Retailer Partnerships Lead

London, England, United Kingdom

12/24/2024

About Provenance

Provenance is the global data platform for green claims. Our mission is to accelerate the sustainability transition by empowering 1 billion citizens to choose products that match their values.

We help retailers manage and validate green claims, enabling them to avoid greenwashing risks while confidently leveraging claims data across the customer journey. Provenance's platform supports multi-brand retailers and their suppliers in complying with regulations, sharing validated data efficiently, and future-proofing their market share.

Today, over 375 leading retailers and brands—including Holland & Barrett, Ocado, THG, and MECCA—trust Provenance to manage their green claims.

The Opportunity

We're seeking a dynamic Retailer Partnerships Lead to expand our proven successes with multi-brand retailers into strategic markets. This role will focus on driving annual recurring revenue (ARR) growth, acquiring enterprise clients, and scaling our impact across target verticals. Reporting directly to the CEO, you'll work closely with our commercial, marketing, and customer success teams to achieve company targets and drive Provenance's growth trajectory.

Role & Responsibilities

• Topline Growth: Execute the commercial and GTM strategy to drive ARR and services revenue, achieving ambitious sales targets
• Enterprise Sales: Lead outreach and manage the sales process for enterprise retailers, navigating decision-making units and building consensus to close deals
• Partnership Management: Cultivate strategic partnerships, e.g., with the British Retail Consortium, to attract and engage key stakeholders
• Pipeline Development: Build and maintain a robust retailer sales pipeline, consistently exceeding revenue goals, improving conversion rates, and shortening sales cycles
• Strategy Ownership: Develop and refine the playbook for selling to retailers, leveraging data-driven insights and innovative sales approaches
• Collaboration: Work with Marketing, Customer Success, Product, and Engineering teams to ensure seamless onboarding, customer satisfaction, and long-term success
• Revenue Forecasting: Accurately forecast quarterly revenue, ensuring alignment with Provenance's broader business goals
  
  
  

Requirements


Key Deliverables

• Deliver on-target new ARR and services revenue in 2025
• Sign 10+ new enterprise retail accounts across target verticals in the UK and Europe
• Grow client base average contract value (ACV) and maintain a pipeline at 5x quarterly ARR targets
• Ensure a strong onboarding process in collaboration with Customer Success
  
  
  

What We're Looking For

• Proven B2B SaaS enterprise sales experience, ideally within Series A-C start-ups/scale-ups
• Expertise in selling to enterprise-level multi-brand retailers, with international sales experience in major markets outside the UK
• A track record of navigating complex organisations with multiple stakeholders (e.g., sustainability, marketing, e-commerce/digital)
• Ability to deliver results in high-growth environments, focusing on strategy, execution, and measurable outcomes
  
  
  

Nice-to-Have

• Qualified sales training (e.g., SPIN, MEDDIC, Challenger methodologies)
• Experience using Hubspot or similar CRMs to automate and optimise sales processes
• A ready-made network within the multi-brand retail space
• Knowledge of retailer growth strategies and sustainability in commerce
  
  
  

About You

We're looking for someone who is:

• Passionate about sustainability and "tech for good."
• Adaptable, with excellent interpersonal and influencing skills
• Commercially astute, self-motivated, and highly organised
• Creative, proactive, and driven to carve out new growth opportunities
• Excited to attend events, represent Provenance, and develop a strong professional network
  
  
  

Benefits

Why Work at Provenance?

• Competitive salary (£65k - £75k base) + attractive OTE (up to 1.5x base)
• Employee share option program
• 25 days holiday + bank holidays + birthday off
• £1,000 annual learning and development budget
• Wellbeing allowance (£50 per quarter)
• Generous parental leave policies
• Flexible working options (hybrid with HQ in Kings Cross, London)
• Team workshops, socials, and more!