Head of Commercial

Mobilise; Greater London; Hybrid; GBP 75,000 - 95,000; Full time

Job summary

A social care tech startup based in the UK is seeking a Head of Commercial to spearhead their commercial growth. The role demands a seasoned leader with expertise in public sector sales, particularly within local government, to drive revenue through strategic partnerships and comprehensive go-to-market strategies. Competitive salary of £75-95k plus benefits including remote work flexibility and employee share options. This position provides a clear pathway to Chief Revenue Officer as the business scales onwards.

Benefits

Performance-based bonus

Employee share options

Private medical cover

Home working allowance

Pension contribution

Qualifications

• Proven track record in public sector sales.
• Experience in leading B2B marketing initiatives.
• Strong understanding of local authority decision-making.

Responsibilities

• Drive revenue growth through new business development.
• Build strategic partnerships to enhance market reach.
• Define and execute go-to-market strategies.

Skills

Commercial strategy

New business development

Relationship building

B2B marketing

Local government procurement

Pipeline management

Tools

Hubspot

Job description

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Head of Commercial

December 2025

Location: Hybrid (remote-first, with regular working days in London)
Base Salary: £75-95k (depending on experience) with performance-based bonus, benefits and equity

About Mobilise

Mobilise is a social care tech startup business, and has become the UK's fastest growing online provider of support for the UK's 13.6 million unpaid adult carers (someone who supports a family member or friend due to illness, disability, mental ill health or substance misuse issues). We believe caring for a family member, friend or neighbour should be properly supported so that together we care and thrive.

We've worked with 40+ local authorities and the NHS to find new ways to support carers in their areas. We have ambitious plans to grow the number of clients we work with, so that we can reach more carers and develop new tools.

We're a small but growing team with 24 full and part time members - many of whom have experience of caring. We work remotely, with one day a week working together in London. We are an inclusive employer, valuing diversity and the unique perspectives each individual brings.

We believe passionately in our mission, so we work hard to be ambitious in the change we make. We bring our whole selves to work, we support each other to learn and grow - including through learning from mistakes (and even celebrating them!). As a values led organisation our people have a values led approach.

The Role

The Head of Commercial will report to the Chief Executive Officer and work closely with the Co-Founders, serving as a key member of the organisation's executive leadership team - our "Team Heads" group.

This is a revenue-driving leadership role that combines commercial strategy, new business development, and go-to-market excellence. Your primary focus will be driving Mobilise's commercial growth through the UK local authority market, establishing us as a dominant player in our sector. You will own the end-to-end commercial engine: leading our New Business and Partnerships functions, defining and executing our B2B marketing and GTM strategy, and building strategic commercial partnerships that exponentially broaden our reach and market presence.

This role requires someone who can both win deals and build the systems, positioning, and partnerships that make future deals inevitable. As we scale, this role represents a clear pathway to Chief Revenue Officer, with the opportunity to build and lead a broader commercial function as the business grows.

Primary Objectives

Drive revenue growth: Own and deliver ambitious revenue targets through direct new business development with local authorities and commissioners, achieving significant year-on-year growth in contract value and client base

Build strategic commercial partnerships: Identify, negotiate, and activate commercial partnerships (including referral partners, sector bodies, technology integrators, and distribution channels) that dramatically expand market reach and accelerate revenue growth

Lead go-to-market strategy: Define and execute comprehensive GTM plans for new services, market segments, and geographic expansion that position Mobilise advantageously in competitive tender environments

Establish market leadership: Position Mobilise as the undisputed leader in technology provision for unpaid carers, setting new standards for what's possible in the sector and fundamentally shifting how commissioners approach digital carer support

Scale the commercial engine: Build repeatable, efficient sales processes and pipeline development capabilities that enable the business to scale beyond founder-led sales

Enable organisational growth: Provide commercial intelligence, market insights, and strategic guidance to inform product development, pricing strategy, and overall business direction

Who You Are

We're seeking a commercially astute, mission-aligned leader with deep local government expertise who can drive revenue growth while overseeing the B2B marketing required for us to be successful. You thrive in hands-on environments where you must both close deals yourself and build the commercial infrastructure for others to succeed. You understand that in social care and local government, commercial success requires equal parts sector credibility, relationship capital, and strategic patience.

Essential Experience & Skills

Proven local government/public sector sales track record with demonstrable success selling into local authorities, particularly in social care, health, or adjacent sectors - ideally with SaaS, technology, or service contracts exceeding £100k ARR

New business leadership with direct responsibility for revenue targets, pipeline management, and deal closure in complex, multi-stakeholder B2B environments

Strategic partnership development with experience identifying, structuring, and activating commercial partnerships that drive meaningful revenue impact or market access

Deep understanding of local authority procurement, commissioning cycles, decision-making structures (particularly across social care and health), and the political and budgetary dynamics that shape buying behaviour

B2B marketing and positioning expertise with the ability to craft compelling value propositions, develop sales enablement materials, and orchestrate demand generation that accelerates sales cycles

Go-to-market strategy experience including market segmentation, competitive positioning, pricing strategy, and launch planning for new products or services

