Head of Enterprise Existing Business
New
I
Infopro DigitalEHS compliance software
Remote; based in either London or ParisFull-Time
Salary not disclosed
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Job Details
- Required Skills
- People ManagementSalesforce
Requirements
- Significant experience leading enterprise account management, customer growth or existing-business sales teams in B2B SaaS or complex solution environments.
- Demonstrated success delivering expansion revenue, developing strategic accounts and protecting recurring revenue.
- Strong understanding of complex enterprise customer relationships, buying processes and stakeholder management.
- Experience implementing structured account planning, QBR and expansion-selling methodologies.
- Strong people-management experience, including recruitment, coaching, performance management and team development.
- Ability to engage senior customer executives and lead complex commercial negotiations.
- Commercially analytical, with strong forecasting and performance-management discipline.
- Experience in EHS, regulatory compliance, risk management, governance or related enterprise software markets is desirable.
- Experience managing subscription pricing changes, complex renewals and recurring revenue growth is desirable.
- Additional European language capabilities are desirable.
Responsibilities
- Own and deliver the EMEA Enterprise Existing Business revenue target, including expansion, cross-sell, upsell and applicable renewal objectives.
- Maintain accurate forecasts and lead account and pipeline reviews to identify opportunities, risks and interventions.
- Support strategic enterprise opportunities through executive engagement, complex negotiations and significant renewals.
- Establish proactive enterprise account management and ensure priority accounts have actionable growth plans.
- Build relationships across customer stakeholders, including Operations, Legal, Procurement, IT and executive leadership.
- Ensure regular Quarterly Business Reviews focused on outcomes, value, emerging needs and future opportunities.
- Develop and continuously improve a consistent enterprise account growth playbook.
- Manage enterprise renewals and implement Red-on-line’s pricing strategy, including the New Pricing Model.
- Lead, coach and develop the EMEA enterprise Farmer team, including recruitment, onboarding and performance management.
- Work with RevOps, Customer Success, Solution Consulting and Professional Services on reporting, account tools and coordinated customer engagement.
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