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About the Role
Commcise is seeking a Sales Manager to lead the commercial development of Substantive Rankings with buy-side clients globally. This role involves building awareness, recruiting participating firms, converting opportunities, and developing relationships across various client stakeholders. The Sales Manager will also support wider go-to-market activities across the Commcise sales team.
Responsibilities
- Develop and execute a global buy-side sales plan for Substantive Rankings.
- Generate, qualify, and progress new opportunities through direct outreach, referrals, events, campaigns, and network.
- Run consultative discovery sessions with relevant client stakeholders to understand workflow, data, and governance requirements.
- Deliver tailored presentations and demonstrations, explaining use cases.
- Own the sales cycle from first contact through commercial agreement, data participation, onboarding, and handover.
- Create documented strategies for material opportunities.
- Build long-term relationships with participating firms and identify expansion opportunities.
- Provide structured market feedback to the Substantive Rankings product team.
- Collaborate with the Substantive Rankings product team to shape and develop the commercial proposition.
- Support prospecting, qualification, and opportunity progression across the wider Commcise sales team.
- Contribute to campaigns, client events, webinars, and thought leadership initiatives.
- Work closely with internal teams to maintain consistent positioning and remove obstacles to conversion.
- Maintain accurate CRM data, providing transparent reporting on pipeline health and activity.
- Meet agreed targets for qualified pipeline, buy-side participation, conversion, revenue, and strategic account coverage.
- Maintain current knowledge of Commcise and Substantive propositions, competitive landscape, research valuation, commission management, and relevant regulation.
Requirements
- Proven B2B sales or business-development experience with institutional buy-side clients, ideally asset managers and hedge funds.
- Demonstrable track record of building pipeline through proactive prospecting and progressing multi-stakeholder opportunities to a close.
- Strong understanding of how investment research is consumed, evaluated, budgeted, and governed within buy-side firms.
- Credibility with senior client stakeholders and the ability to translate a data, software, or market-intelligence proposition into clear commercial value.
- Confident presentation, product-demonstration, negotiation, and written communication skills.
- Structured, disciplined approach to account planning, CRM management, forecasting, and follow-up.
- Ability to work collaboratively across a global, matrixed sales, product, and client-service environment while retaining clear ownership of outcomes.
- Self-motivated, resourceful, and comfortable operating in an entrepreneurial, evolving product environment.
- Experience selling research technology, market data, analytics, SaaS, or workflow solutions into institutional investment firms (desirable).
- Existing relationships with research directors, heads of research, research COOs, investment operations, broker relations, finance, or procurement teams (desirable).
- Knowledge of research evaluation, broker voting, commission management, research payment accounts, and MiFID II research and inducement requirements (desirable).
- Experience handling enterprise data-governance, information-security, procurement, and legal diligence, including progressing client agreements through negotiation to signature (desirable).
- Experience using HubSpot or Salesforce, LinkedIn Sales Navigator, Microsoft 365, and related sales-enablement tools (desirable).
Skills
- Consultative selling
- Investment-research market knowledge
- Disciplined execution
- Sales planning
- Opportunity generation
- Opportunity qualification
- Opportunity progression
- Direct outreach
- Referrals
- Event participation
- Campaign participation
- Network utilization
- Consultative discovery
- Presentation skills
- Product demonstration
- Negotiation skills
- Written communication skills
- Account planning
- CRM management
- Forecasting
- Follow-up
- Collaboration
- Ownership
- Self-motivation
- Resourcefulness
- Adaptability
- Problem-solving
Location
- London
- Global
Work Type
- Full-time
Experience Level
- Proven experience
- Experience selling research technology, market data, analytics, SaaS or workflow solutions (desirable)
- Experience handling enterprise data-governance, information-security, procurement and legal diligence (desirable)
Education Level
- Bachelor’s degree or equivalent professional experience in financial services, investment research, capital markets, data or technology (desirable)
About the Company
- Commcise brings transparency and precision to institutional investment research through independent, cloud-based commission management, research valuation and market intelligence solutions for asset managers, brokers and research providers.
- Substantive Rankings is a data-led benchmark of analyst value, using research evaluation data to create governed and anonymised market rankings.
- Participating buy-side firms receive detailed rankings and insights that support research discovery, benchmarking, budgeting and oversight.
Equal Opportunity
- We are proud to be an equal opportunity employer.
- We do not discriminate against individuals on the basis of race, gender, age, citizenship, religion, sexual orientation, gender identity or expression, disability, or any other legally protected factor.
- We value the unique talents of all our people, who come from diverse backgrounds with different personal experiences and points of view and we are committed to providing an environment of mutual respect.