt and accurate delivery of all invoices to customers to ensure positive cashflow. Working in collaboration with the Finance Controller.
o Being the senior team leader escalation contact for customer account complaints, accountable for liaising with other team leaders (including the Technical Director) to share customer feedback and expedite resolutions to problems.
Key Attributes
Commercially Driven and Strategic Thinking
You will be primarily focused on revenue growth and retention; successfully building the business from a commercial perspective. You will be instrumental in developing our commercial strategy, and tactics to meet the vision and goals of the CEO and investors.
Data-Obsessed and Process Oriented
You will be responsible for executing the company’s Go to Market strategy. Driving pricing, margins, and product commercial structure, as well as setting the buyer journey, fuelled by data, and managed with a clearly defined and well-documented process.
Passionate about team-building
You will be a positive, inspiring team manager, leading from the front and helping to imbue a culture of discipline, entrepreneurial spirit, and a growth mindset within the commercial sub teams.
As we scale, you will discover, select, and hire the best business development and customer success talent.
You will manage people with respectful candour and empathy, in line with our core values, whilst always driving for high performance.
Calm under pressure
You will be a solid, calm, and stable influence over the commercial team. Bringing your wealth of media and SaaS industry experience to help you and your team deal with the pressures of hitting targets, dealing with challenging larger deals, and ultimately delivering revenue results and long-term client relationships.
Energetic and Resilient
You will be a motivational member of the team, inspiring others to succeed and encouraging customers to select our services. You will be great at dealing with the pressure of sales targets, sales cycles, knock-backs, and competitive bids, and will continually drive forward with a positive, can-do attitude.
Importantly, you will create and maintain a positive, fun culture in the commercial team, full of regular in-person meetings at the office, encouraging continuous customer site visits, industry networking, and engagement with the base brand.
Location: London, UK
base Core Focus
Integrated Online Media Solutions
“Bridging Creativity and Cloud Solutions”
Our one provider model enables customers to save money and increase productivity with cloud-based infrastructure.
Our team of experts remove the confusion and complexity of online media solutions. Leveraging the cloud, we streamline media workflows with a single user experience, under one subscription.
One Provider. One Subscription. One base.
base Core Values
bold
We stand up for what we believe in and break new boundaries.
Curious
We have a growth mindset, always pushing to learn and continuously improve.
Collaborative
Working positively and proactively with our team-mates, suppliers and clients as true partners.
Empathetic
We put our customers first, we actively listen and we love to help others.
Honest
Fair, transparent and trust-worthy. We do the right thing and treat everyone with respect.
We are base.
