Head of Sales - North America

Infopro Digital, the B2B group specialising in information and technology, is currently looking for a Head of Sales – North America on a permanent contract to strengthen the Red-on-line brand. About Infopro Digital The best of both worlds. That is what a position with Infopro Digital offers you. Infopro Digital is a global B2B company with 4,000 employees and annual revenues of over half a billion dollars, with a presence in 26 countries. Through our market-leading brands, we serve five professional communities – insurance and finance, automotive aftermarket, construction, retail, and industrials – enabling our clients to make informed business decisions and create new opportunities. The Opportunity Red-on-line is entering its next phase of international growth, building on an established global customer base, an expanding EHS compliance platform and increasing demand for effective regulatory compliance management. North America represents one of our most significant growth opportunities. We have established a valuable customer base in the region, including multinational organisations with complex regulatory requirements and substantial potential for further expansion. This is an opportunity to shape and develop a strategically important region, attract outstanding talent and play a direct role in the next phase of Red-on-line’s growth. We are looking for an entrepreneurial, hands-on commercial leader who combines enterprise sales experience, strong people leadership, operational discipline and the ambition to build a significant business. The Role Reporting directly to the CRO, the Head of Sales – North America will have full responsibility for regional sales performance across new and existing customers, providing integrated leadership across the entire North American sales organisation, including Hunters, Farmers and Presales. The successful candidate will inherit an established regional team and customer portfolio, with a clear mandate to accelerate growth, improve commercial execution and develop the organisation for future scale. This is not a role for someone who manages primarily through reports and forecasts. The individual must be highly visible, actively engaged with customers and capable of leading significant opportunities while building a stronger, increasingly self-sufficient team. What You Will Own Revenue Delivery & Regional Commercial Performance - Own and deliver the North America sales revenue target, encompassing new customer acquisition, existing customer expansion, cross-sell, upsell and applicable commercial renewal objectives. - 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 more predictable and scalable revenue engine capable of supporting sustained regional growth. New Business Growth & Market Development - Lead the North American enterprise new business strategy, with responsibility for pipeline creation, opportunity development and customer acquisition. - Build a consistent, proactive approach to outbound prospecting and pipeline generation. - Identify and prioritise high-potential industries and multinational organisations where Red-on-line can establish a differentiated position. - Develop relationships with senior EHS, Operations, Legal, Risk and executive stakeholders. Existing Customer Growth & Strategic Account Development - Lead the commercial development of the North American existing customer portfolio. - Identify opportunities to expand Red-on-line’s footprint across additional sites, states, countries, business units, applications and services. - Drive proactive cross-sell and upsell activity, supported by structured discovery and whitespace analysis. - Work closely with Customer Success, Renewals and Professional Services to protect customer relationships and maximise long-term value. Presales & Solution Consulting Leadership - Provide direct leadership and performance management for the North American Presales / Solution Consulting function. - Develop a commercially focused presales approach that connects Red-on-line’s technology, regulatory expertise and professional services to customer business challenges. - Promote strong collaboration between sales executives and solution consultants throughout the customer buying journey. Sales Methodology & Commercial Execution - Own the implementation and continuous improvement of a consistent North American sales operating model, aligned with Red-on-line’s global commercial standards. - Embed a consistent methodology into everyday selling, coaching and management, creating a scalable commercial model rather than relying on individual selling styles. People Leadership, Talent Acquisition & Organisational Development - Directly manage the North American commercial team, including Hunters, Farmers and Presales. - Provide practical, deal-based coaching across prospecting, discovery, enterprise selling, account development and negotiation. - Take ownership of attracting, recruiting and retaining high-calibre commercial talent in the North American market. - Establish a high-performance culture combining accountability, collaboration, curiosity and continuous improvement. Regional Strategy & Operational Excellence - Work with the CRO to develop and execute the North American commercial growth strategy. - Work with RevOps to establish meaningful performance dashboards, leading indicators and management reporting. - Ensure Salesforce is used as an effective commercial management tool. - Ensure the North American business benefits from global Red-on-line capabilities while responding effectively to local market requirements. Requirements - 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. Desirable Experience - 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. - Established professional network within the North American EHS, compliance or enterprise software ecosystem. Benefits We know great people make great companies. Infopro Digital is defined by people and passion, and powered by knowledge and innovation. Everything we do is centred on trust, integrity and respect. Our collaborative approach drives creativity across our markets; and our focus on giving teams ownership allows us to build an entrepreneurial culture where our people and brands can thrive and grow. In addition to a competitive salary we offer the following benefits: - 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 - We’re proud to support employee wellbeing with a dedicated menopause policy and a culture of open, inclusive support. - 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) Who are we? Infopro Digital is a B2B group specialising in information and technology. With a presence in 20 countries, the group has 4,000 employees of 79 nationalities. Infopro Digital connects professional communities. Our brands are leaders in five key economic sectors: construction and public sector, automotive, industry, risk & insurance, and retail. With our solutions, our customers make informed decisions and companies develop their business and sustainable performance. Great Place To Work Certification™ Infopro Digital US is proud to be Certified™ by Great Place To Work®. The prestigious award is based entirely on what current employees say about their experience working at Infopro Digital. Great Place To Work® is the global authority on workplace culture, employee experience, and the leadership behaviors proven to deliver market-leading revenue, employee retention and increased innovation. "Great Place To Work Certification is a highly coveted achievement that requires consistent and intentional dedication to the overall employee experience," says Sarah Lewis-Kulin, the Vice President of Global Recognition at Great Place To Work. She emphasizes that Certification is the sole official recognition earned by the real-time feedback of employees regarding their company culture. “By successfully earning this recognition, it is evident that Infopro Digital stands out as one of the top companies to work for, providing a great workplace environment for its employees." Equal Opportunities We provide equal opportunities to employees and job applicants and do not discriminate either directly or indirectly, because of any protected characteristic or any other characteristic or activity protected by law. To fully comply with all laws prohibiting discrimination in all phases of employment, we have set up a system of monitoring all job applications, we therefore ask you to complete the equal opportunities questions on this form. This information will be collected anonymously, in confidence and will not be seen by anyone directly involved in the hiring process, it will be stored separately and used only to provide statistics for monitoring purposes. There is no obligation on you to provide information. All applicants will be treated the same, whether or not they provide this information.