Global Head of New Business

About Infopro Digital

Infopro Digital is a worldwide B2B group with a workforce exceeding 4,000 employees across 26 nations. It delivers information, data, and technological solutions tailored for professional communities involved in automotive, risk and insurance, construction, industry, and retail sectors. The group supports companies in making informed decisions, enhancing performance, and uncovering growth opportunities through its leading brands.

Role Summary

The company is seeking a Global Head of New Business to work closely with the Chief Revenue Officer (CRO) and executive leadership to transform and elevate the new business acquisition capability globally. This role is focused on creating a unified global operating model across diverse regions, sales teams, and functions to enhance pipeline generation, forecasting precision, opportunity management, sales execution, and ensuring consistent revenue growth.

While it operates through influence rather than direct line management, this position functions as a centre of excellence for new business performance by offering leadership, governance, coaching, and best practice frameworks to support regional sales teams in achieving improved performance levels.

Key Responsibilities

• Design and continuously refine a global sales methodology focused on new business.
• Implement unified sales processes, regular operating rhythms, and governance across multiple regions.
• Encourage and facilitate adoption of best practices in opportunity management, sales qualification, and execution.
• Develop, update, and maintain sales playbooks, frameworks, and standards that enable scalable business growth.
• Collaborate with Marketing to maximize pipeline building and lead conversion efficiency.
• Enhance prospecting techniques and improve self-generated pipeline contributions.
• Advance opportunity qualification, progression, and conversion rates while reducing sales cycle time and managing opportunity ageing.
• Lead strategic deal coaching and thorough opportunity inspections to support major deals.
• Establish a global forecasting framework to increase forecast accuracy, pipeline quality, and predictability of revenues.
• Conduct regular pipeline and forecast evaluations in partnership with regional sales leadership to identify trends, risks, and gaps requiring corrective measures.
• Coach and develop senior sales leaders and regional heads to improve sales performance and strategic deal management.
• Promote a culture of continuous development through structured coaching and performance assessments while sharing successful strategies across regions.
• Support onboarding and capability development of new sales leaders globally.
• Lead global projects to boost new business performance and operational efficiency, including supporting launches of new products and go-to-market strategies.
• Work closely with Revenue Operations to optimize sales processes, reporting, and CRM system adoption.
• Actively contribute to business transformation and strategic planning initiatives directed by the CRO.

Key Relationships

• Chief Revenue Officer: Act as a trusted advisor and operational leader of new business execution, reporting insights on sales opportunities and risks.
• Regional Sales Heads: Collaborate to enhance execution capabilities, coaching, and operational discipline while respecting their accountability for regional targets and team management.
• Marketing: Partner to enhance pipeline creation, campaign effectiveness and lead conversion methodologies.
• Revenue Operations: Coordinate for CRM system adoption, accurate reporting, and streamlined forecasting processes.
• Partnerships: Engage to improve partner-generated pipeline, co-selling strategies, and revenue from alliances.

Success Metrics

• Increase in annual recurring revenue (ARR) from new business.
• Growth in qualified sales pipeline and self-generated opportunities.
• Higher lead-to-opportunity conversion rates.
• Accelerated opportunity movement through the sales funnel.
• Shorter sales cycles and improved win rates.
• Enhanced forecast reliability and pipeline quality.
• Widespread adoption of the global sales methodology.
• Reduced need for executive-level intervention in progressing strategic opportunities.

Candidate Profile and Requirements

Essential:

• Extensive leadership experience in B2B SaaS or technology sales environments.
• Demonstrated success in elevating sales results across multiple teams or global regions.
• Proficient knowledge in pipeline management, sales forecasting, and structured sales methodologies.
• Expertise in coaching senior sales executives and managing complex enterprise-level deals.
• Strong analytical and commercial acumen capable of converting data insights into strategic actions.
• Excellent stakeholder engagement and influencing abilities.
• Experience leading organisational change and driving operational excellence.

Desirable:

• Background in multinational or multi-region organizational settings.
• Industry knowledge in enterprise software, compliance, environmental health and safety, or regulated sectors.
• Experience collaborating closely with Marketing, Revenue Operations, and Partnership functions.
• Familiarity with sales methodologies such as MEDDICC, Challenger, or Value Selling.

Personal Traits:

• Respected commercial leader with significant executive presence.
• Effective coach and mentor, focused on talent development.
• Results-driven, collaborative, and pragmatic in approach.
• Confident influencing without formal authority.
• Data-oriented with strong discipline in operations.
• Adaptable, curious, and devoted to continuous improvement.
• Able to challenge constructively while fostering strong cross-functional partnerships.

Benefits and Work Environment

This position is hybrid, headquartered in London. Employees benefit from an attractive leave package starting at 25 days annual leave, increasing to 30 days, plus a birthday day off.

Additional perks include access to a year-round Employee Assistance Programme offering wellbeing and mental health support, face-to-face counseling, and extensive professional development through 'Generation Infopro'.

The company encourages community involvement with paid volunteer days to contribute skills and expertise in social initiatives.

• Competitive pension scheme
• Life insurance coverage
• Interest-free season ticket loans
• Private medical insurance
• Employee discount program
• Eye-care support vouchers
• Discounted gym memberships and option to add a partner
• Flexible, agile, and remote working options
• Bike to Work scheme
• Enhanced maternity leave with up to 26 weeks full pay
• Dependent leave up to 5 days fully paid per year
• Dedicated menopause policy that supports inclusivity and openness
• Option to purchase additional holiday
• Dental insurance
• Give As You Earn charity scheme
• Health cash plan and personal accident insurance

Equal Opportunities

The organization offers equal employment opportunities to all candidates without discrimination on any legally protected grounds. Applicant diversity info is collected anonymously for monitoring purposes with no impact on hiring decisions.