Head of Commecial Operations

ICP Search; Greater London; On-site; GBP 120,000 - 180,000; Full time

Job summary

ICP Search is seeking a commercially astute and highly credible Head of Commercial Operations, Europe to strengthen its commercial engine across multiple European markets. This is a pivotal role with broad exposure to senior leadership, major customers and high-value opportunities, combining strategy, pipeline, bid support and governance to win profitable work.

You will lead data-driven decision making, build consistent processes, and drive commercial performance across Europe with a small team

Qualifications

• Experience in commercial operations or related discipline.
• Track record of improving commercial outcomes and governance.
• Ability to lead cross-country projects and stakeholder groups.

Responsibilities

• Own Europe-wide commercial operations activity and pipeline management.
• Support bids, pricing, and deal governance from shaping to renewal planning.
• Lead, develop and grow a small commercial operations team over time.
• Collaborate with senior leaders across Europe to align strategy.

Skills

Commercial acumen

Project management

Stakeholder management

Analytical skills

Leadership potential

Negotiation & pricing

Tools

Excel

PowerPoint

Job description

Location: UK-based, with a European remit

Contract: Permanent

Salary: Competitive, dependent on experience

A leading international business is seeking a commercially astute and highly credible Head of Commercial Operations, Europe to strengthen its commercial engine across multiple European markets.

This is a pivotal role with broad exposure to senior leadership, major customers and high-value commercial opportunities. You will combine commercial strategy, pipeline development, bid and deal support, performance insight, pricing and sales governance—helping teams identify better opportunities, make stronger decisions and win more profitable work.

The successful individual will be comfortable operating across countries, functions and senior stakeholder groups. You will be a practical builder: someone who can bring structure to complexity, turn data into recommendations, influence without formal authority and improve the way commercial teams operate.

The opportunity

You will take ownership of key commercial operations activity across Europe, including:

• Identifying and prioritising market, customer and growth opportunities across key accounts, events, venues and rights holders
• Building and improving qualified commercial pipeline alongside sales and marketing teams
• Supporting major bids, renewals and strategic deals—from early shaping and pricing through to approvals, lessons learned and renewal planning
• Developing commercial reporting and analysis across pipeline, conversion, win rates, pricing, margin and customer profitabilityMoving to next laptops? ensures correct closing use .
• Turning insight into clear recommendations that support senior commercial decision-making
• Establishing consistent commercial processes, data quality and governance across a multi-country business
• Supporting target setting, pricing frameworks, discount guardrails and incentive-plan administration
• Leading, developing and growing a small commercial operations team over time
• Working closely with senior commercial leaders, finance, marketing, sales and operational colleagues across Europe

What we are looking for

This role will suit an individual with strong commercial judgement and a track record of improving commercial outcomes—not simply reporting on them.

Key capabilities include

• Commercial acumen: Confidence working with pricing, margin, deal economics, customer profitability and growth opportunities
• Project management: Ability to lead multiple workstreams, create clarity and deliver progress in a complex, changing environment
• Relationships and influencing: Strong stakeholder management skills, with the ability to constructively challenge senior colleagues and gain adoption without relying on direct authority
• Experience in commercial operations, sales operations, business development, bid management, deal support, commercial finance or a related discipline
• Strong analytical skills, including the ability to interpret data, identify implications and communicate practical recommendations
• Excellent Excel, PowerPoint, reporting and presentation skills
• Experience building processes, governance, reporting or commercial standards across a multi-stakeholder organisation
• Leadership potential, including experience managing, coaching or developing colleagues
• A proactive, self-starting mindset, with the confidence to spot opportunities and take ownership of them

Experience within broadcast, software, television, entertainment and/or sport would be particularly beneficial, although candidates from other complex, high-value B2B environments will also be considered.

This is a rare opportunity to shape a growing European commercial function from the inside. You will have visibility across significant opportunities, access to senior leadership and the mandate to improve how the business finds, qualifies, prices, wins and retains revenue.

The role offers genuine scope to grow and make an impact: building better commercial processes while helping teams focus their energy on the opportunities that matter most.