Commercial Director

Job Description

Every day, millions of people from over 190 countries trust us to handle their precious creative ideas.

Since making our name with quick & simple file-sharing, WeTransfer has evolved to help creators organize, share, and get feedback on their work – from inception right up to delivery. We showcase the best brands to more than 80 million users per month, and our editorial platform WePresent has championed unexpected stories of creativity from around the globe and features collaborations from world-famous artists, too.

Sounds like fun, right? Allow us to sweeten the deal: as a certified B Corporation, we do all of this while using business as a force for good, balancing people, the planet, and profit along the way.

In March 2020, WeTransfer was designated as a Certified B Corporation, confirming its ambition to strengthen its values-driven approach to responsible technology and business. As a certified B Corporation™, WeTransfer supports issues such as climate change by maintaining a climate-neutral status and aiming to reduce its carbon footprint by 30% by 2025. The company is also focused on promoting diversity and inclusion and championing employee mental health.

The Role

WeTransfer Advertising (WTA) is a core pillar of the WeTransfer business. Our premium ads differentiate us from other publishers and our users and clients love our ads. WeTransfer has historically operated a ‘’freemium model’’, generating revenue from advertising on the wetransfer.com site for anonymous and free users, as well as through subscriptions across all other products. Currently, the annual revenue is roughly 50/50 split between Advertising and Subscriptions.

WTA has seen significant growth in recent years, but for us to get to the next level of scale, we need to be more strategic about how we scale our sales team, leveraging external sales partners and through global deals with clients and agencies.

To take our advertising proposition and business to the next level, globally, WeTransfer Advertising is now looking for a Commercial Director. This person will work closely with leadership across regions and with the VP of Global Sales to drive revenue growth and profitability by overseeing all aspects of trading deals and management of sales partners.

Your responsibilities:

• Leading relationships with External Sales Partners:

  • Define and execute on strategy for significant growth of external sales partners

  • Identify, vet, and onboard external sales partners to expand our advertising reach in markets without direct sales presence.

  • Develop and maintain strong, productive relationships with external sales partners, ensuring they are aligned with our product values and sales targets.

  • Implement training programs for external sales partners to ensure consistent and effective representation of our advertising products.

  • Monitor and analyze the performance of external sales partners, optimizing strategies for enhanced productivity and reach.

• Trading Deals Management:

  • Lead negotiations and management of trading deals with agencies and clients, securing spend through strategic discounts, preferred pricing, and other incentives.

  • Cultivate enduring relationships with key clients and agencies, understanding their needs and aligning our offerings to create mutual value.

  • Design and execute trading strategies that maximize revenue while maintaining premium ad value and client satisfaction.

  • Collaborate with the finance and legal departments to ensure all trading deals comply with company policies and industry regulations.

• Reporting and Analytics:

  • Develop and maintain comprehensive revenue reports and performance metrics to track key KPIs and present actionable insights to leadership.

  • Utilize data analysis to identify revenue trends, patterns, and opportunities for optimization

• Cross-Functional Collaboration:

  • Collaborate with Sales, Marketing, and Product teams to develop and implement revenue growth initiatives.

  • Support revenue forecasting and budgeting exercises

  • Collaborate with Finance on revenue recognition (where required)

You have:

• Proven experience in a similar role within a sales department (preferably 10+ years), with a strong focus on sales management and partnerships, in the tech or advertising sector.

• Demonstrated ability to manage external partners and negotiate high-value trading deals both globally and locally with clients as well as agencies.

• An existing extensive network of relevant senior stakeholders both agency and client side.

• Broad knowledge, understanding and dealings with agencies and clients. This should be on a global, regional and local basis. Key territories include the UK, US and France.

• In addition to working with sales teams, relevant experience within an agency and/or client would be preferred.

• Background in yield management.

• Strong analytical skills with the ability to translate complex data into actionable strategies.

• Exceptional communication and interpersonal skills, with a knack for nurturing long-term professional relationships.

• A visionary leader with a strategic mindset, capable of driving growth in fast-paced, changing environments.

You are:

• A strong fit with WeTransfer’s culture: humble, collaborative, low ego, non-hierarchical, purpose driven and passionate.

• A networker, easily driving alignment between a multitude of stakeholders. You know how to influence without power and have excellent communication skills as well as well-developed political antennae.

• Always keeping your eye on the bigger picture, and at the same time are willing to roll up your sleeves to move a project forward.

• A proactive self-starter who can identify opportunities and have a good tolerance for ambiguity.

• Flexible in the way you work and interact with people. You enjoy supporting as well as driving processes, and you easily tailor your approach as circumstances require.

• You have the ability to guide, coach and advise at all organizational levels to drive strategy into effective and efficient execution.

• A personable yet firm leader - not afraid to challenge and be challenged, positively.

• Based in the UK (London)

#LI-SH

#LI-HYBRID