Commercial Lead - Culture Test

Commercial Lead

Package: Up to 60k base with uncapped commission (Y1 OTE 110k + performance bonus)

Location: London, Hybrid

First one in

You'll be our first commercial hire. There's no playbook here yet, no warm handovers, no sales ops safety net. The foundations you set become what good looks like for every commercial hire that follows you. If that excites you more than it scares you, then you're in the right place.

About Us

We're the team behind CultureTest, the behavioural screening platform launched by Steven Bartlett. Now we're building CultureMatching: a two-sided marketplace that matches companies and candidates on behaviour, not CVs. Think Hinge, but for hiring.

Why now?

90% of CVs are written by AI. Application volumes are soaring and companies can't tell candidates apart. Worse, the right person usually isn't in the pile at all: employed, not looking, but open to the right opportunity. We fix both sides.

We're a startup in the real sense. Small team, early customers, newly revenue generating and we've just raised investment. If you need structure handed to you, this isn't the place. If you want to build the structure, it is.

The Role

You'll own the sales motion end to end: source, warm, pitch, close, expand. You won't wait for leads. You'll build the network that produces them. That means getting embedded in the rooms where founders, CEOs and People leaders are. You'll carry deals through, run the meetings and get contracts signed. There's no SDR team feeding you, so you'll also build the machine that keeps you closing: embedding yourself in the right rooms and communities.

Day to day that means booking and running meetings with founders and People leaders, converting founding-cohort members into fully paid customers, representing us at events and feeding what you hear on the ground back into product and pricing.

Stage & Team

• Early-stage product with active development, real users and early revenue.
• Small team, high ownership, minimal process.
• Work closely with the founders to shape the sales playbook, pricing conversations and go-to-market strategy.

What you'll do

• Own the full cycle from end to end, selling platform access to startups and scale-ups.
• Build a network of founders, CEOs and Heads of People, and turn it into pipeline.
• Take ownership of an existing pipeline of marquee prospects and convert founding-cohort members into fully paid, long-term accounts.
• Run face-to-face meetings, in London and where travel requires, and represent us at relevant hosted and sponsored events.
• Define the sales playbook, tooling and reporting from scratch, and feed what you hear on the ground straight into product and pricing.
• You will have a high level of autonomy and influence over decisions that shape both the sales motion and the company's growth trajectory.

Who you'll sell to

• Startups and scale-ups, roughly 50 to 250 people is our sweet spot, typically 6 to 18 months post Series A/B.
• Hiring at pace across sales, marketing, growth, finance and ops.
• Buyers are founders or a first Head of People: one signature, no procurement.
• Why they buy: at their stage every hire is make-or-break, and leadership is in every interview. We win on signal quality against job boards and AI recruiters, and on price against agencies.

Who you are

• A proven full-cycle closer with real B2B SaaS or marketplace deals behind you.
• Experienced selling to founders, CEOs, Head of People or similarly senior buyers.
• Someone who treats the business like it's theirs, because here, it partly is: you'll go beyond the brief, chase the conversation nobody asked you to, and care how we show up in every room.
• Energised by ambiguity and a fast paced environment.
• A playbook thinker: you want what you learn on deal one to make deal ten easier.
• Hungry for broader commercial ownership as we scale.
• You've worked in a startup or early-stage environment before. If you haven't, you'll need to convince us you know what you're walking into.

The perks

• Flexible working
• In-person, Shoreditch HQ (24-hour gym access, barista on site, roof terrace, part of the Steven.com ecosystem working alongside his private office)
• Hybrid options available
• Team trips / co-working at The Shire Retreat in Northamptonshire (the team works from there a few days a month)
• 2,500 equipment budget
• Unlimited holiday
• Direct influence over sales strategy and commercial decisions from day one