Commercial Director Consultancy

Job description

The role is a player–coach position, combining hands-on ownership of selected strategic customer relationships with leadership and development of the sales management team. A key focus is driving both new customer acquisition and growth within existing customers through structured account development, senior customer engagement, and disciplined opportunity execution.

The Commercial Director Consultancy owns and develops the go-to-market strategy for consultancy services in close collaboration with Digital Services leadership and Marketing. The role works closely with Delivery to ensure commercial commitments are realistic, well-scoped, and aligned with delivery capabilities, thereby supporting sustainable growth and long-term customer trust.

The Consultancy Commercial function

Commercial Consultancy is a core commercial function within Opoura Digital Services, responsible for driving revenue growth and market positioning for Opoura’s consultancy services across OT and SCADA.

Key responsibilities

Commercial leadership and Key Account execution

• Lead and execute commercial activities for consultancy services in line with defined targets and priorities
• Own selected strategic key accounts and major deals, acting as a senior commercial counterpart to customers
• Drive revenue growth, pipeline development, and opportunity conversion across new and existing customers
• Ensure strong commercial judgment across complex B2B sales processes and buying organizations
• Own and develop the go-to-market strategy for consultancy services in close collaboration with DS leadership and Marketing
• Own pricing models, margin structures, and value proposition development for consultancy services
• Work closely with Delivery to align commercial commitments with delivery capabilities and constraints

What does success look like

• Sustainable revenue and pipeline growth across consultancy services
• Balanced acquisition of new customers and expansion of existing accounts
• Strong performance and development of sales managers
• Effective execution of go-to-market initiatives
• High-quality commercial execution with clear ownership of pricing, contracts, and value propositions
• Strong collaboration with Delivery, resulting in realistic scoping and predictable outcomes

Your background

Commercial and strategic leadership

• Strong commercial leadership capability within complex B2B environments
• Ability to operate as a senior player–coach in high-value, consultative sales processes
• Sound judgment in balancing growth ambitions with long-term customer relationships
• Proven experience with complex B2B sales involving multiple stakeholders and long decision cycles
• Consultancy or services-led sales experience is preferred
• Experience within OT, energy, or industrial environments is a strong advantage
• Ability to engage credibly with customers on consultancy-based offerings and outcomes
• Experience in leading and developing sales managers

What we offer

Joining us means:

• Competitive compensation aligned with the responsibility and impact of the role
• A fast-growing company environment. Opoura is a three-time Gazelle winner, recognized for sustained high growth
• An international and collaborative culture where people, technology, and expertise come together
• Flexibility that supports a sustainable work–life balance
• Highly skilled colleagues with deep expertise in digital services, OT, and industrial environments
• Real influence on strategy and growth, with the opportunity to shape how our consultancy business evolves