Head of Enterprise Existing Business

Infopro Digital

About The Position

Infopro Digital is hiring a Head of Enterprise Existing Business on a permanent contract to strengthen its Red-on-line brand. The role is based in either London or Paris and reports directly to the CRO. It has full responsibility for the commercial performance and development of the EMEA enterprise customer portfolio, with direct line-management responsibility for enterprise Farmers across the UK & Ireland, France and DACH, and wider EMEA coverage as required. The successful candidate will lead an established team and customer portfolio, strengthen account planning and executive engagement, improve commercial consistency, and accelerate expansion among existing customers. This is a hands-on commercial leadership role focused on strategic customer relationships, growth opportunities, team coaching, operational discipline, and recurring revenue retention. Infopro Digital is a global B2B information and technology group with 4,000 employees. Its brands serve professional communities across sectors including insurance and finance, automotive aftermarket, construction, retail, and industrials. Red-on-line is growing its EHS compliance platform and looking to deepen relationships with its international enterprise customers.

Requirements

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.
Comfort operating in a multinational, multicultural organisation.

Nice To Haves

Experience in EHS, regulatory compliance, risk management, governance, or related enterprise software markets.
Experience managing subscription pricing changes, complex renewals, and recurring revenue growth.
Additional European language capabilities.

Responsibilities

Own and deliver the EMEA Enterprise Existing Business revenue target, including expansion, cross-sell, upsell, and applicable commercial renewal objectives.
Maintain accurate forecasts for expansion opportunities, renewals, and commercial risks.
Lead regular account and pipeline reviews, identifying growth opportunities, risks, and required interventions.
Personally support strategic enterprise opportunities, 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 customer stakeholders in Operations, Legal, Procurement, IT, and executive leadership, beyond the initial EHS contact.
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 customer sites, countries, business units, and applications.
Develop, implement, and continually improve a consistent enterprise account growth playbook.
Establish a repeatable, proactive approach to enterprise customer growth rather than reactive account management.
Proactively manage enterprise renewals with clear ownership, timelines, and escalation processes.
Drive implementation of Red-on-line’s pricing strategy, including the New Pricing Model, across the enterprise portfolio.
Support strategic negotiations involving multi-year agreements, expanded scope, and enterprise commercial frameworks while balancing growth with customer relationships and retention.
Manage the EMEA enterprise Farmer team, including performance, development, engagement, and retention.
Coach team members 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 effectively for account management and commercial planning.
Coordinate with Customer Success, Solution Consulting, and Professional Services to provide customers with joined-up commercial and operational engagement.

Benefits

25 days of annual leave, rising up to 30 days with tenure.
Birthday leave.
24/7/365 Employee Assistance Programme, including wellbeing and mental health support and face-to-face counselling.
Access to learning programmes through the Generation Infopro platform.
Paid volunteer days.
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 five days’ full pay per year.
Dedicated menopause policy and inclusive support.
Option to buy additional holiday.
Dental insurance.
Option to add a partner to gym membership.
Health cash plan.