Commercial Lead

Indrive; City Of London; On-site; GBP 80,000 - 110,000; Full time

Job summary

inDrive is seeking a Commercial Lead in the United Kingdom to own the sales pipeline, drive outbound B2B deals with AI and data companies, and shape pricing and commercial terms. You will develop partnerships and channels while bringing customer demand and market insights back to product and operations.

The role involves leading complex, consultative sales cycles, coordinating with legal and privacy teams where needed, and translating market needs into scalable revenue strategies.

Qualifications

• Experience in B2B sales, closing complex deals you sourced and ran.
• Direct experience in AI/ML data, data annotation, labelling, licensing, or related services.
• Comfort selling to technical and research buyers.
• Genuine zero-to-one appetite; no inbound or playbook.
• Fluent English, written and spoken.

Responsibilities

• Own the pipeline and revenue generation.
• Run complex, technical deals with AI/data buyers over long cycles.
• Shape pricing and commercial terms across modalities and jurisdictions.
• Build and manage channel partnerships with data vendors and platforms.
• Gather market feedback to inform product and operations.

Skills

B2B sales

Complex deals

AI/ML data

Data licensing

Technical sales

Fluent English

Job description

Commercial Lead

Department: Growth Businesses

Employment Type: Full Time

Location: United Kingdom

Description

The Commercial Lead will own the sales pipeline and revenue, driving outbound sales and managing complex B2B deals with AI and data companies, from qualification and pilots to recurring contracts. The role also includes developing strategic partnerships and channels, shaping pricing and commercial terms, and bringing customer demand and market insights back to product and operations.

Key Responsibilities

Own the pipeline and the number

• Build and run outbound to AI labs, applied AI companies, and data vendors who need collection capacity they don't have in-house.


• Qualify hard and early: match buyer requirements against what our network can realistically deliver, and walk away from deals that don't fit.

Run complex, technical deals

• Sell to technical buyers - data leads, research managers, ML and data ops teams - in long, spec-heavy, consultative cycles.


• Collect buyer requirements (languages, demographics, modality, annotation depth, licensing scope), push back when a spec isn't deliverable.


• Manage pilots and convert them into recurring volume.

Shape pricing and commercial framework

• Own our price book across modalities (per audio hour, per image, per video hour, per annotated unit) and defend margin against buyer pressure and vendor benchmarks.


• Alongside with the business unit leader work with legal, privacy and tax on DPAs, consent frameworks,contracts across multiple jurisdictions.

Build the channel

• Develop partnerships with data vendors and platforms who can route demand to us where we have coverage they lack.


• Represent DataTasks at the venues where this market actually buys - research conferences, data and AI events, and buyer-side procurement teams.

Feed the roadmap

• Bring structured demand signal back into product and operations

Qualifications

Must have

• Experience in B2B sales, business or commercial roles, with a track record of closing complex deals you personally sourced and ran.


• Direct experience in AI/ML data, data annotation and labelling services, data licensing, or a closely adjacent technical services market.


• Comfort selling to technical and research buyers.


• Genuine zero-to-one appetite. There is no inbound, no established brand in this market, and no playbook to inherit.


• Fluent English, written and spoken, at a level suitable for negotiating with US and EU counterparties.

Nice to have

• An existing network among AI labs, data vendors, or enterprise AI teams.


• Experience operating in or selling data from emerging markets.


• Working knowledge of data protection regimes (GDPR, LGPD, and equivalents in our operating markets).


• Additional languages, particularly Spanish, Portuguese or Russian.

Why join us

• Help us challenge injustice by creating fair choices for millions of people across 47 countries


• Develop your professional skills with access to mentoring, career consulting, and learning programs


• Collaborate with teams around the world and gain international experience through our Global Talent Exchange Program


• Engage in company-wide challenges, awards, sports activities, employee-led social impact and volunteering projects


• Work alongside people who take initiative, speak openly, and challenge themselves to grow


• Improve your language skills through co-financed courses and internal speaking clubs

Final benefits may vary depending on the location.