Head of Sales - North America

Infopro Digital • Nashville, TN

19h

About The Position

Infopro Digital is seeking a Head of Sales – North America to strengthen its Red-on-line brand and lead the region through its next phase of growth. Red-on-line serves customers with an EHS compliance platform and regulatory compliance management solutions. North America is a strategically important growth opportunity, with an established customer base that includes multinational organisations and potential to expand further.

Reporting directly to the CRO, the Head of Sales will be responsible for regional sales performance across new and existing customers and will lead the North American sales organisation, including Hunters, Farmers and Presales. The role inherits an established team and customer portfolio, with a mandate to accelerate growth, improve commercial execution and prepare the organisation to scale. It calls for a visible, hands-on commercial leader who engages with customers, leads strategic opportunities and builds a capable, increasingly self-sufficient team.

The position owns revenue delivery, enterprise new-business growth, strategic account development, presales leadership, sales methodology and commercial execution, talent development, regional strategy and operational excellence. The role works with the CRO, RevOps, Customer Success, Renewals and Professional Services, while applying global Red-on-line capabilities to local North American market needs.

Requirements

• Significant experience leading enterprise B2B SaaS or complex solution sales teams in North America.
• Demonstrable success delivering substantial revenue growth through 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 and balancing global standards with regional market needs.

Nice To Haves

• Experience in EHS, regulatory compliance, risk management, governance or related enterprise software markets.
• Experience selling a combination of SaaS technology, expert content and professional services.
• An established professional network within the North American EHS, compliance or enterprise software ecosystem.

Responsibilities

• Own and deliver the North America sales revenue target, including new customer acquisition, existing-customer expansion, cross-sell, upsell and applicable commercial renewal objectives.
• Maintain accurate forecasts for new business, expansion opportunities, renewals and commercial risks.
• Personally support strategic enterprise opportunities through executive engagement, commercial negotiations and deal closure.
• Build a predictable, scalable revenue engine to support sustained regional growth.
• Lead the North American enterprise new-business strategy, including pipeline creation, opportunity development and customer acquisition.
• Establish a proactive approach to outbound prospecting and pipeline generation.
• Identify and prioritise high-potential industries and multinational organisations.
• Develop relationships with senior EHS, Operations, Legal, Risk and executive stakeholders.
• Lead commercial development of the existing North American customer portfolio and identify opportunities to expand across sites, states, countries, business units, applications and services.
• Drive cross-sell and upsell activity through structured discovery and whitespace analysis.
• Work with Customer Success, Renewals and Professional Services to protect customer relationships and maximise long-term value.
• Lead and performance-manage the North American Presales / Solution Consulting function, connecting technology, regulatory expertise and professional services to customer business challenges.
• Promote collaboration between sales executives and solution consultants throughout the customer buying journey.
• Implement and continuously improve a consistent North American sales operating model aligned with global commercial standards.
• Embed a consistent sales methodology in everyday selling, coaching and management.
• Directly manage the North American commercial team, including Hunters, Farmers and Presales, and provide practical, deal-based coaching.
• Attract, recruit and retain high-calibre commercial talent in the North American market.
• Establish a high-performance culture based on accountability, collaboration, curiosity and continuous improvement.
• Work with the CRO to develop and execute the North American commercial growth strategy.
• Work with RevOps to establish performance dashboards, leading indicators and management reporting.
• Ensure Salesforce is used effectively as a commercial management tool.
• Apply global Red-on-line capabilities while responding to local market requirements.

Benefits

• 20 days holiday per annum.
• 5 sick days per annum.
• Medical, dental and vision benefits.
• 401(k) plan with matching.
• Enhanced maternity leave of up to 26 weeks at full pay.
• Dependant leave of up to 5 days at full pay per year.
• Dedicated menopause policy and an open, inclusive approach to employee wellbeing.
• Short-term disability benefits.
• Long-term disability benefits.
• Life insurance.
• Qualified Parking and Transit Program (QPTP).
• Flexible Spending Accounts (FSA).
• Employee Assistance Programs (EAP).
• Competitive salary.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed