Head of Enterprise Business

Infopro Digital

. Own and deliver the EMEA Enterprise Existing Business revenue target, including expansion, cross-sell, upsell and applicable commercial renewal objectives .

Posted 11/4/2026full-timeRemote • United Kingdom, FranceLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in enterprise account management, driving revenue growth through strategic account planning, complex negotiations, and stakeholder engagement. Proven ability to lead teams, implement performance management practices, and foster customer relationships in a B2B SaaS environment.

Highest-signal resume keywords

Enterprise Account ManagementRevenue Growth StrategyComplex NegotiationsTeam LeadershipStakeholder Engagement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account PlanningForecastingPerformance ManagementExpansion Selling MethodologiesSubscription Pricing Management

Soft Skills

CoachingPeople ManagementCustomer FocusCuriosityAccountability

Tools & Technologies

SalesforcePerformance Dashboards

Industry Keywords

B2B SaaSEHSRegulatory ComplianceRisk ManagementGovernance

About the role

Key responsibilities & impact

Own and deliver the EMEA Enterprise Existing Business revenue target, including expansion, cross-sell, upsell and applicable commercial renewal objectives
Maintain accurate forecasting of expansion opportunities, renewals and commercial risks
Lead regular account and pipeline reviews, identifying growth opportunities, risks and required interventions
Personally support strategic enterprise opportunities, including executive engagement, complex negotiations and significant renewals
Establish a consistent, proactive approach to enterprise account management across EMEA
Ensure every priority enterprise account has a documented, actionable account plan with clear growth objectives
Build relationships across Operations, Legal, Procurement, IT and executive leadership stakeholders
Ensure regular, high-quality Quarterly Business Reviews focused on business outcomes, value delivered, emerging needs and future opportunities
Identify opportunities to expand Red-on-line’s footprint across sites, countries, business units and applications
Own development, implementation and continuous improvement of an enterprise account growth playbook
Ensure proactive commercial management of enterprise renewals, with clear ownership, timelines and escalation processes
Drive implementation of Red-on-line’s pricing strategy, including the New Pricing Model, within the enterprise portfolio
Support strategic negotiations involving multi-year agreements, expanded scope and enterprise commercial frameworks
Balance commercial growth objectives with long-term customer relationships and retention
Directly manage the EMEA enterprise Farmer team, including performance, development, engagement and retention
Provide practical, account-based coaching on account strategy, stakeholder engagement, discovery, QBR preparation and commercial negotiations
Lead recruitment, selection, onboarding and development of enterprise account managers
Build a culture of accountability, curiosity, customer focus and continuous improvement
Work with RevOps to establish performance dashboards, leading indicators and management reporting
Ensure Salesforce is used as an effective account management and commercial planning tool
Collaborate with Customer Success, Solution Consulting and Professional Services for coordinated customer engagement

Requirements

What you’ll need

Significant experience leading enterprise account management, customer growth or existing business sales teams within B2B SaaS or complex solution environments
Demonstrable success delivering expansion revenue, developing strategic accounts and protecting recurring revenue
Strong understanding of complex enterprise customer relationships, buying processes and stakeholder management
Proven 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 confidently with senior customer executives and lead complex commercial negotiations
Commercially analytical, with strong forecasting and performance management discipline
Comfortable operating in a multinational, multicultural organisation
Experience in EHS, regulatory compliance, risk management, governance or related enterprise software markets (desirable)
Experience managing subscription pricing changes, complex renewals and recurring revenue growth (desirable)
Additional European language capabilities (desirable)

Benefits

Comp & perks

25 days annual leave (rising up to 30 days)
Birthday off
24/7/365 Employee Assistance Programme
Extensive learning programmes through Generation Infopro
Paid volunteer days throughout the year
Group personal pension plan
Life assurance
Interest-free season ticket loan
Private medical insurance
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