Senior Commercial Lead, UX

📍 Job Overview

Job Title: Senior Commercial Lead, UX

Company: Ipsos

Location: San Francisco, CA, United States / Seattle, WA, United States

Job Type: Full-Time

Category: Revenue Operations / Go-To-Market Strategy (focused on UX/Product Development Services)

Date Posted: 2026-01-29

Experience Level: 10+ Years

Remote Status: Hybrid

🚀 Role Summary

• This senior-level role is pivotal in driving commercial growth and business development within Ipsos' User Experience (UX) and Product Development research discipline.

• The position focuses on strategic account management and revenue generation, with a primary emphasis on cultivating relationships and expanding business within the technology sector, alongside other industries that actively utilize User Experience Research (UXR) services.

• The Senior Commercial Lead will play a critical part in shaping Ipsos' Go-To-Market strategy for UX and Product Insights, influencing service offerings, advising internal teams, and championing the voice of the UX client.

• This role requires a strong blend of deep UX industry expertise, seasoned business development acumen, and a proven track record of sales achievement and client relationship management.

📝 Enhancement Note: While the job title is "Senior Commercial Lead, UX," the responsibilities and required background strongly suggest a role that bridges Go-To-Market strategy, business development, and senior account leadership within a specialized research and insights domain. This is not a typical internal operations role but rather a client-facing, revenue-generating position that leverages deep industry knowledge to drive sales and market strategy. The "operations" aspect comes into play through strategic planning, process optimization for business development, and influencing internal service delivery.

📈 Primary Responsibilities

• Develop and execute programmatic approaches to drive significant business growth in the UX and Product Development research space.

• Collaborate closely with Ipsos Client Officers, Service Line Leads, and Industry Leaders to effectively position UX offerings and address complex client business problems.

• Create and implement robust account growth strategies for key clients, aiming for year-over-year revenue expansion and deepened client engagement.

• Prioritize and manage client relationship efforts to maximize Return on Investment (ROI), strengthening ties with key decision-makers and influencers within target organizations.

• Oversee the development and submission of major proposals, ensuring strategic alignment, competitive pricing, and compelling pitches to achieve high win rates.

• Contribute significantly to and influence the Go-To-Market strategy for Ipsos in the UX and Product space, shaping service offerings, operational methodologies, and client targeting initiatives.

• Act as a trusted advisor to clients, leveraging deep UX and research expertise to guide their product development and user experience strategies.

• Represent the "voice of the UX client" internally, providing critical market insights to inform Ipsos' service development and client engagement strategies.

📝 Enhancement Note: The core responsibilities emphasize business development, strategic account management, and Go-To-Market strategy formulation, all within the specialized domain of UX Research. The role requires not just selling services but also shaping the very offerings Ipsos brings to market, highlighting a strategic and influential position.

🎓 Skills & Qualifications

Education:

Experience:

• Minimum of 15 years of progressive experience within the UX or User-Centered Design industry.

• A minimum of 10 years of dedicated experience in a business development, client relationship management, or senior account management role, with a demonstrable history of revenue generation.

• Proven success in developing and executing strategic account growth plans and achieving ambitious sales targets.

Required Skills:

• Business Development & Sales: Proven ability to identify new business opportunities, cultivate client relationships, and close significant deals within the UX/Product Development research domain.

• Account Management: Expertise in managing high-value client accounts, fostering long-term partnerships, and driving sustained revenue growth.

• UX Research & User-Centered Design: Deep understanding of UX principles, methodologies (quantitative and qualitative), and their application across the product lifecycle.

• Commercial Acumen: Exceptional understanding of market dynamics, client business challenges, and the ability to translate research capabilities into tangible business value propositions.

• Client Facing Skills: Polished presentation, negotiation, and communication skills, with the ability to engage and influence senior stakeholders (e.g., VPs of Product, Heads of UX, Chief Experience Officers).

• Quantitative & Qualitative Research Skills: A seasoned researcher with a strong foundation in mixed-methods UX research, capable of understanding and articulating the value of various research approaches.

• Collaboration Skills: Demonstrated ability to work effectively within a matrixed organization, partnering with internal service lines, Client Officers, and leadership teams.

• Proposal Oversight: Experience in crafting and managing complex proposals, ensuring strategic alignment, competitive positioning, and effective client pitches.

Preferred Skills:

• Established "rolodex" of existing contacts within UX, Design, and Product client buyer stakeholder communities, particularly within the tech sector.

