Principal, Client Engagement

Unispace; London; On-site; GBP 60,000 - 90,000; Full time

Job summary

Unispace is seeking a Principal in Client Engagement/Business Development to enhance lead generation and drive revenue growth. This role involves coaching Telesales, developing outreach strategies, and managing client relationships. The ideal candidate will have a strong sales background, market knowledge, and the ability to lead a team. This position offers a competitive salary and benefits, with a focus on well-being and career development.

Benefits

Competitive salary

Generous benefits package

Pension

Paid holiday leave

Travel opportunities

Qualifications

• Proven track record in solution-based selling and achieving sales targets.
• Extensive knowledge of local market and industry trends.
• Experience in workplace strategy or related industries is highly desirable.

Responsibilities

• Provide coaching to Telesales on market insights.
• Develop tailored outreach strategies to nurture prospects.
• Drive revenue growth through proactive pipeline generation.

Skills

Solution-based selling

Client relationship management

Lead generation

Business development strategies

Market knowledge

Job description

At Unispace, we are committed to transforming workplaces to meet the diverse needs of today’s dynamic global brands. Our agile, end-to-end approach is delivered seamlessly across borders, fueled by strong client partnerships and supported by insightful workplace intelligence and innovative technology.

We believe that everyone deserves to work in an environment that inspires productivity, fosters peak performance, and promotes overall well-being. Across our 48 global studios, we recognize that positive work environments cultivate open, collaborative, and supportive cultures, enriched by the contributions of independent and motivated individuals from all backgrounds.

While our core business revolves around strategizing, designing, and building workplaces for some of the world's leading brands, we understand that our people are our greatest asset. We prioritize their growth and well-being through a comprehensive Employee Value Proposition program that includes rewards and recognition, career development opportunities, and a strong focus on mental and physical well-being.

To further support our team, we embrace flexible working arrangements, including hybrid working options that empower our employees to balance in-office collaboration with remote work flexibility. This approach not only enhances work-life balance but also allows us to harness the full potential of our diverse and talented workforce.

Role Profile

As the Principal, Client Engagement/Business Development, you are the critical link between our Telesales/Sales Research teams, and the Business Development function. Your primary focus is to progress qualified prospects generated by Telesales into active business opportunities. You will nurture early-stage prospects, develop relationships, and move them through the pipeline towards conversion, ensuring a seamless connection between lead generation and high-value business development activities.

You'll need to be a commercially driven, results-orientated sales professional who thrives on winning new business, exceeding targets, and positioning Unispace as the partner of choice for leading brands. Your deep market knowledge and consultative approach will directly impact revenue growth and market share in your region.

Responsibilities include, but not limited to

• Provide coaching to Telesales on market insights and evolving client needs to enhance lead generation effectiveness.
• Ensure alignment of messaging, value propositions, and prospect engagement strategies across the sales funnel.
• Develop tailored outreach strategies to nurture prospects passed from Telesales and Sales Research teams.
• Collaborate with Telesales to refine qualification criteria and provide feedback on lead quality and conversion outcomes.
• Own the transition of prospects from initial lead qualification to opportunity engagement, maintaining continuity and momentum in the sales process.
• Act as the key interface between Telesales, Sales Research teams, and Business Development, ensuring a seamless progression of qualified leads into active business opportunities.
• Drive revenue growth through proactive pipeline generation, new client acquisition, and expanding share of wallet with existing accounts.
• Develop and maintain a robust sales pipeline, ensuring accurate forecasting and reporting.
• Lead the end-to-end sales process from prospecting to closing, including pitching, negotiating, and securing contracts.
• Regularly track, measure, and report on sales KPIs, ensuring targets are met or exceeded.
• Conduct lead source analysis and implement effective lead management strategies.
• Collaborate with Marketing, Design, and Delivery teams to develop insights and analytics that support strategy evolution.
• Foster strong, mutually beneficial relationships with target clients and industry leaders.
• Implement creative and innovative approaches to attract and engage prospective clients.
• Actively map and track client relationships, leveraging past connections and industry insights to drive results.
• Lead research projects and events that reflect the brand and drive engagement with clients.
• Collaborate with multidisciplinary teams across regions and business units to identify key opportunities and ensure alignment with company strategy.
• Partner with the Global Business Development team to identify and nurture cross-regional client opportunities.
• Facilitate open communication and foster partnerships across teams and disciplines to create holistic solutions.
• Build, coach, and mentor a high-performing local business development team with clear goals and objectives.
• Develop expertise within the team in key areas, including networking, research, cold calling, and client intelligence.
• Promote inclusivity and ensure open communication, supporting team growth and success.
• Demonstrate strong leadership by setting clear expectations, providing feedback, and celebrating achievements.

