Head of Sales

🔥 1 hour ago

🎸 Tennessee – Remote

🎸 Tennessee – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 10%

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Infopro Digital

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2001

🚘 Automotive

🏗️ Construction

🛡️ Insurance

Automotive • Construction • Insurance

Infopro Digital is a company that provides innovative solutions to boost performance for professionals and businesses across various industries. Their services include software and databases, lead platforms, information and insights, and tradeshows. Infopro Digital specializes in connecting professionals, helping them make informed decisions more quickly, build close relationships, improve efficiency, detect opportunities, and adopt the latest technologies. They serve sectors such as construction, public sector, automotive, risk & insurance, industry, and retail, offering expertise to professionals worldwide. Infopro Digital is recognized as a leading software publisher and emphasizes data and technology expertise.

📋 Description

• Own and deliver the North America sales revenue target across new acquisition, customer expansion, cross-sell, upsell and applicable renewals. • Maintain accurate forecasting across new business, expansion opportunities, renewals and commercial risks. • Personally support strategic enterprise opportunities, including executive engagement, commercial negotiations and deal closure. • Build a predictable and scalable regional revenue engine. • Lead the North American enterprise new business strategy, pipeline creation, opportunity development and customer acquisition. • Build proactive outbound prospecting and pipeline generation. • Identify high-potential industries and multinational organisations for market development. • Develop relationships with senior EHS, Operations, Legal, Risk and executive stakeholders. • Lead commercial development of the North American existing customer portfolio. • Drive expansion across additional sites, states, countries, business units, applications and services. • Drive cross-sell and upsell through structured discovery and whitespace analysis. • Collaborate with Customer Success, Renewals and Professional Services to protect relationships and maximise long-term value. • Lead and performance-manage the North American Presales / Solution Consulting function. • Connect technology, regulatory expertise and professional services to customer business challenges. • Promote collaboration between sales executives and solution consultants throughout the buying journey. • Implement and continuously improve the North American sales operating model and methodology. • Directly manage Hunters, Farmers and Presales. • Coach prospecting, discovery, enterprise selling, account development and negotiation. • Attract, recruit and retain commercial talent in the North American market. • Establish a high-performance culture. • Develop and execute the North American commercial growth strategy with the CRO. • Work with RevOps on performance dashboards, leading indicators and management reporting. • Ensure Salesforce is used as an effective commercial management tool. • Apply global Red-on-line capabilities to local market requirements.

🎯 Requirements

• Significant experience leading enterprise B2B SaaS or complex solution sales teams in North America. • Demonstrable success delivering substantial revenue growth through both new customer acquisition and existing customer expansion. • Proven experience building, scaling and developing regional sales organisations. • Strong track record of attracting, recruiting, coaching and retaining high-performing commercial talent. • Deep understanding of North American enterprise buying processes, complex stakeholder environments and extended sales cycles. • Ability to personally lead strategic customer engagements and complex commercial negotiations. • Experience managing or working closely with presales, solution consulting or technical sales functions. • Experience working effectively within an international organisation, balancing global standards with regional market needs. • Experience in EHS, regulatory compliance, risk management, governance or related enterprise software markets (desirable). • Experience selling a combination of SaaS technology, expert content and professional services (desirable). • Established professional network within the North American EHS, compliance or enterprise software ecosystem (desirable).

🏖️ Benefits

• 20 days holiday per annum • 5 sick days per annum • Medical, Dental and Vision Benefits • 401k plan plus match • Enhanced maternity leave up to 26 weeks full pay • Dependant leave up to 5 days full pay per year • Dedicated menopause policy and a culture of open, inclusive support for employee wellbeing • Short-Term Disability Benefits, Long-Term Disability Benefits, and Life Insurance • Qualified Parking and Transit Program (QPTP) • Flexible Spending Accounts (FSA) • Employee Assistance Programs (EAP) • Competitive salary • Great Place To Work Certification™

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