Job Type: Full Time, Permanent (40 hours per week)
Department: Sales & Marketing
Remuneration: c.£75,000 (basic) + commission + pension + performance related bonus + share options + benefits
Reporting Line: CEO
Direct Reports: Yes
Start Date: ASAP
Location: London, UK (primarily office-based with flexibility for hybrid)
WE ARE EMU ANALYTICS
Solving Tomorrow’s Problems Today
Emu Analytics is a dynamic, entrepreneurial UK-based tech company founded in 2015, offering an award-winning real-time geospatial analytics and visualisation solution, Flo.w. We primarily serve large transport operators in the aviation (airlines, airports, airspace authorities) and rail sectors. Our software analyses the movement of assets in real time, providing situational awareness and addressing issues related to efficiency, safety, and sustainability, enabling faster, better-informed decisions.
Our team is innovative and world-class in delivering solutions tailored to our clients' needs. Known as Emus, our employees focus on understanding clients' operations before implementing our solution.
Despite being a small team of 12, we have built an impressive client list, including British Airways, Qantas, Gatwick and Heathrow Airports, LNER, and the Civil Aviation Authority. We’ve also worked with Transport for London, Transport for Wales, and several local authorities.
Having evolved from a consultancy to a product-driven enterprise software company, we are now looking to hire a Head of Commercial to support our growth. This person will play a key role in increasing sales by 300% over the next three years, while strengthening client relationships and supporting international expansion. The role involves hands-on business development and strategic input.
WHAT ARE WE LOOKING FOR?
We are seeking individuals passionate about delivering solutions with our innovative software platform, Flo.w, to transform how data is perceived, understood, and used to create significant change. Ideally, you’ll have 5+ years of B2B software sales experience in the relevant markets and a genuine passion for what we do.
We want someone who is eager and able to understand a client’s operations, engage with senior-level prospects and customers, and confidently present Emu products to address client needs, globally, at meetings, events, and presentations.
A strong industry network, excellent people skills, and the ability to support clients in achieving their goals with our software are essential.
The successful candidate will need to be a self-starter who has a dynamic and innovative approach to working with technology solutions, colleagues, large corporates, industry partners and systems integrators. This position has the opportunity for career progression to Board level along with the opportunity to share in the growth and success of the company through the company’s share options scheme.
The role involves travel, and client visits both nationally and internationally.
THE ROLE
Emu Analytics is looking for a Head of Commercial to lead (by example) and grow their business development and account management team. The role will take responsibility for new business within the aviation sector, supporting clients and growing usage and value of existing clients as well as be part of the company’s senior leadership team. A successful person can expect to progress to director level within 18 months.
KEY RESPONSIBILITIES
- Set the sales strategy and accurately forecast revenues.
- Understand the market and key clients and use this knowledge to provide ‘best in class’ service to clients.
- Build specific market knowledge and be an expert in understanding and communicating the benefits of Emu Analytics software.
- Build a robust and up to date new sales pipeline.
- Ensure an accurate pipeline of renewals is maintained.
- Discover potential clients by growing, maintaining, and leveraging a network of contacts.
- Build and develop relationships with clients.
- Actively engage with clients, follow up persistently, and ensure deals are successfully closed and contracted.
- Manage renewals, client usage reports and invoicing.
- Support management of third-party distribution/system integrator agreements.
- Attend and present at industry functions such as events and conferences and feedback to the team on market trends and news.
- Ensure clients’ data is accurately entered and managed within our customer relationship management system.
- Accurately forecast new sales and renewals targets, and ensure they are met.
- Ensure that the client delivery team deliver to spec and on time.
- Support the delivery of a successful marketing function in support of the company’s objectives.
- Attend, contribute and present at Board meetings.
EXPERIENCE
- 5 years’ experience in a sales/account management/business development role.
- Experience in B2B sales of software products in the aviation industry or a tier 1 professional services company.
- Experience in selling and managing licenced/renewable products.
- Desirable - Experience in partnering with larger organisations and consortia in RFI / tender responses whereby our products are a component of a larger offering.
- Desirable - Experience in sales and the processes of enterprise software, business development to the aviation sector within the UK with experience selling into organisations outside the UK (Europe, Australia and North America being target sectors).
- Desirable – experience in leading a team of people.
SKILLS
- Ability to quickly understand client needs, achieving consistent client contact and growing revenues.
- Ability to consistently increase the value of our relationship with clients.
- Demonstrates a high level of proficiency in working with all levels from operations staff to C-Suite.
- Technical competence (ability to learn how our software works etc.) with strong MS Office skills.
- Excellent communication both written and verbal (including presentation skills).
- Ability to create high-quality and impactful proposals and presentations.
ATTITUDE
- An interest and network in the aviation sector is essential.
- A hands-on attitude and willing to “roll up sleeves”, persistently following up with clients and managing the details, to ensure deals are successfully closed and contracted.
- Goal-orientated strategic thinker, motivated by financial targets and company values.
- Demonstrates impeccable honesty, integrity and confidentiality in all matters at all times.
- Reliable, positive and professional can-do attitude.
- Ability to work in a fast-paced and changing environment and successfully manage multiple tasks at once.
- Proactive with an ability to work under pressure taking full responsibility to meet deadlines and targets.
- Interacts well and respects people from all disciplines and backgrounds to accomplish a task or goal.
COMMERCIAL APPROACH
- Renewal cycle: every 12 months
- Quarterly updates with clients.
- Must want to network/prospect with business/logos and manage the relationships.
- Strong account management skills required as managing existing accounts will form approximately 50% of the role. The remainder will be generating new business.
OPPORTUNITY
- Ability to benefit from expertise of the technical software and delivery team in providing account support.
- Opportunity to collaborate with marketing on campaigns and events.
- To develop in the business to become the Commercial Director and to lead the marketing function and a team of ‘hunters and farmers’.
- Support from the Board and the Leadership and Management team to help grow your expertise and experience, and be successful.
OUR COMMITMENT TO YOU
- Employee Share options scheme
- Cycle to work Salary sacrifice scheme
- Training and the opportunity to develop new skills
- Discretionary: Electric Vehicle Salary Sacrifice scheme
- Discretionary: Summer Hours (4.5 days per week during June – Aug, finishing at 1pm on Fridays where viable)
- Discretionary: Company performance linked bonus payments – based on year end profitability of the business
- London weighting for staff predominantly working from the London office (for non-work-from-home employees)
- Being part of a dynamic and innovative scale up with strong growth ambitions
- Team events such as hiking, ‘bake off’, axe throwing, seaside activities and charity work
To apply, please send your CV and a cover letter to:
hiring@emu-analytics.com
No agencies or recruiters please
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