Head of Commercial

Our team is developing a payment gateway for accepting funds from users on behalf of merchants, as well as sending funds from merchants to users. The system involves storing user payment data and is subject to PCI DSS compliance. It contains multiple integrations with payment systems, providers, and other gateways and processors, including 3DS. 

We are looking for a Head of Commercial to lead the company’s Sales and Marketing organisation and build the commercial engine for our next stage of growth.

Reporting to the CEO, you will own commercial strategy, GTM, pipeline, enterprise sales, marketing and revenue performance.

The company has a strong enterprise sales capability and a track record of winning significant merchants. Your challenge is to make that success repeatable and scalable, reducing dependency on individual rainmakers.

Responsibilities

• Own commercial strategy, revenue targets, ICP, market priorities and GTM.

• Lead and develop the Sales and Marketing teams as one coordinated commercial organisation.

• Build scalable sales processes, methodology, forecasting and pipeline management.

• Coach the team and turn top-performer behaviours into repeatable team performance.

• Support strategic enterprise opportunities and build executive relationships with key prospects.

• Lead demand generation, positioning, messaging and sales enablement.

• Drive new merchant acquisition as well as expansion and cross-sell across existing accounts.

• Partner closely with the CEO, Product, Technology and Solutions Engineering.

• Establish clear commercial KPIs and a high-performance operating rhythm.

What Success Looks Like

Within 12–18 months:

• Clear ICP, GTM strategy and commercial priorities.

• Stronger, more predictable pipeline and forecasting.

• Multiple salespeople consistently delivering against targets.

• Sales and Marketing operating as one effective GTM organisation.

• Repeatable sales processes and strong commercial enablement.

• Measurable Marketing contribution to pipeline and revenue.

• Reduced dependency on individual rainmakers.

• A commercial organisation capable of scaling