Sales Director / Director of Sales

Hands-On | Quota-Carrying | B2C Data, Analytics, MarTech & Services

Company Overview

We are a growing data technology business in the Customer Data Platform (CDP),

analytics & data activation space. We have 55+ staff and partner with leading UK and

international brands to transform how they transform and monetise their data. Our

proprietary CDP platform, Horizon, helps clients truly understand their customers in

great detail and activate their data to deliver measurable commercial outcomes. For

clarity, Horizon is not a digital or CRM execution platform. XCM offer the full solution

around data, tech, people, plan and partnership. XCM offers a white glove treatment to

Clients that really differentiates our offering.

Reporting to: CEO

Location: London – Other locations maybe considered

Role Purpose

This is a major hire for the business and only the very best candidate will be given this

opportunity. The main purpose of the role is to build & lead XCM’s sales function while

remaining deeply hands-on in winning new business, selling complex B2C data, analytics

and martech solutions delivered through a blend of technology platform (Horizon) and

high-value services. XCM are a solution sales led organization that also sells their own

technology. This is not a software first SaaS sales role.

This role is responsible for personally closing new revenue with the wider team, building

momentum quickly, and establishing a repeatable, defensible sales engine. This is a

front-line sales role - not a strategic, reporting, or purely managerial position. The role

will manage a team of 4-6 people initially once hired. A ‘player manager’ type approach

to this role initially is the best way to think about it.

Core Focus

• Personally win and close new business
• Sell a mix of technology and services which are almost always combined together.
• Leverage existing relationships to accelerate pipeline. This is a major advantage.
• Build a high-energy, performance-driven sales culture & function – Vital.
• Lead the team forward ensuring they are fully focus and developing continuously

Key Responsibilities

Revenue & Deals (Primary Focus)

• Personally own and close a significant share of new ARR targets
• Lead a mix of sales cycles from complex, consultative sales spanning B2C customer

data, analytics, martech activation and services

• Run deep discovery across commercial, marketing, data and technology

stakeholders

• Position XCM and Horizon against CDPs, data warehouse’s, analytics platforms.

CDXP platforms and in-house solutions

• Build compelling ROI- and growth-led business cases
• Lead pricing, negotiation and contract close signed off by CEO

Sales Leadership

• Lead, coach and motivate Account Executives and SDRs
• Be inspiring and fun to build the right culture but never lose the focus on the

objectives

• Set daily standards for pace, intensity and quality
• Support and lead active deals through joint calls and close planning
• Create a motivated, competitive & accountable sales culture

Sales Discipline

• Embed strong qualification and deal governance
• Maintain accurate pipeline management and forecasting - weekly
• Feed live market and client insight back into Product and Marketing

Essential Experience (Non-Negotiable)

• 6+ years’ experience in solution-based B2B tech sales focused on B2C businesses
• Proven experience selling a mix of technology platforms and professional services
• Background in high-growth and/or scale-up environments
• Strong hands-on experience selling B2C data, analytics and martech platforms
• A demonstrable track record of personally closing complex, multi-stakeholder deals

(references needed)

• Experience selling into some or all of the retail, e-commerce, sport and/or hospitality

sectors

• Experience in selling to C-Suite stakeholders
• Experience presenting to internal boards and investors

Strongly Desired

• An existing, relevant network of potential clients, partners and senior decisionmakers
• Ability to activate previous relationships to generate early pipeline
• Experience working with consumer brands operating at scale

What Success Looks Like (First 6–18 Months)

• Multiple high-quality wins across target sectors
• Two Account Executives fully ramped and closing consistently (alongside an existing

one already hired)

• SDR engine producing predictable, qualified pipeline that the business can start to

rely on

• Founder dependency on sales materially reduced

Why This Role Matters at XCM

• XCM sells solutions, not products
• Horizon requires credibility across data, analytics and activation
• A blended tech and services model demands experienced, confident sellers
• Sector knowledge accelerates trust and deal velocity
• This role underpins defensible, scalable revenue growth

£110-£140k plus commission and benefits package