Commercial Lead

We are seeking an experienced Commercial Lead to join our Go-To-Market team. As the Commercial Lead, you will leverage your expertise and skillset across our EMEA territories and diverse industries, playing a key part in driving value for our commercial customers. Working closely with our Customer Success and Professional Services team, you will nurture strong and consistent relationships with existing customers while identifying opportunities to elevate their experience with Bedford.

The ideal candidate will have proven experience as a Commercial Lead within the technology sector, particularly across UKI & EMEA, with a strong track record of growing existing customer accounts.

Key Pre-requisites

To be successful in the role, you must possess the following skills:

• Proven Account Management Experience: Minimum of 5 years' experience in customer and account management, with a strong background in the technology sector and demonstrated success in growing existing accounts.
• Experience in EMEA Market: Prior experience working across EMEA territories, with familiarity in addressing diverse customer needs and challenges in the region.
• Experience with account management and sales for either the Anaplan platform and/or similar enterprise planning SAAS solution.
• Passion for Relationship Building: A genuine passion for building exceptional, long-lasting customer relationships and a commitment to delivering value at every stage of the customer journey.
• Exceptional Collaboration Skills: Strong ability to collaborate effectively across teams, including Sales, Customer Success, and Marketing, to drive successful outcomes and shared goals.
• CRM Proficiency: Experience with CRM software, particularly Salesforce, to manage customer data, track sales opportunities, and forecast effectively.
• Strong Communication & Presentation Skills: Excellent verbal and written communication, along with the ability to listen actively and present complex information in a clear, compelling manner.
• Attention to Detail and Project Management: Proven ability to manage multiple projects simultaneously while maintaining a high level of attention to detail and organisational skills.
• Commitment to Bedford Values: A deep commitment to upholding Bedford's values, including teamwork, integrity, and customer-centricity, and ensuring these are reflected in everything you do.
• Industry & Product Knowledge: Maintain an excellent understanding of both the client industry and the products/services we offer, ensuring you can act as a trusted advisor to our customers.
• Proactive Team Player: A self-starter who thrives in a collaborative environment, willing to take the initiative and drive customer success, while being a strong advocate for team success.

Job Description and Accountabilities

As Commercial Lead, your key responsibilities will include:

• Drive Upsell Target Achievement: Support the delivery of upsell targets within the customer base across all territories, as defined by our Chief Revenue Officer (CRO), ensuring alignment with business goals and performance metrics.
• Proactive Pipeline Creation: Actively create and manage a pipeline of services within a targeted subset of customers, collaborating closely with the regional Professional Services Directors (PSDs) to identify and capitalise on upsell and cross-sell opportunities.
• Maintain Strong Relationships: Cultivate and maintain a strong, consistent relationship with key Anaplan stakeholders to ensure the long-term success and growth of our accounts.
• Industry Trend Identification and Customer Analysis: Identify emerging industry trends and analyse customer data to gain insights into behaviour, preferences, and future needs, allowing Bedford to better align offerings with customer expectations.
• Strategic Marketing Development: Collaborate with our marketing team to develop a highly personalised Go-to-Market (GTM) strategy tailored for our existing customer base, ensuring our messaging resonates and fosters long-term customer engagement.
• Account Plan Development: Develop comprehensive account plans in partnership with PSDs, ensuring the strategic alignment of objectives and successful execution of customer growth strategies.
• Account Metrics Tracking & Forecasting: Regularly track and forecast key account metrics for each targeted customer, working in conjunction with PSDs to ensure accurate reporting and progress towards revenue goals.
• Prepare Account Status Reports: Deliver comprehensive reports on account status, highlighting progress, key challenges, and opportunities for further engagement.
• Reports to: Chief Revenue Officer
• Location: London/Remote
• Direct Reports: tbc
• Package: £80,000 - £100,000 plus variable and benefits

Our preferred selection process includes a combination of interviews and assessment centres. A dditionally, to protect our business interests and ensure employee wellbeing, we reserve the right to conduct proportionate pre-employment checks and ongoing diligence both before and during employment.

If you are passionate about driving business success in a fast-paced environment, we encourage you to apply!