Commercial Director - Practice

Silver Cloud has established itself as a leading HiBob partner, helping organisations successfully implement, optimise and scale their people technology. With a growing client base, a strong reputation for delivery excellence and an ambitious growth strategy, we are now entering the next phase of our journey and are looking for an exceptional Commercial Director to help shape that future. 
As one of the fastest-growing HR technology platforms in the market, HiBob has built a passionate customer community and an exciting ecosystem of partners, consultants and innovators.
This is not a traditional sales leadership position. Whilst commercial success is fundamental, the real opportunity is to influence how the practice grows, deepen our partnership with HiBob, unlock opportunities within an established client base and help create the next generation of service offerings, managed services and client growth initiatives.
You will work as a senior commercial leader alongside our Head of HiBob Practice, sharing responsibility for the practice's commercial success whilst helping define and execute its future growth strategy.

• Location: UK (Remote) with occasional travel for team collaboration events and face-to-face client meetings.
• Type: Permanent, Full Time
• Reporting to: CRO

 
Role Purpose
The Commercial Director is responsible for driving sustainable revenue growth across the HiBob Practice through a combination of:

• Converting partner-generated opportunities.
• Growing and expanding existing customer relationships.
• Building strategic target account engagement.
• Strengthening the HiBob partnership.
• Developing new commercial initiatives and routes to market.

Working closely with the Head of Practice, you will ensure opportunities are well qualified, commercially sound and aligned with delivery capability.
You will play a key role in helping Silver Cloud scale its position within the HiBob ecosystem while creating exceptional outcomes for clients and partners.

Responsibilities

Joint Revenue Ownership

• Jointly own the practice revenue target with the Head of Practice, ensuring alignment between pipeline, delivery capacity and margin expectations.
• Translate the business’s revenue targets, operating model and GTM strategy into a practice-level growth plan covering expansion, new business and partner contribution.
• Participate in structured monthly practice performance reviews covering revenue, pipeline, margin and capacity.
• Own weekly pipeline review within practice, monthly forecast reconciliation with capacity/margin, and quarterly account planning refresh.

 
Existing Client Growth

• Develop structured account growth plans across strategic clients.
• Identify optimisation, enhancement and advisory opportunities.
• Expand managed services and recurring revenue offerings.
• Increase client lifetime value through proactive account development.
• Create repeatable account growth motions that can be scaled across the customer base.
• Build executive-level relationships across customer organisations.

 
Strategic Account Development

• Identify high-value target organisations that align with our ideal customer profile.
• Use data and insight to prioritise opportunities.
• Build account engagement plans and stakeholder maps.
• Work with Marketing and RevOps to execute account-based growth initiatives.
• Convert strategic opportunities into long-term customer relationships.

 
Partnership Development

• Build strong relationships across the HiBob ecosystem.
• Strengthen collaboration with Account Executives and partner stakeholders.
• Support joint account planning and growth initiatives.
• Help identify new routes to market and partnership opportunities.
• Represent Silver Cloud professionally within the HiBob community.

 
Commercial Excellence

• Maintain exceptional HubSpot hygiene and forecasting accuracy.
• Ensure opportunities meet qualification and commercial standards.
• Support commercial structuring, pricing and statements of work.
• Work closely with Delivery and Finance to manage commercial risk.
• Create visibility of pipeline performance and future revenue opportunities.
• Use data to improve decision-making and commercial effectiveness.

 
Practice Commercial Leadership

• Lead commercial enablement within the practice by equipping consultants and delivery leaders to identify, shape, and progress opportunities.
• Embed consistent sales standards and ways of working across the practice
• Contribute to proposition and offer development within the practice within the agreed GTM framework.
• Support bid and deal quality through pre-bid qualification, deal reviews, and commercial input on scope, commercials and risk, working with Delivery/Finance as required.

Drive internal alignment between commercial priorities and delivery planning by ensuring consultants are looped into account plans, partner opportunities, and upcoming demand signals.

Requirements

Essential

• Proven track record of delivering revenue growth within consulting, professional services, SaaS or HR technology environments.
• Experience managing complex sales opportunities and strategic accounts.
• Strong account growth and client expansion capability.
• Enterprise sales experience with multi-stakeholder buying groups.
• Experience working with partners, alliances or channel-led sales models.
• Strong commercial acumen including pricing, forecasting, qualification and margin management.
• Excellent stakeholder management and relationship-building skills.
• Experience using CRM and commercial data to drive performance.
• Ability to balance strategic thinking with hands-on execution.
• Demonstrated experience operating within a scaling or high-growth environment.

 
Desirable

• HiBob experience.
• Experience working within the HR technology ecosystem.
• Background in HR SaaS, HCM, payroll or workforce technology.
• Revenue Operations experience.
• Experience developing propositions, managed services or recurring revenue models.
• Existing relationships within the HiBob ecosystem.

Benefits

• Holiday: 25 days plus BHs
• Day off for your birthday
• Volunteering day
• Enhanced family, sick, and bereavements leave (and counselling)
• Pension through salary sacrifice with the Pension People
• WeCare – 24/7 helpline and Second Medical Opinion
• Flexibility from day one
• Comfort from home – reimbursed for office chair and eye care
• Profit share bonus scheme in place
• Refer a friend bonus
• Life insurance x3 annual salary
• Income protection (critical illness)
• Private healthcare
• Finally, but most importantly – a truly wonderful, support team