Head of Commercial

Emu Analytics; Greater London; Hybrid; GBP 75,000; Full time

Job summary

An innovative tech company is seeking a Head of Operations to drive growth in the aviation sector. This role combines strategic leadership with hands-on business development, aiming to enhance client relationships and expand market presence. The ideal candidate will have extensive B2B software sales experience, particularly in aviation, and will play a pivotal role in shaping the company's future. Join a dynamic team where your contributions will directly impact success and growth, with opportunities for career advancement to the Board level. If you are passionate about technology and transformation, this is the perfect opportunity for you.

Benefits

Company Pension

Employee Share Options

Cycle to Work Scheme

Training Opportunities

25 Days Holiday

Summer Hours

Performance Linked Bonus

Team Events

Qualifications

• 5+ years of B2B software sales experience in aviation or related markets.
• Strong aviation industry network and excellent people skills are essential.

Responsibilities

• Lead business development and account management team in the aviation sector.
• Set sales strategy, forecast revenues, and build client relationships.

Skills

B2B Software Sales Experience

Client Engagement

Communication Skills

Negotiation Skills

Technical Competence

Account Management Skills

Tools

MS Office

Job description

1 day ago Be among the first 25 applicants

Direct message the job poster from Emu Analytics

Head of Operations, helping businesses transform and scale up

Job Type: Full Time, Permanent (40 hours per week)

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 - Hybrid

Please note: Only applications submitted with a CV and a cover letter (highlighting the required experience and aviation industry network) sent to [e-mail] will be considered.

WE ARE EMU ANALYTICS

Solving Tomorrow’s Problems Today

Emu Analytics is a fast-growing UK tech company, founded in 2015. Our award-winning real-time geospatial analytics platform, Flo.w, helps major aviation (and rail) operators—like British Airways, Qantas, Heathrow, Gatwick, and LNER—improve efficiency, safety, and sustainability.

With a small but expert team of 12, we’ve transitioned from consultancy to product-led enterprise, working closely with clients to tailor impactful solutions to their operational needs.

We’re now hiring a Head of Commercial to help drive 300% sales growth, deepen client relationships, and support global expansion. The role blends hands-on business development with strategic leadership.

WHAT ARE WE LOOKING FOR?

We're after someone who’s passionate about tech-driven change and has 5+ years of B2B software sales experience, in the aviation, or related markets.

You should be confident engaging senior stakeholders, understanding client needs, and presenting tailored solutions. A strong aviation industry network, great people skills, and a proactive, entrepreneurial mindset are must-haves.

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

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

• 2 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 licensed/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.
• Ability to negotiate.

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.
• Detail-orientated
• 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

• Company pension
• Employee Share options scheme
• Cycle to work Salary sacrifice scheme
• Training and the opportunity to develop new skills
• Holiday: 25 days
• 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

If you are interested in this role, please send your CV and cover letter to [e-mail]

Seniority level

• Director

Employment type

• Full-time

Job function

• Sales and Management
• Industries
• Software Development