Commercial Director

About the Company and Team

IPI-LAB develops and implements digital platforms and applied solutions for project management, employee development, and educational and acceleration programs.

Our commercial strategy is based on working with tenders and partners for their implementation. We find suitable procurement opportunities, form joint proposals, and combine the competencies of participants: IPI-LAB provides the digital, architectural, and product components, while partners provide the agreed-upon execution part.

We are looking for a Commercial Director who will build this process: from finding procurement opportunities and selecting partners to signing contracts, transferring projects for execution, and receiving payment.

You will work with marketing, architects, project and product offices, finance, legal functions, and partner teams. The key task is to form a portfolio of contracts that the team can execute with clear economics and responsibility allocation.

What you will be doing

• Organize systematic search and selection of tenders that match IPI-LAB's solutions and competencies.
• Evaluate participation opportunities: customer requirements, deadlines, resources, preparation costs, and deal economics.
• Find and attract partners for joint participation and contract execution, including working with general contractors.
• Form joint proposals: define the contribution of IPI-LAB and partners, the scope of delivery, costs, and responsibility boundaries.
• Coordinate the preparation of bids with technical, legal, and financial specialists.
• Negotiate and agree on contractual terms, revenue sharing, acceptance, and payment procedures.
• Manage the commercial team and sales funnel: from identified procurement to contract and cash inflow.
• Hand over closed deals to the project office with agreed obligations, budget, and resources.
• Together with the product office, identify opportunities for reusing created solutions and subsequent sales through partners.

We evaluate the results of your work by IPI-LAB's own revenue, participation margin, payment inflow, and the quality of the contract portfolio. It is important to consider the company's income separately from the total contract value and partner shares.

Candidate Expectations

• Experience managing a commercial department where tenders and partner deals were a significant source of revenue.
• Practical experience participating in tenders: from evaluating documentation and deciding to participate to signing a contract.
• Proven results in joint sales with contractors, integrators, or industry partners.
• Understanding of IT solutions sales, licenses, implementation, and support.
• Ability to calculate deal economics, considering partner shares, internal costs, payment terms, and cash flow gaps.
• Negotiation skills regarding the distribution of work, revenue, and responsibility.
• Team management experience, CRM maintenance, and preparing justified forecasts.
• Ability to align commercial obligations with the technical capabilities and resources of executors.

Experience working with universities, development institutes, corporate customers, and operators of educational or acceleration programs will be an advantage.

Working Conditions

• Work format: office
• Schedule: 10:00 - 19:00
• Employment: Labor Code of the Russian Federation (TK RF)
• Compensation: First month fixed compensation of 200 thousand rubles net. From the second month, a variable part is included, 60% paid based on the results of commercial strategy implementation. After the commercial strategy is adjusted, it will be easier to start and show dynamics. The motivation system will be prepared by the manager independently and submitted for approval.
• Business trips: expected

At the start, you will need to assess current tender opportunities and the partner base, identify priority procurement, and develop a participation plan with economic and resource calculations.

Additional Instructions

In your application, please describe two to three examples of tender or partner deals: the subject of the procurement, your role, the participants, the organization of the joint proposal, and the achieved result.

We are particularly interested in your experience selecting suitable procurement opportunities, attracting partners, and agreeing on execution economics. No confidential information needs to be disclosed – a description of the scale and outcome is sufficient.

Selection stages: [specify the number of meetings and the presence of a practical assignment; for the assignment - estimated time and payment conditions].