Commercial Principal - Corporate Insights, Technology & Software

About the role

Corporates are the next major growth engine for Dialectica's business, and Technology & Software is where we intend to win first in North America. This is a quota carrying role: you will open new corporate accounts, grow existing ones, and own a revenue number.

You will sell to the teams that make the big calls at software, SaaS, internet and technology companies: corporate strategy, corporate development and M&A, product, and go-to-market leadership.

What you'll do

Win new business

• Build and work a target list of North American technology and software companies, and open doors with senior buyers in strategy, corp dev, product and commercial functions.
• Run the full sales cycle: first meeting, discovery, scoping, proposal, pricing and close.
• Convert one-off projects into annual commitments and package agreements.

Grow your accounts

• Expand from a single team to multiple business units and geographies within each client.
• Own renewals and upsell across Dialectica's offering: Expert Calls, B2B Surveys, Competitive Intelligence, Voice of Customer and custom Insights projects.
• Build relationships with central budget holders in strategy, insights and procurement to secure firm-wide agreements.

Sell with insight

• Create sharp, proactive content on the themes technology and software leaders care about, such as AI adoption, pricing and packaging, competitive positioning and buyer behavior, and use it to open conversations and generate demand.
• Translate business questions into scoped research solutions that clients buy and come back for.

Bring the market into the business

• Lead execution on the projects you sell, including coaching and training your dedicated delivery team of former consultants; you stay accountable for the client experience on your accounts.
• Feed client demand into product, shaping new Insights modules for corporate buyers.

What success looks like

Your first year is about building, and you won't do it alone: you'll have a dedicated delivery team and the backing of our leadership team.

• First 3 months: get to know our offering and your delivery team, agree a target account list with your manager, and sign your first client or sell your first solution.
• By month 6: you've opened conversations across your target accounts and won further projects.
• By month 12: clients are coming back to you for repeat work, and your first accounts are moving to annual commitments.

Your bookings target for year one is around $1m.

What we're looking for

• 9+ years of experience, ideally in strategy consulting and/or professional services, information services, market research or expert networks, including 3+ years in a revenue-generating, client-facing role.
• Entrepreneurship on your CV: you've founded a company, built a new practice or product line, or opened a new market from scratch.
• A track record of winning new logos and beating targets selling to corporate buyers, ideally in strategy, corporate development or product functions.
• Fluency in the technology and software landscape: you can hold a credible conversation with a VP of Strategy at a software company about their market.
• An established North American network in technology and software.
• A consultative approach: you diagnose the business question before you pitch the solution.
• The drive of a hunter and the discipline to build, forecast and manage a pipeline in a CRM.
• Professional fluency in English, required for North American client coverage. French is an asset.

What you'll get

• Competitive base salary plus performance-linked variable compensation
• Health and life insurance
• Learning and development opportunities
• Reward and recognition programs
• Company-sponsored team events and weekly wellness activities
• A hybrid, flexible way of working