Commercial Director

Hozah is a tech-led, award-winning company driving change in the parking industry and
reimagining urban mobility. Our mission is simple but powerful: to transform parking into a
seamless, automated experience, paving the way for smarter, more sustainable cities.
With recent recognition as PayTech Company of the Year, a place among Deloitte’s Top 50
Fastest Growing Tech Companies in the UK, and significant VC/PE investment, we’re one of
the fastest scaling companies in the country.

You will take day-to-day leadership of Hozah’s commercial organisation. Reporting directly to
the CEO and sitting on the senior leadership team, you’ll be accountable for turning our
commercial strategy into consistent execution and revenue performance: building the team,
operating rhythm, pipeline discipline and forecasting capability needed to deliver the
number.
The CEO has historically been deeply involved in Hozah’s commercial strategy and selling,
and will remain closely involved. This is deliberately a role with a growing mandate. In your
first year, the priority is to execute the commercial strategy exceptionally well, build a
commercial machine that can deliver it consistently, and develop a deep understanding of
our customers and market. As you demonstrate results and build credibility, we expect the
role to become increasingly strategic, with the potential to develop into a Chief Commercial
Officer mandate.
Currently, new business, key accounts, tenders and sales operations exist as separate
pockets. You will bring them together into one commercial function with one operating
rhythm, one forecast, one set of targets and clear accountability for each revenue number.
Hozah has around 50 employees today and is expected to grow significantly over the coming
years. We have been growing at more than 40% Y-o-Y, and maintaining that trajectory will
require the commercial engine to scale significantly, becoming less dependent on ad hoc
process or individual heroics.
A large part of your first year will therefore be about building the machine as well as running
it: creating a reliable weekly forecast and pipeline rhythm, agreeing how prospects are
scored and allocated, setting account ownership, strengthening the management layer, and
putting in place reporting the CEO and Board can trust.
This is a hands-on leadership role. You’ll stay close to the market and to important deals,
challenge pricing and contract economics, inspect the pipeline rather than just read the
dashboard, coach your leaders and make clear decisions when performance is not good
enough. Success in year one means earning trust through execution; over time, success
means using that evidence and market understanding to help shape where Hozah goes
next.

• Own Hozah’s commercial number, taking accountability for revenue delivery, pipeline
health, forecast accuracy and the interventions required when performance moves off
plan.
• Build and lead one commercial organisation across new business, key accounts, tenders
and sales operations, designing the structure and management layer the business
needs as it scales.
• Execute and progressively shape Hozah’s go-to-market strategy. Initially, translate the
company’s commercial direction into practical choices about customer segments,
channels, territories, account ownership, targets and where the team spends its time.
As your understanding of the business and market deepens, play an increasingly
significant role in shaping that strategy alongside the CEO.
• Create a disciplined commercial operating rhythm, including weekly forecasting and
pipeline reviews, clear stage definitions, lead qualification and routing, CRM hygiene,
conversion metrics and sales-cycle management.
• Own pricing discipline and commercial quality. Work closely with the CEO and CFO on
deal economics, discounting, contract structure and investment choices so that growth
creates long-term value rather than revenue at any price.
• Hire, coach and develop commercial leaders and managers, set a high performance bar
and make timely calls on underperformance. As the function grows, your job is to build
leaders rather than become the permanent escalation point for every deal.
• Stay personally close to strategically important deals, key accounts and tenders. Help
the team win when senior involvement matters, and use what you hear from customers
and prospects to improve our proposition and commercial approach.
• Bring the commercial evidence into leadership decisions. From day one, make sure the
CEO and leadership team have a clear view of what customers, prospects and the
pipeline are telling us; over time, become an increasingly influential contributor to decisions on product priorities, new segments, pricing, investment and the company’s
Board and fundraising narrative.

• You have led a genuinely multi-team B2B commercial or sales function, with managers
or team leaders reporting to you rather than only individual salespeople.
• You have scaled a commercial organisation through a meaningful growth phase:
building structure, management capability and process where little existed before,
ideally in a VC/PE-backed scale-up moving from founder-dependent execution toward a
scalable commercial function.
• You have personally owned a meaningful revenue target and can talk precisely about
your numbers: growth, quota attainment, forecast accuracy, pipeline coverage, stage
conversion and sales-cycle length — without needing to open a dashboard first.
• You know how to turn a CRM such as HubSpot into an operating system for the
commercial team, not a database people update after the fact. You care about stage
discipline, data quality, lead routing and a forecast that can survive challenge.
• You can translate a commercial strategy into disciplined execution: segment
prioritisation, territory and account design, channel choices, target setting, sales
capacity planning and the operating cadence required to make those choices work in
practice.
• You are an experienced manager of managers. You can coach strong leaders, raise
standards, diagnose underperformance and make difficult people decisions when the
evidence says change is needed.
• You are commercially sharp and comfortable in the detail of pricing, deal economics
and negotiation. You can distinguish good revenue from bad revenue and are willing to
challenge a deal that looks attractive on the surface but destroys value.
• You are hands-on without becoming the bottleneck. You are comfortable joining a
customer meeting, reviewing a proposal, interrogating a forecast or writing the first
version of a process yourself before handing ownership to the team.
• You have enough confidence to form and defend a commercial view, but not so much
ego that you need immediate control. You can execute a strategy you did not personally
create, challenge it constructively when the evidence warrants it, and earn greater
strategic influence through results. You use technology, data, automation and AI as
practical commercial tools — for example in prospecting, account research, forecasting,
CRM workflows or coaching — and can point to where they have improved speed,
quality or conversion. Experience in property, facilities management, public
sector/tender sales, proptech or mobility would be useful, but it is not a substitute for
the leadership and commercial track record above.

• £100,000 base salary, with £150,000 OTE (base + performance bonus), plus equity.
• Hybrid working — 3 days in the office, 2 days from home.
• A senior leadership role reporting directly to a commercially experienced CEO, with a
deliberately growing mandate: significant responsibility for execution from day one and
increasing influence over company-level commercial strategy as you build credibility
through results.
• A genuine build-it mandate: the opportunity to design the commercial organisation,
operating rhythm, systems and management structure rather than inherit someone
else’s finished playbook — while working closely with a CEO who knows the market and
has built much of Hozah’s commercial approach to date.
• A role with substantial room to grow in scope. The initial mandate is execution-led:
build the commercial organisation, establish a predictable operating rhythm and deliver
the company’s commercial strategy. As you demonstrate results and develop a deep
understanding of Hozah’s market, we expect the role to become increasingly strategic,
with the potential to develop into a Chief Commercial Officer mandate.
• A fully refurbished, modern office right next to East Croydon Station, with a fully stocked
kitchen offering free breakfast and lunch.