• Experience in shaping Go-To-Market strategies and developing new service offerings within a market research or consulting firm.

• Familiarity with Ipsos' specific suite of UX research tools and methodologies, or those of major competitors.

• Experience working with Fortune 500 clients and emerging tech leaders.

📝 Enhancement Note: The experience requirements are substantial, indicating a need for a highly seasoned professional. The emphasis on a pre-existing network ("rolodex") is a critical differentiator for this business development-focused role. The combination of research expertise and commercial drive is paramount.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Sales Pipeline & Revenue Growth: Demonstrable experience in managing a robust sales pipeline, tracking opportunities, and achieving revenue targets, ideally with examples of significant account growth achieved.

• Account Strategy Development: Evidence of creating and executing strategic account plans that have led to increased client engagement, expanded service utilization, and sustained revenue streams.

• Proposal Development & Win Rates: Examples of leading or significantly contributing to major proposals, showcasing an understanding of effective proposal structure, competitive positioning, and a track record of high win rates.

• Client Relationship Management: Case studies or examples illustrating the ability to build and maintain deep, trusted advisor relationships with senior client stakeholders over extended periods.

Process Documentation:

• Go-To-Market Strategy Influence: Examples of how you have influenced or contributed to the development of market strategies, service offerings, or operational approaches for research or consulting services.

• Cross-Functional Collaboration Frameworks: Documentation or examples of how you have effectively collaborated across different internal teams (e.g., research delivery, sales, client management) to achieve client objectives and drive business outcomes.

• Client Needs Assessment & Solution Mapping: Processes or frameworks used to understand client business problems and effectively map Ipsos' service portfolio to address those needs in a differentiated manner.

📝 Enhancement Note: For a business development role, the "portfolio" will likely focus on demonstrating sales success, strategic planning capabilities, and client relationship management through tangible examples and case studies, rather than traditional operational process documentation. The emphasis is on how the candidate drives revenue and shapes market strategy.

💵 Compensation & Benefits

Salary Range:

• Given the senior level (15+ years experience), specialized expertise (UX Research, Business Development), and location (San Francisco/Seattle), the estimated base salary range for this role is $180,000 - $250,000 USD per year.

Benefits:

• Comprehensive health, dental, and vision insurance plans.

• Retirement savings plan with company match (e.g., 401(k)).

• Generous paid time off (PTO), including vacation, sick leave, and holidays.

• Potential for performance-based bonuses and commission structures directly linked to sales targets.

• Opportunities for professional development, training, and attendance at industry conferences.

• Hybrid work arrangement offering flexibility between remote work and in-office collaboration.

Working Hours:

• Standard full-time hours are typically 40 hours per week. However, given the client-facing and business development nature of this role, flexibility is expected, potentially requiring extended hours during peak proposal periods, client meetings, or to meet critical deadlines. The hybrid model allows for some autonomy in managing work schedules.

📝 Enhancement Note: The salary estimate is based on market data for senior business development and account leadership roles in the market research/consulting industry in high-cost-of-living areas like San Francisco and Seattle, with significant weighting for the specialized UX expertise and the revenue-generating expectations. The variable compensation is a crucial component for such roles.

🎯 Team & Company Context

🏢 Company Culture

Industry: Market Research & Insights (specifically focusing on UX and Product Development Research). Ipsos is a global leader in this space, serving a wide range of Fortune 500 and emerging companies across various sectors.

Company Size: Ipsos is a large global organization, employing over 18,000 people across 90 markets. This provides significant resources, a broad client base, and diverse career opportunities.

Founded: Ipsos was founded in 1975. Its long history and consistent growth underscore its stability and expertise in the research industry.

Team Structure:

• Client Organization (CO): This role sits within the Client Organization, which is dedicated to bringing Ipsos' solutions to clients and acting as the "voice of the client" internally.

• Reporting: The Senior Commercial Lead, UX will report to the Ipsos EVP, Tech Media Telecom sector. This indicates a strategic alignment with a key industry focus area.

• Collaboration: The role will work closely with Industry Leaders, Ipsos Service Line Leads, and Client Officers, necessitating strong cross-functional collaboration to deliver integrated solutions and drive business development.

Methodology:

• User-Centered Design Focus: Ipsos emphasizes UX research throughout the entire product lifecycle, not just at the evaluation stage. This involves a mixed-methods approach to deeply understand users and inform design decisions.

• Data-Driven Solutions: The company offers over 75 data-driven solutions, highlighting a commitment to rigorous, evidence-based insights.

