Head of Enterprise New Business

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.

Requirements

Essential Experience & Capabilities

• Significant experience leading enterprise B2B SaaS or complex solution sales teams across multiple markets.
• Demonstrable success delivering new business revenue and building sustainable pipeline.
• Strong understanding of complex enterprise buying processes, multiple stakeholders and extended sales cycles.
• Proven experience implementing and embedding structured sales methodologies.
• Strong people-management experience, including recruitment, coaching, performance management and team development.
• Ability to engage confidently with senior customer executives and support strategic commercial negotiations.
• Commercially analytical, with strong forecasting and performance management discipline.
• Comfortable operating in a multinational, multicultural organisation.

Desirable Experience

• Experience in EHS, regulatory compliance, risk management, governance or related enterprise software markets.
• Experience selling a combination of SaaS technology, expert content and professional services.
• Additional European language capabilities.

Personal Attributes

We are looking for a leader who is:

• Hands-on: Leads from the front, actively coaches and engages in important deals.
• Commercially driven: Takes personal ownership of results and knows how to translate strategy into execution.
• Curious: Understands customers, their industries and the business problems behind buying decisions.
• Structured: Creates clarity, consistency and discipline without unnecessary bureaucracy.
• Resilient: Maintains focus and constructive leadership through challenging sales cycles.
• People-focused: Develops individuals, builds trust and creates a culture where people can perform.
• Collaborative: Works effectively across functions and geographies without relying on hierarchy.

Benefits

We offer a fantastic holiday allowance that increases the longer you stay with the company, and you can take your birthday off – on us.

You will have access to a 24/7/365 Employee Assistance Programme, providing support and guidance across all areas of wellbeing and mental health, including face‑to‑face counselling. You will also benefit from access to our extensive learning programmes through our dedicated platform, Generation Infopro.

We support giving back, offering paid volunteer days throughout the year where you can contribute your skills and expertise to make a meaningful difference to the lives of others.

What you’ll get:

• 25 days annual leave (rising up to 30 days)
• Group personal pension plan
• Life assurance
• Interest‑free season ticket loan
• Private medical insurance
• Employee assistance programme
• Employee discount scheme
• Eye‑care vouchers
• Discounted gym membership
• Agile and remote working
• Bike to Work scheme
• Enhanced maternity leave of up to 26 weeks’ full pay
• Dependant leave of up to 5 days’ full pay per year
• Dedicated menopause policy with a culture of open, inclusive support
• Option to buy additional holiday
• Dental insurance
• Option to add a partner to gym membership
• Health cash plan

Learn More About Us Infopro Digital is a B2B group specialising in information and technology. With a presence in 20 countries, the group has 4,000 employees of 79 nationalities.

Infopro Digital connects professional communities. Our brands are leaders across five key economic sectors: construction and public sector, automotive, industry, risk and insurance, and retail. Through our solutions, decision‑makers make informed decisions and companies develop their business and performance in a sustainable way.

Equal Opportunities We provide equal opportunities to employees and job applicants and do not discriminate, either directly or indirectly, on the basis of any protected characteristic or any other characteristic or activity protected by law.

To comply fully with equal opportunities legislation, we monitor all job applications. Applicants are therefore asked to complete equal opportunities questions as part of the application process. This information is collected anonymously, stored securely, and used solely for monitoring purposes. There is no obligation to provide this information, and all applicants will be treated equally whether or not they choose to do so.