Commercial acumen and data-driven decision making - you speak fluently about pipeline metrics, conversion rates, CAC, LTV, and business impact while maintaining strategic vision

Relationship builder with sector credibility - you have existing networks in local government social care and can open doors that others cannot

Entrepreneurial resilience - you've operated in resource-constrained, fast-moving environments where you've had to be strategic, scrappy, and solutions-focused in equal measure

Hubspot fluent - you bring a deep understanding of CRM, specifically Hubspot-native knowledge and significant experience to optimise our pipeline and workflows

Key Responsibilities

Commercial Leadership & Revenue Growth

• Own and deliver annual revenue targets through direct sales activity and team leadership
• Lead end-to-end sales cycles with local authorities from initial engagement through contract signature, including tender responses, stakeholder engagement, and negotiation
• Build and manage a high-quality pipeline of opportunities across local authorities and NHS organisations
• Develop deep relationships with key decision-makers, commissioners, and influencers across target local authorities
• Provide accurate revenue forecasting and commercial reporting to leadership team and board
• Contribute to company-wide strategic decisions as part of the leadership team, bringing commercial insight and market intelligence

Strategic Partnerships & Market Development

• Identify and prioritise strategic commercial partnership opportunities that accelerate revenue growth and market penetration (e.g., sector bodies like ADASS, technology platform partnerships, referral partners, commissioning support units)
• Lead partnership negotiations and structure commercial arrangements that create mutual value
• Activate and manage partner relationships to ensure they deliver measurable business impact
• Develop channel strategies that leverage partner networks to reach new local authority clients more efficiently
• Build and maintain relationships with key influencers in the local government social care ecosystem

Go-to-Market Strategy & Execution

• Define and own comprehensive GTM strategy aligned with ambitious growth goals, including market segmentation, targeting, positioning, and channel strategy
• Lead product marketing and positioning efforts to articulate clear differentiation in competitive tender environments
• Develop compelling value propositions, business cases, ROI models, and case studies that win tenders and accelerate procurement decisions
• Orchestrate integrated marketing campaigns targeting commissioners, social care leads, and elected members
• Shape how local authorities think about digital carer support, positioning Mobilise's approach as the progressive standard

Sales & Marketing Operations

• Build repeatable, scalable sales processes including qualification frameworks, proposal templates, pricing models, and playbooks
• Create and maintain world-class sales collateral and enablement materials
• Oversee demand generation strategy and execution (working with existing digital marketing agency)
• Establish and track KPIs across the commercial funnel from awareness through contract signature
• Lead thought leadership strategy including sector events (e.g., NCASC), speaking opportunities, and strategic PR

Team Leadership & Development

• Directly line manage the Business Development and B2B Marketing teams, providing clear direction, coaching, and performance management
• Build capabilities across both teams, developing team members to excel in complex local government sales and marketing environments
• Foster a culture of commercial excellence, customer-centricity, and continuous learning
• Set clear objectives, KPIs, and development plans for direct reports
• Work collaboratively with Content and Carer Engagement teams to ensure B2C marketing strengthens B2B positioning and commercial outcomes

The Team

You will have direct line management responsibility for the Business Development and B2B Marketing teams.

You will work closely with the Content team (focused on unpaid carer engagement) to ensure alignment between B2C activities and B2B commercial objectives.

This role sits at the most senior level of decision-making within the company. Commercial growth is the critical driver of our scaling strategy, and you will be expected to contribute significantly to overall organisational success beyond your functional remit.

Benefits & Terms

• Location: Currently we all work on a hybrid basis - working remotely from home for most of the week but meeting up one day a week in a shared working space in central London.

• Salary: Competitive (depending on experience)
• Hours: Full Time
• Holidays: 25 days per year & public holidays (pro rata for part time), plus your birthday.
• Working pattern: Typically 9am-5pm, Monday to Friday, UK time (with flexibility for client meetings and sector events)
• Contract: Permanent
• Technology: A laptop will be provided, you will need to have a reliable internet connection
• Pension: 4% employer pension contribution
• Private medical cover: Optional cover available for employee
• Employee share options: An opportunity to share in the success of the business
• Home working allowance: up to £500 towards office equipment exclusively for business use e.g. desk, chair

Training and development

As a team working collaboratively together we learn a lot from each other each day. Reviewing personal development is part of our regular assessment process and we make good use of our wider networks and training budget to provide ongoing learning opportunities.

As a socially impactful startup, Mobilise employees are able to see the benefit of their work on the lives of individual carers every day.

How to apply

Click "Apply for This Job" at the top of this page. You will need to enter your contact details, upload a one page cover letter and CV and answer three short questions. We encourage applications from people of all backgrounds, including those with disabilities or from minority groups.

Agencies: We do not work with recruiters. Please do not get in touch.

Mobilise is an equal opportunities employer, and we are committed to providing an inclusive, supportive and diverse work environment. We welcome and encourage applications from individuals of all backgrounds. We take safer recruitment very seriously and will obtain references and where appropriate to the role we will conduct DBS checks.