• Global Expertise: Ipsos leverages a global network of experts, combining thematic and technical specialists to deliver high-quality, comprehensive research.

Company Website: https://www.ipsos.com/

📝 Enhancement Note: Ipsos' culture is research-centric, data-driven, and client-focused. Being a large, global entity means opportunities for broad impact and collaboration, but also requires navigating a complex organizational structure. The role's placement within the Client Organization underscores its commercial and client-centric mission.

📈 Career & Growth Analysis

Operations Career Level: This is a senior leadership position within the commercial/business development function, specifically focused on a high-growth, specialized area (UX Research). It's a strategic, revenue-generating role, not an internal process operations role. The "operations" aspect is in driving the business development process and influencing service delivery operations.

Reporting Structure: Reporting to the EVP of the Tech Media Telecom sector places the role at a high level within a key strategic business unit, offering visibility and direct influence on sector growth.

Operations Impact: The primary impact of this role is direct revenue generation and market share growth for Ipsos' UX and Product Development services. By securing new clients and expanding existing accounts, the role directly contributes to the financial health and strategic positioning of the company in a critical market segment.

Growth Opportunities:

• Leadership Advancement: Potential to grow into a more senior leadership role within the Tech, Media, Telecom sector or to lead broader commercial efforts within the UX/Product Insights domain.

• Strategic Influence: Opportunity to shape Ipsos' long-term strategy and service offerings in the rapidly evolving UX and Product Development research market.

• Network Expansion: Build and leverage an extensive network of high-level contacts across major technology and product-focused companies.

• Expertise Development: Deepen understanding of diverse industry challenges and UX research applications across various client sectors.

• Mentorship: Opportunity to mentor junior business development and client management professionals within the organization.

📝 Enhancement Note: Growth here is defined by increasing commercial responsibility, strategic influence, and leadership within the organization, rather than typical internal operations career paths. The role is about driving the business forward through client acquisition and relationship management.

🌐 Work Environment

Office Type: The role is designated as Hybrid, meaning it will involve a combination of remote work and in-office presence. This suggests a modern work environment that balances flexibility with the need for in-person collaboration.

Office Location(s): The role is based in either San Francisco, CA, or Seattle, WA. These are major hubs for technology and innovation, placing the role in close proximity to many target clients.

Workspace Context:

• Collaborative Environment: The hybrid model implies a need for effective collaboration both virtually and in-person. This includes working with internal Ipsos teams (Client Officers, Service Lines, Research Experts) and external client stakeholders.

• Technology & Tools: Access to Ipsos' suite of research tools, CRM systems, and communication platforms will be essential for managing client interactions, proposals, and internal coordination.

• Cross-Functional Interaction: Frequent interaction with research delivery teams, industry leaders, and client management professionals will be a key aspect of the role, fostering a dynamic and interconnected work environment.

Work Schedule: While officially a 40-hour work week, the nature of business development and client relationship management often requires significant flexibility. The hybrid arrangement allows for some control over personal scheduling, but responsiveness to client needs and market opportunities is paramount.

📝 Enhancement Note: The hybrid nature of the role reflects modern work trends, offering flexibility while emphasizing the importance of both independent work and collaborative engagement with colleagues and clients. Proximity to tech hubs is a strategic advantage.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A review of your resume and LinkedIn profile, with a strong emphasis on identifying relevant business development experience, UX industry knowledge, and a demonstrable track record of sales achievements.

• Hiring Manager Interview: A discussion with the EVP, Tech Media Telecom sector to assess your strategic thinking, understanding of the UX market, business development approach, and cultural fit within Ipsos.

• Panel Interview(s): You will likely meet with a panel including senior leaders from Sales, UX Research, and potentially key Client Officers. This stage will delve deeper into your experience with specific methodologies, client management strategies, and ability to collaborate.

Be prepared to discuss your approach to driving revenue and shaping market strategy.

• Case Study/Presentation: A common element for senior commercial roles. You may be asked to prepare a presentation on a specific topic, such as:

  • A strategic account growth plan for a hypothetical key client.
  • Your approach to developing and launching a new UX research offering.
  • A pitch for a complex UX research project to a target client.

• Final Interview: Potentially with higher-level leadership to confirm strategic alignment and suitability for the senior role.

Portfolio Review Tips:

• Quantify Achievements: For each project or role, clearly articulate your impact using numbers. Examples: "Increased account revenue by X% over Y years," "Secured Z new clients contributing $X in annual revenue," "Achieved an X% proposal win rate."

