Head of Sales - North America

Infopro Digital Services Limited • Nashville, TN

1d

About The Position

Infopro Digital is hiring a Head of Sales – North America on a permanent contract to lead regional sales for its Red-on-line brand. Red-on-line is expanding its EHS compliance platform and seeking to accelerate growth in North America, an established region with significant potential among multinational customers.

Reporting directly to the CRO, the role has full responsibility for regional sales performance across new and existing customers, and provides integrated leadership to Hunters, Farmers and Presales. The successful candidate will inherit an established team and customer portfolio and will be expected to accelerate growth, improve commercial execution, and prepare the organisation to scale. This is a visible, hands-on leadership role requiring direct customer engagement and personal involvement in significant opportunities, alongside building a stronger, increasingly self-sufficient team.

The Head of Sales owns regional revenue delivery, enterprise new-business development, existing-customer growth, presales leadership, sales methodology, team development, and regional strategy and operational excellence. The role works with the CRO and global teams to apply global commercial standards while addressing North American market needs.

Infopro Digital is a global B2B information and technology group. The job description describes a company with 4,000 employees and operations in multiple countries, serving professional communities across several sectors.

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 American sales revenue target across new customer acquisition, customer expansion, cross-sell, upsell and applicable commercial renewals.
• 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 regional revenue engine.
• Lead North American enterprise new-business strategy, including pipeline creation, opportunity development and customer acquisition.
• Establish proactive outbound prospecting and pipeline-generation practices.
• 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 North American existing-customer portfolio.
• Identify opportunities to expand Red-on-line across customer sites, states, countries, business units, applications and services.
• Drive cross-sell and upsell through structured discovery and whitespace analysis.
• Work with Customer Success, Renewals and Professional Services to protect relationships and maximise long-term customer value.
• Lead and performance-manage the North American Presales / Solution Consulting function.
• Develop commercially focused presales that connects 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 a consistent North American sales operating model aligned with global commercial standards.
• Embed consistent sales methodology in selling, coaching and management practices.
• Directly manage the North American commercial team, including Hunters, Farmers and Presales.
• Coach the team in prospecting, discovery, enterprise selling, account development and negotiation.
• Attract, recruit and retain high-calibre North American commercial talent.
• 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 on performance dashboards, leading indicators and management reporting.
• Ensure Salesforce is used effectively as a commercial management tool.
• Leverage 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 employer match.
• Enhanced maternity leave of up to 26 weeks at full pay.
• Dependent leave of up to 5 days at full pay per year.
• Menopause policy and an inclusive employee wellbeing culture.
• 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: Senior
• Education Level: No Education Listed