Head of New Business, Factiva & Newswires

Dow Jones•New York, NY

About The Position

The Head of New Business, Factiva & Newswires, reporting to the Global Head of Sales, Risk and Compliance, is responsible for achieving revenue growth goals for the Factiva & Newswires businesses in partnership with the head of Regional Sales Directors. This role collaborates closely with the General Managers of Factiva and Newswires to design and execute Objectives and Key Results (OKRs) for these businesses. The position involves leading a team to drive value-based, consultative selling, optimizing Go-to-Market (GTM) activities, and leveraging a deep understanding of the media and data landscape to position differentiated content. Key responsibilities include driving enterprise sales of premium news, data, and GenAI solutions, commercializing news via APIs, datasets, and AI-ready products, identifying new revenue opportunities, and embedding newswire and news data into client workflows. The role also oversees global new business development efforts, sets and tracks KPIs, drives professional development of the sales team, acts as a player-coach by leading high-value deals, collaborates with executive leadership on long-term growth, and ensures accurate sales forecasting.

Requirements

Minimum of 20 years of experience in sales
At least 10 years of experience focused on financial information and / or Business Intelligence B2B products
Proven track record of scaling sales for larger organizations with a history of exceeding targets
Deep experience selling content and data sets as well as SaaS platforms
Proven ability to navigate complex sales processes
Knowledge of and familiarity with key players and competitors in the financial information and business intelligence space
Outstanding communication and presentation skills
Demonstrated ability to lead and influence cross-functional teams
History of successful stakeholder management at executive levels

Responsibilities

Lead the team to drive value-based, consultative selling by tailoring positioning to prospect and client needs
Collaborate closely with marketing, product and the business to optimize Go-to-Market (GTM) activities and provide client and prospect feedback
Leverage deep understanding of the changing media and data landscape to position differentiated, trusted content effectively
Drive enterprise sales of premium news, data, and GenAI solutions, positioning content as a strategic business input
Commercialize news as data via APIs, datasets, and AI-ready products
Identify new revenue opportunities by integrating news and data into client workflows and platforms
Drive value for clients by embedding newswire and news data into trading, risk, and decision-making workflows
Oversee the new business development efforts of the Factiva & Newswires sales team globally, including setting, tracking, and reporting on KPIs that drive excellence and support accomplishment of business objectives
Drive the professional development and growth of the Factiva & Newswires new business sales team as part of the broader evolution of the Dow Jones sales team
Act as a player-coach: personally lead high-value deals to accelerate near-term growth, while building scalable sales channels and partnerships that enable sustainable expansion
Collaborate with executive leadership to define long-term growth goals
Have a strong focus on accurate forecasting of sales performance