Head of new business

Infopro Digital, the global B2B group specialising in information, data and technology solutions, is currently looking for a Global Head of New Business to strengthen its commercial leadership team.

About the Company

Infopro Digital is a global B2B group with more than 4,000 employees across 26 countries, delivering information, data and technology solutions to professional communities across automotive, risk and insurance, construction, industry and retail.

Through its market-leading brands, Infopro Digital helps businesses make informed decisions, improve performance and unlock growth opportunities across their markets.

As part of Infopro Digital's continued investment in commercial excellence and growth, we are seeking a Global Head of New Business to partner with the Chief Revenue Officer and Executive Leadership Team to transform the organisation's new business capability at a global level.

This role will work across multiple regions, sales teams and functions to establish a consistent global operating model for new business acquisition, driving improvements in pipeline generation, forecasting accuracy, opportunity management, sales execution and revenue predictability.

Operating through influence rather than direct line management, this position acts as a centre of excellence for new business performance, providing leadership, governance, coaching and best-practice frameworks that enable regional sales teams to consistently achieve higher levels of performance.

Role Overview

The Global Head of New Business is responsible for improving the effectiveness, consistency and predictability of new business acquisition across the organisation.

Reporting directly to the Chief Revenue Officer (CRO), this role leads the global new business operating model, driving excellence in pipeline generation, opportunity progression, forecasting and sales execution.

Working closely with Regional Heads of Sales, Marketing, Partnerships, Revenue Operations and Executive Leadership, the successful candidate will establish common standards, embed best practices and improve sales performance across all regions.

This role does not replace regional sales leadership. Instead, it provides the frameworks, governance, operational discipline and coaching that enable regional teams to perform at a consistently higher level.

Key Responsibilities

Global Sales Excellence

• Define and continuously improve the global new business sales methodology
• Establish consistent sales processes, operating rhythms and governance across all regions
• Drive adoption of best practice in opportunity management, qualification and sales execution
• Develop and maintain sales playbooks, frameworks and standards that support scalable growth

Pipeline Generation & Opportunity Management

• Partner with Marketing to maximise pipeline creation and lead conversion
• Improve prospecting effectiveness and self-generated pipeline performance
• Drive improvements in opportunity qualification, progression and conversion
• Reduce opportunity ageing and increase sales velocity
• Support strategic opportunities through structured deal coaching and inspection

Forecasting & Performance

• Establish a consistent global forecasting framework
• Improve forecast accuracy, pipeline quality and revenue predictability
• Lead regular pipeline and forecast reviews with regional sales leadership
• Identify risks, trends and performance gaps, implementing corrective actions where required

Coaching & Capability Development

• Coach Regional Heads of Sales and senior sales leaders on strategic opportunities and sales execution
• Build a culture of continuous improvement through structured coaching and performance reviews
• Share successful sales approaches across regions to drive consistency and higher performance
• Support onboarding and development of new sales leaders

Strategic Initiatives

• Lead global initiatives that improve new business performance and operational efficiency
• Support the launch of new products, propositions and go-to-market strategies
• Work with Revenue Operations to optimise sales processes, reporting and CRM adoption
• Contribute to strategic planning and business transformation initiatives led by the CRO

Key Relationships

Chief Revenue Officer (CRO)

Acts as a trusted extension of the CRO, leading the day-to-day execution of the global new business operating model and providing insight into sales performance, opportunities and risks.

Regional Heads of Sales

Partners with Regional Heads of Sales to improve execution, coaching and operational discipline. Regional leaders retain accountability for regional performance, revenue delivery and people management.

Head of Marketing

Works in partnership with Marketing to maximise pipeline generation, campaign effectiveness and lead conversion.

Revenue Operations

Partners to ensure CRM adoption, reporting accuracy, forecasting discipline and operational efficiency.

Partnerships

Works closely with the Partnerships function to improve partner-generated pipeline, co-selling motions and revenue contribution from strategic alliances.

Success Measures

Success in this role will be measured by improvements in:

• New business ARR growth
• Qualified pipeline generation
• Self-generated pipeline contribution
• Lead-to-opportunity conversion
• Opportunity progression through the sales funnel
• Sales cycle duration
• Win rates
• Forecast accuracy
• Pipeline quality and coverage
• Adoption of global sales methodology
• Reduction in executive intervention required to progress strategic opportunities

Requirements

Essential

• Significant leadership experience within a B2B SaaS or technology sales organisation
• Proven success improving sales performance across multiple teams or regions
• Strong expertise in pipeline management, forecasting and sales methodology
• Experience coaching senior sales leaders and supporting complex enterprise opportunities
• Excellent analytical and commercial skills with the ability to translate data into action
• Strong stakeholder management and influencing skills
• Experience driving organisational change and operational excellence

Desirable

• Experience operating within an international or multi-region organisation
• Knowledge of enterprise software, compliance, EHS or regulated industries
• Experience working closely with Marketing, Revenue Operations and Partnerships
• Familiarity with sales methodologies such as MEDDICC, Challenger or Value Selling

Personal Attributes

• Highly credible commercial leader with strong executive presence
• Coach and mentor who develops capability within teams
• Collaborative, pragmatic and results-oriented
• Comfortable influencing without formal authority
• Data-driven with strong operational discipline
• Curious, adaptable and committed to continuous improvement
• Confident challenging constructively while building strong cross-functional relationships

Benefits

This role is hybrid based in London.

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 up to 26 weeks’ full pay
• Dependant leave 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
• Give As You Earn scheme
• Option to add a partner to gym membership
• Health cash plan
• Personal accident insurance

Learn More About Us

Infopro Digital is a B2B group specializing in information and technology. The group is present in 26 countries and employs over 4,000 people. Its innovative solutions are aimed at professional communities in 5 key economic sectors: construction & public sector, automotive, risk & insurance, industry and retail.

Thanks to the group’s sectorial expertise, Infopro Digital covers all the needs of professionals. Its solutions enable decision-makers to make informed decisions and companies to sustainably develop their commercial activity and performance.

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. customers make informed decisions and companies develop their business and sustainable performance.