- Location
- London, England, United Kingdom · published
- Type
- Full-time
- Department
- Sales
- Seniority
- Director
- Source
- Workable
Description
Infopro Digital, the B2B group specialising in information and technology, is currently looking for a Head of Enterprise New Business on a permanent contract to strengthen the Red-on-line brand based in either London or Paris,
About Infopro Digital
The best of both worlds. That is what a position with Infopro Digital offers you.
Infopro Digital is a global B2B company with 4,000 employees and annual revenues of over half a billion dollars, with a presence in 26 countries. Through our market-leading brands, we serve five professional communities – insurance and finance, automotive aftermarket, construction, retail, and industrials – enabling our clients to make informed business decisions and create new opportunities.
The Opportunity
Red-on-line is entering its next phase of growth, building on an established international client base, an expanding EHS compliance platform and significant opportunities across enterprise markets.
This is an opportunity to build and lead a high-performing enterprise sales organisation, establish a consistent approach to winning new customers, and directly influence the company’s growth trajectory.
We are looking for a hands-on commercial leader who combines strategic thinking with operational discipline, enjoys developing people and is comfortable leading complex enterprise opportunities.
The Role
Reporting directly to the CRO, the Head of Enterprise New Business will have full responsibility for enterprise new customer acquisition across EMEA, with direct line-management responsibility for enterprise new business sales executives across the UK & Ireland, France, DACH and Nordics.
The successful candidate will inherit an established team with significant market opportunity, but also a clear mandate to improve performance, strengthen sales methodology and build a more predictable, scalable new business engine.
This is not a purely strategic or administrative leadership position. The individual must be visible in the business, actively involved in significant opportunities, close to customers and capable of coaching salespeople through the full enterprise sales cycle.
What You Will Own
Revenue Delivery & Commercial Performance
- Own and deliver the EMEA Enterprise New Business revenue target, including individual and collective quota attainment.
- Maintain accurate forecasting, with clear visibility of committed, probable and developing opportunities.
- Lead regular pipeline and deal reviews, identifying risks, stalled opportunities and actions required to progress.
- Personally support strategic enterprise opportunities, including senior stakeholder engagement, negotiation and deal closure.
Pipeline Generation & Market Development
- Build a consistent, proactive approach to new pipeline creation, reducing dependence on inbound leads and individual selling styles.
- Establish clear ideal customer profiles, target-account criteria and sector priorities.
- Drive effective outbound prospecting, multi-threaded engagement and executive-level access.
- Work closely with Marketing and Demand Generation to align campaigns, account-based marketing, events and outbound activity.
Enterprise Sales Methodology & Playbook
- Own the development, implementation and continuous improvement of a consistent enterprise new business sales playbook.
- Embed it into everyday selling, coaching and management, rather than simply introducing a methodology.
People Leadership, Coaching & Talent Development
- Directly manage the EMEA enterprise Hunter team, with responsibility for performance, development, engagement and retention.
- Provide practical, deal-based coaching, including discovery preparation, call reviews, opportunity strategy and negotiation.
- Lead recruitment, selection, onboarding and development of new enterprise sales executives.
- Build a culture of accountability, curiosity, collaboration and continuous improvement.
Sales Effectiveness & Operational Excellence
- Work with RevOps to establish meaningful performance dashboards, leading indicators and management reporting.
- Ensure Salesforce is used as an effective commercial management tool, not simply a reporting requirement.
- Share successful practices across geographies and eliminate unnecessary variations in sales execution.