• Highlight Strategic Thinking: Showcase your ability to develop comprehensive account strategies, understand market dynamics, and identify growth opportunities.

• Demonstrate Client Relationship Depth: Provide examples of how you’ve built trusted advisor relationships, managed complex client needs, and successfully navigated challenging client situations.

• UX Industry Expertise: Be ready to discuss current trends in UX research, common client challenges, and how Ipsos' offerings can address them.

• Sales Process Proficiency: Clearly articulate your approach to lead generation, pipeline management, proposal development, negotiation, and closing deals.

• Presentation Skills: If preparing a case study, ensure it is well-structured, visually appealing, and clearly communicates your strategy, rationale, and expected outcomes. Practice your delivery to be confident and concise.

Challenge Preparation:

• Account Growth Case Study: Prepare a detailed plan for growing a hypothetical key account in the tech sector. This should include target clients, proposed services, engagement strategies, and revenue projections.

• Market Entry Strategy: Think about how you would approach expanding Ipsos' reach in a specific niche within UX research or a new industry sector.

• Handling Objections: Be ready to discuss how you would address common client objections related to cost, scope, or competitor offerings.

• Understanding Ipsos: Research Ipsos' specific UX offerings, case studies, and recent news to demonstrate genuine interest and understanding of their capabilities.

📝 Enhancement Note: The interview process for a senior commercial role like this will heavily focus on demonstrating past success, strategic capability, and the ability to drive revenue. A well-prepared portfolio and presentation are critical for showcasing these attributes.

🛠 Tools & Technology Stack

Primary Tools:

• CRM System: Proficiency with enterprise-level CRM systems (e.g., Salesforce, Microsoft Dynamics) for pipeline management, contact tracking, and sales forecasting is essential.

• Proposal & Presentation Software: Expertise in tools like Microsoft PowerPoint, Google Slides, and potentially specialized proposal management software for creating compelling client-facing documents.

• Communication & Collaboration Platforms: Advanced use of tools such as Microsoft Teams, Slack, Zoom, and other video conferencing solutions for internal and external communication.

• Microsoft Office Suite/Google Workspace: Mastery of Word/Docs, Excel/Sheets, and PowerPoint/Slides for daily operations, data analysis, and presentation development.

Analytics & Reporting:

• Sales Analytics Tools: Familiarity with CRM reporting dashboards and potentially business intelligence tools (e.g., Tableau, Power BI) to analyze sales performance, pipeline health, and market trends.

• Market Research Data Platforms: While not directly operating them, an understanding of how clients utilize data from various market research platforms and how Ipsos' insights integrate is beneficial.

CRM & Automation:

• Sales Automation Tools: Experience with tools that automate sales tasks, lead nurturing, or client outreach could be advantageous.

• Integration Awareness: Understanding how CRM systems integrate with other business tools (e.g., marketing automation, project management) to ensure a seamless client engagement process.

📝 Enhancement Note: The technology stack for this role is heavily geared towards sales enablement, client relationship management, and communication. The emphasis is on tools that support business development and client engagement rather than deep technical research operations tools.

👥 Team Culture & Values

Operations Values:

• Client Centricity: A relentless focus on understanding client needs and delivering exceptional value through research and insights.

• Collaboration: A strong emphasis on teamwork, cross-functional partnership, and shared success across different departments and geographies.

• Innovation: A commitment to developing new methodologies, service offerings, and approaches to address evolving market challenges in UX and product development.

• Integrity & Excellence: Upholding the highest ethical standards in research practices and striving for excellence in all client engagements and internal operations.

• Data-Driven Decision Making: A core belief in using robust data and insights to inform strategies, shape offerings, and measure impact.

Collaboration Style:

• Partnership-Oriented: The role requires a proactive and collaborative approach, working closely with Client Officers, Service Line Leads, and research delivery teams to co-create solutions and ensure client success.

• Transparent Communication: Open and honest communication is key, both internally to align strategies and externally to build trust with clients.

• Cross-Functional Integration: A willingness to bridge gaps between commercial goals and research capabilities, ensuring that client needs are met effectively and efficiently.

• Feedback Culture: An environment where constructive feedback is welcomed and used for continuous improvement of services, processes, and client engagement strategies.

📝 Enhancement Note: The values align with a client-focused, collaborative, and research-driven organization. Success in this role depends heavily on the ability to foster strong working relationships across diverse internal teams and with external clients.

⚡ Challenges & Growth Opportunities

Challenges:

• Competitive Landscape: The UX research and product development insights market is highly competitive, requiring a strong differentiator and value proposition.

• Evolving Client Needs: Rapid changes in technology and consumer behavior mean that client needs in UX are constantly evolving, requiring continuous learning and adaptation of service offerings.

• Navigating a Large Organization: Effectively influencing and collaborating within a large, global company like Ipsos requires strong communication and stakeholder management skills.

• Balancing Commercial and Delivery: Ensuring that sales efforts are aligned with the capabilities and capacity of the research delivery teams is crucial for client satisfaction and operational efficiency.

• Driving Adoption of New Offerings: Educating the market and internal teams on the value of new or specialized UX research services can be challenging.

Learning & Development Opportunities:

• Advanced Sales & Negotiation Training: Access to ongoing professional development in sales methodologies, negotiation tactics, and strategic account management.

• Industry Conferences & Events: Opportunities to attend key UX, product development, and market research industry events to stay abreast of trends and network.

• Internal Expertise & Mentorship: Learning from senior leaders within Ipsos' Tech Media Telecom sector and UX practice, gaining insights into market strategy and client engagement.

• Cross-Disciplinary Exposure: Opportunity to learn about Ipsos' broader research capabilities beyond UX, enabling more integrated client solutions.

• Leadership Development Programs: Potential access to leadership training designed to enhance strategic thinking, team management, and organizational influence.

📝 Enhancement Note: The challenges are typical for a senior business development role in a dynamic industry. The growth opportunities are geared towards advancing leadership and strategic influence within the company and the industry.

💡 Interview Preparation

Strategy Questions:

• "Describe your approach to developing a strategic account growth plan for a major tech client. What key elements would you include?" (Focus on structured planning, client needs analysis, and cross-functional alignment.)

• "How would you position Ipsos' UX research services against key competitors in the market? What are our unique selling propositions?" (Emphasize Ipsos' strengths, differentiators, and deep research methodology.)

• "Walk me through your process for managing a high-volume sales pipeline and ensuring consistent revenue generation." (Highlight CRM proficiency, prioritization skills, and proactive pipeline management.)

Company & Culture Questions:

• "What interests you most about Ipsos and our work in the UX and Product Development space?" (Demonstrate research into Ipsos' offerings, culture, and market position.)

• "How do you approach building trusted advisor relationships with senior client stakeholders?" (Focus on empathy, deep understanding of client business, and delivering consistent value.)

• "Describe a time you had to collaborate with multiple internal teams to deliver a complex client solution. What was your role and the outcome?" (Highlight cross-functional communication, problem-solving, and teamwork.)

Portfolio Presentation Strategy:

• Structure Your Narrative: For each case study or example, follow a clear structure: Client Challenge -> Your Strategy/Approach -> Ipsos' Solution -> Your Role -> Key Results/Impact (quantified).

• Focus on Impact: Emphasize the business outcomes achieved for clients, not just the research process itself. Use metrics to demonstrate ROI, revenue growth, user satisfaction improvements, etc.

• Tailor to Ipsos: Where possible, align your examples with Ipsos' known strengths, methodologies, or target industries. Show you understand their business.

• Be Concise and Engaging: Practice your presentation to be clear, confident, and within the allotted time. Use visuals effectively but avoid overwhelming slides.

• Prepare for Q&A: Anticipate questions about your approach, challenges faced, and alternative strategies you considered.

📝 Enhancement Note: Expect questions that probe your business development methodology, understanding of the UX market, ability to drive revenue, and fit within Ipsos' collaborative culture. A strong portfolio presentation is key to demonstrating your capabilities.

📌 Application Steps

To apply for this Senior Commercial Lead, UX position:

• Submit your application: Utilize the provided link on the Ipsos Careers portal.

• Tailor your Resume: Ensure your resume clearly highlights your 15+ years in UX/UCD and 10+ years in business development/account management. Quantify your sales achievements and client growth successes prominently.

• Prepare Your "Portfolio" Narrative: Gather specific examples and quantifiable results that demonstrate your ability to drive revenue, manage key accounts, develop strategic plans, and influence market strategy. Be ready to discuss these concisely.

• Research Ipsos: Deeply understand Ipsos' UX research offerings, their position in the market, their client base, and their stated values. Identify how your experience aligns with their strategic goals.

• Practice Your Pitch: Rehearse your responses to common business development and strategy questions, and prepare a compelling overview of your most impactful achievements for potential portfolio discussion.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.