What experience you'll need

• Proven track record in solution-based selling and consistently achieving or exceeding sales targets.
• Extensive knowledge of the local market, industry trends, and client landscape.
• Experience in workplace strategy, design & build, or related industries (corporate real estate, fit-out, or architecture) is highly desirable.
• Strong hunter mentality with the ability to identify, engage, and close new business opportunities.
• Proven experience in lead generation, client-facing relationship management, and business development strategies.
• Strong track record of achieving business growth targets and building lasting client relationships.
• Experience coaching and managing a diverse team to achieve exceptional results.
• A relationship builder who excels in client orientation and communicating with impact.
• Strong business acumen and organisational agility to navigate complex markets.
• Resilience and initiative to tackle challenges with creativity and adaptability.
• A natural collaborator who thrives in a team-focused, inclusive environment.
• Ability to influence others, drive results, and develop talent within your team.

Key Performance Indicators

• Achievement of annual and quarterly revenue targets.
• Conversion rates from leads to qualified opportunities to closed deals.
• Growth of new client accounts and expansion of existing relationships.
• CRM hygiene: Timely and accurate updates of pipeline activities and client interactions.
• Contribution to market share growth in the region.
• Champion the adoption of Business Development methodologies, standards, and technology solutions within the studio to empower team effectiveness and promote organisational excellence.
• Foster a culture of precision and thoroughness in research and intelligence gathering to ensure seamless and informed handovers.
• Collaborate with the Head of Sales to design and implement local risk management plans, addressing legal, reputational, and financial risks proactively and inclusively.
• Promote a data-driven approach by ensuring accurate and timely information is consistently entered into the CRM system.
• Aid in the alignment of local studio standards, technology solutions, and processes with global practices to enhance brand consistency, support efficiencies, and foster innovation.
• Partner with Marketing & Communications to enhance the impact of events, ensuring they are innovative, engaging, and accessible to diverse audiences.
• Apply insights from lessons learned to continuously refine and improve strategies for long-term success.
• Demonstrate measurable progress in implementing CSR initiatives that positively impact the community and reflect a commitment to sustainability and inclusivity.

What We Offer

In return, you will receive a competitive salary and a generous benefits package, including a pension, paid holiday leave, and travel opportunities across our global offices. Unispace values its employees and offers extensive rewards and recognition, career development, and a focus on well-being.

While we do support Hybrid and Flexible working where possible, there will be a requirement to travel to client-sites as well as to be in our London studio regularly to collaborate with the the teams across Strategy, Design, and the wider Sales team.

Join Us

If you are passionate about joining Unispace and contributing to some of the world’s most recognisable commercial design projects, then please apply through our careers page.

The statements in this job description are intended to describe the general nature and level of work being performed by the person(s) assigned to this job. This job description is not intended to be an exhaustive list of all responsibilities and duties required.

We encourage applicants of all backgrounds to apply, and we are committed to providing reasonable accommodations to individuals with disabilities, allowing them to perform essential job functions as determined on a case-by-case basis.

Inclusion and Diversity Commitment:

At Unispace, we are committed to fostering an inclusive and diverse workplace. We proudly embrace equal opportunity hiring and will evaluate qualified applicants without regard to race, religion, color, age, sex, sexual orientation, gender identity, gender expression, national origin, ancestry, marital status, medical condition (as defined by state law), physical or mental disability, military service, veteran status, pregnancy, childbirth, and related medical conditions, genetic information, or any other characteristic protected by applicable law.

We are proud that our leadership reflects this commitment, with persons of color, women, neurodiverse and LGBTQ+ individuals playing pivotal roles in shaping the future of our organization. Their unique perspectives and experiences drive innovation and help us create a truly inclusive culture. We are dedicated to ensuring that every voice is heard and that our workplace is a space where diversity is not only celebrated but is integral to our success.

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