Head of Commercial

Mobilise • London, CA

5d • $75,000 - $95,000 • Hybrid

About The Position

The Head of Commercial will report to the Chief Executive Officer and work closely with the Co-Founders, serving as a key member of the organisation's executive leadership team – our "Team Heads" group. This is a revenue-driving leadership role that combines commercial strategy, new business development, and go-to-market excellence. Your primary focus will be driving Mobilise's commercial growth through the UK local authority market, establishing us as a dominant player in our sector. You will own the end-to-end commercial engine: leading our New Business and Partnerships functions, defining and executing our B2B marketing and GTM strategy, and building strategic commercial partnerships that exponentially broaden our reach and market presence. This role requires someone who can both win deals and build the systems, positioning, and partnerships that make future deals inevitable. As we scale, this role represents a clear pathway to Chief Revenue Officer, with the opportunity to build and lead a broader commercial function as the business grows.

Requirements

• Proven local government/public sector sales track record with demonstrable success selling into local authorities, particularly in social care, health, or adjacent sectors - ideally with SaaS, technology, or service contracts exceeding £100k ARR
• New business leadership with direct responsibility for revenue targets, pipeline management, and deal closure in complex, multi-stakeholder B2B environments
• Strategic partnership development with experience identifying, structuring, and activating commercial partnerships that drive meaningful revenue impact or market access
• Deep understanding of local authority procurement, commissioning cycles, decision-making structures (particularly across social care and health), and the political and budgetary dynamics that shape buying behaviour
• B2B marketing and positioning expertise with the ability to craft compelling value propositions, develop sales enablement materials, and orchestrate demand generation that accelerates sales cycles
• Go-to-market strategy experience including market segmentation, competitive positioning, pricing strategy, and launch planning for new products or services
• Commercial acumen and data-driven decision making - you speak fluently about pipeline metrics, conversion rates, CAC, LTV, and business impact while maintaining strategic vision
• Relationship builder with sector credibility - you have existing networks in local government social care and can open doors that others cannot
• Entrepreneurial resilience - you've operated in resource-constrained, fast-moving environments where you've had to be strategic, scrappy, and solutions-focused in equal measure
• Hubspot fluent - you bring a deep understanding of CRM, specifically Hubspot-native knowledge and significant experience to optimise our pipeline and workflows

Responsibilities

• Own and deliver annual revenue targets through direct sales activity and team leadership
• Lead end-to-end sales cycles with local authorities from initial engagement through contract signature, including tender responses, stakeholder engagement, and negotiation
• Build and manage a high-quality pipeline of opportunities across local authorities and NHS organisations
• Develop deep relationships with key decision-makers, commissioners, and influencers across target local authorities
• Provide accurate revenue forecasting and commercial reporting to leadership team and board
• Contribute to company-wide strategic decisions as part of the leadership team, bringing commercial insight and market intelligence
• Identify and prioritise strategic commercial partnership opportunities that accelerate revenue growth and market penetration (e.g., sector bodies like ADASS, technology platform partnerships, referral partners, commissioning support units)
• Lead partnership negotiations and structure commercial arrangements that create mutual value
• Activate and manage partner relationships to ensure they deliver measurable business impact
• Develop channel strategies that leverage partner networks to reach new local authority clients more efficiently
• Build and maintain relationships with key influencers in the local government social care ecosystem
• Define and own comprehensive GTM strategy aligned with ambitious growth goals, including market segmentation, targeting, positioning, and channel strategy
• Lead product marketing and positioning efforts to articulate clear differentiation in competitive tender environments
• Develop compelling value propositions, business cases, ROI models, and case studies that win tenders and accelerate procurement decisions
• Orchestrate integrated marketing campaigns targeting commissioners, social care leads, and elected members
• Shape how local authorities think about digital carer support, positioning Mobilise's approach as the progressive standard
• Build repeatable, scalable sales processes including qualification frameworks, proposal templates, pricing models, and playbooks
• Create and maintain world-class sales collateral and enablement materials
• Oversee demand generation strategy and execution (working with existing digital marketing agency)
• Establish and track KPIs across the commercial funnel from awareness through contract signature
• Lead thought leadership strategy including sector events (e.g., NCASC), speaking opportunities, and strategic PR
• Directly line manage the Business Development and B2B Marketing teams, providing clear direction, coaching, and performance management
• Build capabilities across both teams, developing team members to excel in complex local government sales and marketing environments
• Foster a culture of commercial excellence, customer-centricity, and continuous learning
• Set clear objectives, KPIs, and development plans for direct reports
• Work collaboratively with Content and Carer Engagement teams to ensure alignment between B2C activities and B2B commercial objectives

Benefits

• 25 days per year & public holidays (pro rata for part time), plus your birthday.
• 4% employer pension contribution
• Optional cover available for employee
• An opportunity to share in the success of the business
• up to £500 towards office equipment exclusively for business use e.g. desk, chair

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed