A senior commercial professional accountable for the most significant accounts or opportunities within Klipboard's software solutions portfolio to new-name prospects, and for the commercial standards colleagues work to. The work spans the highest-value or most complex commercial situations. You are the escalation route when a deal or relationship is at risk, and the person who sets how this is done here. The role carries no people-management accountability. **Key Responsibilities:** - Own and manage the most significant, complex, and commercially sensitive new business opportunities within the software solutions portfolio, driving successful commercial outcomes. - Lead high-value and competitive negotiations, ensuring successful deal closure while protecting business value and profitability. - Develop and implement account planning, opportunity qualification, and forecasting best practices to improve sales effectiveness and commercial performance. - Act as the primary escalation point for at-risk deals and customer relationships, taking proactive action to mitigate risks and secure positive outcomes. - Shape and influence commercial strategies, pricing approaches, and contract structures to maximise revenue and business growth. - Build and maintain strong relationships with senior customer stakeholders, acting as a trusted advisor throughout the sales process. - Represent Klipboard professionally in customer engagements, negotiations, presentations, and strategic commercial discussions. - Provide coaching, mentoring, and guidance to colleagues, raising commercial capability and promoting best practices across the sales team. - Deliver against agreed revenue and commercial targets while maintaining high standards of quality, professionalism, and conduct. - Maintain accurate and up-to-date CRM records, pipeline data, account plans, and sales forecasts to support effective business planning and decision-making. - Identify, communicate, and manage commercial risks, obstacles, and dependencies to support successful opportunity progression. - Ensure solutions proposed to customers are aligned with their business needs and deliver long-term value and successful outcomes. - Set realistic expectations with customers and stakeholders to support successful project delivery and customer satisfaction. - Collaborate closely with Sales, Marketing, Presales, Delivery, and Support teams to achieve shared business objectives and improve customer outcomes. - Share market intelligence, customer insights, and commercial expertise to support team development and continuous improvement. - Promote a culture of accountability, integrity, customer focus, and commercial excellence across the organisation. - Support additional strategic initiatives, projects, and responsibilities in line with business priorities and the scope of the role. **Skills, Knowledge and Experience:** **Required Qualifications and Experience** - Extensive new business sales experience including high-value and complex situations. - Track record of leading competitive negotiations to close. - Experience setting commercial standards adopted by colleagues. - Strong commercial modelling capability. - Ability to coach others and raise commercial practice. **Preferred Qualifications and Experience** - Experience of new-name business development in software. - Experience of multi-stakeholder enterprise sales cycles. - Experience of enterprise or multi-territory commercial negotiation. - Experience of commercial recovery on at-risk accounts. - Klipboard is embracing AI at pace across our products and ways of working. We're looking for people who are curious about how AI can enhance productivity, decision-making and customer outcomes, and who are open to learning and adapting as this space evolves. #LI-Hybrid