Director, Go-To-Market (B2B SaaS)

Consult; England; Remote; GBP 180,000 - 260,000; Full time

Benefits offered by this job

Competitive compensation

ESOPs

Open culture

Autonomy & growth

Job summary

Amber is a leading student housing platform transforming enterprise software for universities and large property operators. This Director role owns the go‑to‑market strategy, pricing model and pipeline, from first deals to a scalable team, with strong involvement in partnerships and market presence.

You will define target segments, build a pricing framework, manage multi‑stakeholder procurement and drive cross‑functional alignment with Product, Marketing and Implementation.

Qualifications

• 10+ years in B2B SaaS commercial roles with ownership of a number.
• Direct experience selling enterprise software into universities, large operators, or institutional buyers.
• Experience taking a product to a market where established players already hold the accounts.
• Comfortable with enterprise cycles measured in quarters, not weeks.

Responsibilities

• Define segmentation and sequencing across universities and property management groups.
• Own pricing and the commercial model, including licensing and contracts.
• Lead the revenue number from first customer onwards and build a playbook.
• Navigate procurement processes, tenders, RFPs, security and data reviews.
• Build and manage forecast, pipeline hygiene and leadership reporting.
• Hire and build the commercial team and sales playbook from scratch.
• Collaborate with Product on roadmap priorities based on field learnings.
• Partner with Marketing on demand generation and content strategy.

Skills

Commercial instinct

Build function

Communication

Pipeline analytics

Travel willingness

Job description

About Amber

Amber is the leading student housing platform globally, helping students find and book long-term accommodation near their universities.

Today, Amber serves students from over 160 countries and partners with leading property operators and universities across major education destinations worldwide.

Backed by leading private equity investors including Gaja Capital, Amber is building the operating system for international student living.

Why this role exists

Amber is taking a B2B SaaS product to market. It is built for university accommodation teams and property management groups, the same institutions and operators we already work with on the student side. Parts of it are already in use with universities today.

What it does not yet have is a commercial engine behind it.

This is enterprise software sold into institutions that buy slowly, in committees, and on their own calendar. Success here is not a volume game. It is about credibility with the people who run accommodation and estates, presence at the forums where this sector makes decisions, and the patience to carry long cycles without losing momentum.

We are hiring a Director to own that from zero. You will define who we sell to first, how we position, what we charge, and how we build the pipeline and team to convert it. You will report directly to leadership and have the mandate to shape the commercial model, not just execute someone else's.

Go-To-Market Strategy

• Define the segmentation and sequencing across universities and property management groups, by geography and institution type
• Own positioning and competitive strategy in a market with established players
• Build the pricing and commercial model, including licensing structure, implementation fees and contract terms
• Decide launch markets and build the case for expansion into the next ones
• Partner with Product on roadmap priorities driven by what you learn in the field

Sales & Pipeline

• Own the revenue number for this line from first customer onwards
• Personally run the first set of enterprise deals to establish the playbook before handing it to a team
• Navigate institutional procurement: tenders, frameworks, RFPs, security and data protection reviews, and multi-stakeholder buying committees spanning accommodation, IT, finance and estates
• Build and manage the forecast, pipeline hygiene and commercial reporting to leadership

Partnerships & Market Presence

• Build Amber's presence in the sector through the bodies that matter, including CUBO, ASRA, ACUHO-I, Unipol and the GSL and PBSA investor circuit
• Establish channel and integration partnerships with adjacent systems such as student records, access control, payments and CRM
• Develop reference customers and case studies that carry weight with the next buyer
• Represent Amber credibly in front of housing directors, operator executives and industry press

Team & Function Building

• Hire and lead the commercial team across sales, solutions consulting and customer success
• Build the sales playbook, demo narrative, objection handling and competitive battlecards from scratch
• Work alongside Marketing on demand generation, sector content and event strategy
• Partner with Implementation and Support to make sure what you sell is what gets delivered

What We're Looking For

Experience

• 10+ years in B2B SaaS commercial roles, with time spent owning a number
• Direct experience selling enterprise software into universities, large property operators or comparable institutional buyers. This is the single most important requirement
• Experience taking a product into a market where established players already hold the accounts
• Comfortable with enterprise cycles measured in quarters, not weeks

Domain Knowledge

• Understands how institutions buy technology: procurement frameworks, tender processes, committee dynamics and academic year timing
• Familiar with the operational reality of student accommodation or large-scale residential property, from allocations and inventory to arrivals, maintenance and resident experience
• Knows the competitive landscape well enough to position against it credibly in a room full of buyers
• Existing relationships across UK and EU universities or accommodation operators are a significant advantage

Skills

• Strong commercial instinct on pricing, packaging and deal structure
• Can build a function from nothing: process, playbook, hiring, forecasting
• Excellent communicator who can hold a room with a housing director and a boardroom equally well
• Structured and analytical about pipeline, conversion and where the effort is best spent
• Willing to travel across the UK, EU and further as the market requires

What You'll Get

• Opportunity to shape one of the largest global student accommodation platforms
• Direct exposure to company strategy and leadership decisions
• Significant ownership and autonomy
• Fast-paced growth environment and working with global teams
• Competitive compensation and ESOPs
• Open, transparent, and ambitious culture

Location: United Kingdom

Regular travel across the UK and EU and US