Head of Business Development

Locai is an inference orchestration platform. Organisations use us to run AI workloads across on-device, private and cloud models through a single endpoint, and we route each request on cost, latency and data sensitivity. We started in May 2025. We’re a small UK team selling to enterprise and the public sector, our pre-seed round closed oversubscribed in March 2026, and we have paying customers in regulated industries.

This is the senior commercial seat in the company. You own the new‑business number, you open accounts through your own network, and you build the sales function the next hires join. You work directly with the CEO and sit on the leadership team.

WHAT YOU’LL DO

• Own new‑business revenue end to end: sourcing, qualification, proposal, procurement, close
• Open C-level conversations at enterprise and public‑sector accounts, starting with people you already know
• Run complex, multi‑month deals in the £75k–£1m range through regulated procurement
• Build and run the partner channel: hardware vendors, systems integrators and resellers who take us into their accounts
• Sell our paid scoping engagements as the entry point into larger platform contracts
• Write the GTM playbook, then hire and lead the first sales team on it
• Bring what you hear in the market back into product and positioning

WHAT WE’RE LOOKING FOR

• 8+ years in B2B SaaS or infrastructure sales, with new‑logo deals you sourced and closed yourself at £100k+ ACV
• A live network among CTOs, CIOs and heads of data in enterprise or the public sector. We’ll ask which accounts you’d open first
• Experience with long, regulated procurement cycles
• You’ve sold with or through partners before (hardware vendors, cloud providers or systems integrators) and can point to revenue that came through the channel
• Time at an early‑stage company where there was no brand, no SDR team and no playbook until you wrote one
• Comfortable selling technical infrastructure, and willing to learn the product well enough to run a first call alone

HOW YOU’RE PAID

• 20% commission on new ARR you close, and 25% on everything above target, with no cap. At target you earn £210,000
• Additional commission on scoping engagements and account expansion
• Guaranteed commission for your first three months while you build pipeline
• Meaningful EMI share options, depending on experience, with three‑year vesting
• Work from anywhere. We’d like you with customers and the team regularly

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