ВеликобританияCommercial Lead
1 мес. назад
ВеликобританияLeadHybrid
contract negotiationsales pipeline managementstakeholder mappingproposal managementbid/no-bid analysis
Lead commercial function driving strategic customer relationships and securing high-value contracts in the satellite industry.
О компании
- Pioneering Space Technology – You'll contribute to launching groundbreaking technology into space. Your work on our revolutionary ion propulsion system and ULEO satellite platform will redefine satellite operations and disrupt traditional LEO operations.
- Unmatched Ownership and Impact – You'll experience a level of ownership that's rare in the space industry. You will participate in the full lifecycle of satellite technology.
- Equity and Competitive Salary – You'll receive not just a competitive salary but also company ownership stakes. Your dedication and hard work are rewarded with a share in the technology you help build, ensuring you're a part of our collective success.
- Comprehensive Benefits Package – Including private health insurance with dental and optical coverage, annual healthcare check-ups etc.
- Hybrid Work - A hybrid setup with one dedicated remote day per week.
- Visa Sponsorship & Relocation Support - We provide a relocation package and sponsor your visa if you’re joining us from abroad.
Обязанности
- We are seeking an experienced Commercial Lead to build and lead a high-performing commercial function that drives strategic customer relationships and secures high-value contracts with both government customers and large enterprises (primarily satellite primes and OEMs).
- You'll own the path from shaping opportunities before tenders open, through leading competitive proposals, to securing multi-year contracts and driving sustained account growth. Your ability to navigate complex, high-stakes deals, foster a results-driven culture, and partner with our engineering and business teams will directly influence 's market leadership.
- Dual-market ownership (Gov & Enterprise): Build and execute account strategies for agencies and large companies; map stakeholders, budgets, and decision paths; shape requirements before tenders open.
- Tender intelligence & capture: Track pipelines across government portals and enterprise sourcing calendars; run capture plans, win themes, and competitor/price-to-win analyses; lead bid/no-bid decisions.
- Proposal leadership: Orchestrate compliant submissions; coordinate clarifications, BAFO, and oral presentations.
- Complex deal negotiation: Close supply, licensing, and co-development agreements; negotiate IP, warranties/liability, service levels, and milestone payments aligned to TRL gates.
- Partnerships & consortia: Structure teaming with primes, SMEs, universities, and test partners to strengthen bids and delivery confidence.
- Forecasting & governance: Maintain a transparent pipeline with stage gating, ACV/TCV, probability, and cycle metrics; report risks/mitigations and drive executive decision forums.
- Voice of customer: Feed market and procurement insights into roadmaps, qualification timelines, pricing, and make/buy decisions.
- Compliance & controls: Work with Legal/Compliance on export control (UK/EU/US regimes), information security, and public-sector procurement rules.
- Market presence & pitching: Represent at industry events, tender briefings, space conferences, and executive reviews; deliver compelling pitches and presentations that clearly communicate our vision and value proposition.
- Team leadership: Build, mentor, and inspire a high-performing commercial team, fostering persistence, creativity, and a results-driven culture.
Требования
- Space industry experience (required): Must have direct experience selling satellites or space hardware - payloads, cameras, antennas, subsystems. Candidates without space industry sales experience will not be considered.
- Experience: Minimum 5 years in business development or key accounts, with wins across government procurement and large-enterprise buying centres.
- Customer knowledge: Up to date on where satellite/space hardware customers are coming from today, across government, primes, and OEMs - not relying on outdated relationships.
- Full sales cycle ownership: Demonstrated experience across all stages - pre-tender shaping, capture planning, proposal/bid leadership, negotiation, and contract close.
- Tender mastery: Demonstrated success leading competitive bids (capture planning, scoring criteria, compliance, pricing) and handling long, multi-stakeholder cycles.
- Deal craft: Strong negotiation track record on MSAs/SOWs, licensing, co-development, and milestone-based contracts; fluent in IP and risk allocation.
- Domain fluency: Able to translate complex engineering (propulsion, LEO satellite platforms, qualification, test/readiness reviews) into customer value and business cases.
- Leadership & mentoring: Proven ability to recruit, develop, and manage high-performing commercial or sales teams.
- Process & tools: Disciplined CRM usage, forecasting, and KPI ownership (win rate, cycle time, stage conversion, ACV/TCV).
- Governance & compliance: Familiarity with public-sector procurement practices and export-control considerations; knows when to engage specialists.
- Marketing savvy: Skilled in shaping and delivering impactful presentations, narratives, and proposals that resonate with diverse audiences.
- Soft skills: Executive presence, exceptional interpersonal and communication skills, stakeholder influence, and resilience in long negotiations.
- Ways of working: High ownership in a fast-moving, cross-functional environment; willing to travel for customer meetings, briefings, and negotiations.
Будет плюсом
- Experience at a small satellite company that scaled into a large business - candidates who've operated through that growth curve are especially well suited to this role.
Другое
- At Space, our mission is to engineer the lowest orbiting satellites on Earth to rapidly advance global connectivity and insight.
- We are currently building satellites that can operate at an altitude of just 200 km - one-third that of conventional satellites.