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Head of Sales
Infopro Digital. Own and deliver the North America sales revenue target across new acquisition, customer expansion, cross-sell, upsell and applicable renewals.
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading enterprise B2B SaaS sales teams, driving substantial revenue growth through new customer acquisition and existing customer expansion. Proven ability to build and scale regional sales organizations while managing complex stakeholder environments and commercial negotiations.
Highest-signal resume keywords
Enterprise B2B SaaS Sales LeadershipRevenue Growth Strategy DevelopmentComplex Commercial NegotiationStakeholder EngagementSales Team Coaching and Development
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Revenue Target ManagementForecastingPipeline CreationCustomer AcquisitionCross-Sell and Upsell StrategiesSales Operating Model ImplementationPerformance ManagementMarket DevelopmentSalesforce ProficiencyEHS Regulatory Compliance
Soft Skills
CollaborationCoachingRelationship BuildingStrategic ThinkingHigh-Performance Culture Development
Tools & Technologies
SalesforcePerformance DashboardsCommercial Management Tools
Industry Keywords
EHSRisk ManagementGovernanceEnterprise SoftwareSaaS TechnologyCompliance
About the role
Key responsibilities & impact- Own and deliver the North America sales revenue target across new acquisition, customer expansion, cross-sell, upsell and applicable renewals.
- Maintain accurate forecasting across new business, expansion opportunities, renewals and commercial risks.
- Personally support strategic enterprise opportunities, including executive engagement, commercial negotiations and deal closure.
- Build a predictable and scalable regional revenue engine.
- Lead the North American enterprise new business strategy, pipeline creation, opportunity development and customer acquisition.
- Build proactive outbound prospecting and pipeline generation.
- Identify high-potential industries and multinational organisations for market development.
- Develop relationships with senior EHS, Operations, Legal, Risk and executive stakeholders.
- Lead commercial development of the North American existing customer portfolio.
- Drive expansion across additional sites, states, countries, business units, applications and services.
- Drive cross-sell and upsell through structured discovery and whitespace analysis.
- Collaborate with Customer Success, Renewals and Professional Services to protect relationships and maximise long-term value.
- Lead and performance-manage the North American Presales / Solution Consulting function.
- Connect technology, regulatory expertise and professional services to customer business challenges.
- Promote collaboration between sales executives and solution consultants throughout the buying journey.
- Implement and continuously improve the North American sales operating model and methodology.
- Directly manage Hunters, Farmers and Presales.
- Coach prospecting, discovery, enterprise selling, account development and negotiation.
- Attract, recruit and retain commercial talent in the North American market.
- Establish a high-performance culture.
- Develop and execute the North American commercial growth strategy with the CRO.
- Work with RevOps on performance dashboards, leading indicators and management reporting.
- Ensure Salesforce is used as an effective commercial management tool.
- Apply global Red-on-line capabilities to local market requirements.
Requirements
What you’ll need- Significant experience leading enterprise B2B SaaS or complex solution sales teams in North America.
- Demonstrable success delivering substantial revenue growth through both new customer acquisition and existing customer expansion.
- Proven experience building, scaling and developing regional sales organisations.
- Strong track record of attracting, recruiting, coaching and retaining high-performing commercial talent.
- Deep understanding of North American enterprise buying processes, complex stakeholder environments and extended sales cycles.
- Ability to personally lead strategic customer engagements and complex commercial negotiations.
- Experience managing or working closely with presales, solution consulting or technical sales functions.
- Experience working effectively within an international organisation, balancing global standards with regional market needs.
- Experience in EHS, regulatory compliance, risk management, governance or related enterprise software markets (desirable).
- Experience selling a combination of SaaS technology, expert content and professional services (desirable).
- Established professional network within the North American EHS, compliance or enterprise software ecosystem (desirable).
Benefits
Comp & perks- 20 days holiday per annum
- 5 sick days per annum
- Medical, Dental and Vision Benefits
- 401k plan plus match
- Enhanced maternity leave up to 26 weeks full pay
- Dependant leave up to 5 days full pay per year
- Dedicated menopause policy and a culture of open, inclusive support for employee wellbeing
- Short-Term Disability Benefits, Long-Term Disability Benefits, and Life Insurance
- Qualified Parking and Transit Program (QPTP)
- Flexible Spending Accounts (FSA)
- Employee Assistance Programs (EAP)
- Competitive salary
- Great Place To Work Certification™