Commercial Director


London, England, United Kingdom

Full time


May 14


Our Mission

5% of supply chain emissions are a result of last-mile logistics and transportation, and as e-commerce booms, emissions are set to increase more than 32% in the top 100 cities globally. By decarbonising the industry, Papaya is here to change that!

We are on a mission to become the largest ecosystem of sustainable vehicles in the world; by enabling the electrification of commercial fleets in Europe through connecting fleet operators and service providers in one platform.

The Role

This role is central to the successful future of Papaya and will be a key part of our senior leadership. You will work directly with the founding team to develop and then deliver a winning Go To Market strategy and successfully lead the commercial function.

We are in the process of building an entirely new market category and you will be the commercial mind behind our sales engine. You will identify prospects and growth areas, defining the winning strategies, distribution channels and sales processes to capture and close new clients, driving the top line growth of the business; both in the UK and elsewhere.

The customer intelligence you gather in this process will also become a key input for our new product development and company strategy; so we will rely on you to provide the right guidance and information to our Tech and Product teams, to ensure we stay one step ahead of our clients needs.

What will you do?

  • Be responsible for the entire commercial processes and strategy, ensuring continuous growth
  • End to end business development; sourcing your own leads and following through until close of sale
  • Discover new opportunities in the market through keeping on top of market trends and analysis; be an expert in the field
  • Build and manage your own pipeline of potential customers and opportunities autonomously
  • Develop and maintain strong relationships with potential and existing clients, as well as peers and their wider network
  • Negotiate and close sales with clients and prepare legal documents such as contracts
  • Work closely with cross functional teams such as product, client success and marketing to ensure alignment and give feedback on process and product improvements
  • Create and manage sales forecasts, KPI results and profitability metrics, and share with senior management and the wider business
  • Be confident in leading others and owning the commercial function fully
  • Be solutions orientated and prevent any blockers ahead of time that may impact growth


Our ideal candidate will:

  • Have previous industry experience in fleets, e-vehicles, micro-mobility or logistics, ideally having faced the challenges our clients do in managing and maintaining fleets and navigating the fragmented world of electric vehicles
  • Be excited about working for a startup SaaS company and be ready to tackle any challenges head on
  • Be a self starter and able to work independently, whilst also being a team player
  • Be confident, personable and persuasive in their communication style, be able to ask the right questions and be a world class listener!
  • Ideally have previous experience in B2B sales, ideally within an early stage business or startup
  • Have previous experience building and maintaining healthy relationships with clients and helping to set them up for success
  • Have previous experience defining, refining and implementing successful sales strategies
  • You will be energetic, outcome orientated and relish the opportunity of being a part of a fast growing, early stage startup
  • You will be driven, not just by sales targets but by the huge environmental impact we can have by decarbonising fleets across the world


  • Receive competitive compensation and benefits, with an equity stake in the company. We believe everyone should get a slice of the pie.
  • Work flexibly - we operate a hybrid working culture, with a London hub to use and collaborate with peers in, for this role we require you to spend some days in the office every week
  • Get a latest-generation e-bike as part of our salary sacrifice e-bike subscription, and make your office commute healthier and sustainable.
  • We are an energetic, passionate bunch, and love having fun as much as we like working. Join us for dinners and socials as we grow together as a team!
  • 25 days annual leave plus public holidays
  • Paid Parental leave
  • Perks shopping discounts
  • Pension contribution

Our Values

Move fast: Done is better than perfect.

  • We work on small iterations: Learn, build, test, monitor and repeat.
  • The planet needs action now.
  • We lead change in our industry
  • There is no better timing than now to execute on our vision, but the window is short.

Be passionate and purposeful: Deeply care about everything we do.

  • Believe in our mission, for a better future.
  • Believe in tech for good, let’s have an impact together.
  • Be obsessed with our product, customers and industry.
  • Be part of something that matters

Strong opinions loosely held

  • Speak up, be opinionated but listen and stay open
  • We build this together

We win and lose together

  • We optimise for the success of our mission rather than ourselves
  • We empower each other
  • We value transparency and been straightforward (No Bullshit)
  • We don’t like egos
  • You succeed with Papaya

Have fun: Enjoy the ride!

  • We are a group of friends solving big challenges
  • We celebrate our success
  • We learn from our failures
  • We come to work through choice not a necessity
  • We don’t take ourselves too seriously
  • We make our products fun

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