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About the Role

The Head of Sales for each sector is responsible for the commercial performance and growth of one of Corporate Licensing's priority industry sectors. The role will also help deepen our understanding of the markets we serve, strengthen customer relationships and identify new opportunities for sustainable growth across the Financial Times' enterprise portfolio.

Responsibilities

Deliver commercial performance across new business, renewals, expansion and strategic account development.
Work with Regional Sales Directors (Asia & CEMEA) and Regional Sector Leads (where applicable), and the Head of Total Account Management to ensure the global sector strategy is executed consistently across all markets.
Contribute to the commercial strategy for the sector, aligning priorities and resources with the greatest opportunities for sustainable growth.
Identify emerging customer needs, changing market dynamics, competitor activity, and commercial trends that influence sector priorities that may influence the Financial Times' future commercial strategy.
Identify potential partnership, investment and acquisition opportunities that could strengthen the Financial Times' position within the sector, bringing those opportunities to the attention of senior leadership where appropriate.
Build relationships with key customers, industry bodies and market influencers, strengthening the Financial Times' profile and credibility within the sector.
Act as the commercial voice of the sector, bringing customer insight and market intelligence into Corporate Licensing leadership discussions.
Provide direct management of Business Development Managers, Customer Relationship Managers, Customer Success Managers and Sales Development Representatives within the home region.
Lead, coach and continue to develop a high-performing regional commercial team through clear objectives, regular coaching and effective performance management.
Drive commercial execution through effective pipeline management, forecasting and customer planning.
Ensure the regional team remains aligned with wider sector priorities while contributing to Corporate Licensing objectives.
Work closely with Regional Sales Directors (Asia & CEMEA) and Regional Sector Leads to ensure sector strategies are implemented consistently across all markets.
Partner with the Head of Total Account Management to embed consistent account management principles across the sector.
Collaborate with the Head of Solutions to ensure customers benefit from the full breadth of the Financial Times' enterprise capabilities.
Work closely with Marketing, Product and Editorial teams to bring customer insight into wider commercial and product discussions.
Contribute to the continued development of Corporate Licensing as a member of the leadership team.

Requirements

Significant experience leading enterprise B2B commercial teams within complex markets.
Strong understanding of one or more of Corporate Licensing's priority sectors, together with the ability to develop deep market expertise over time.
A proven track record of delivering sustainable commercial growth through new business, strategic account development and customer retention.
Strong commercial judgement, balancing immediate commercial performance with long-term customer relationships.
A naturally curious and entrepreneurial mindset, with the ability to identify emerging market opportunities, competitive developments and strategic growth opportunities.
Experience leading integrated commercial organisations, including Business Development, Customer Relationship Management, Customer Success and Sales Development functions.
Experience operating successfully within a matrix organisation, building influence across functions rather than relying solely on formal authority.
Excellent stakeholder management skills, with the ability to build credibility both internally and externally.
Strong leadership capability, creating and sustaining high-performing teams through coaching, clarity, accountability and collaboration.
A genuine interest in the role trusted information, journalism and specialist intelligence play in helping organisations make better decisions.

Skills

Sales
Account Management
Commercial Strategy
Market Expertise
Customer Relationship Management
Pipeline Management
Forecasting
Stakeholder Management
Leadership
Coaching
Collaboration

Location

Global

Work Type

Hybrid

Experience Level

Senior

Benefits

Generous annual leave
Medical cover
Inclusive parental leave packages
Subsidised gym memberships
Opportunities to give back to the community

About the Company

The Financial Times is one of the world’s leading news organisations, globally recognised for its authority, integrity and accuracy, with a mission to deliver quality information and services worldwide.
At the FT, curiosity thrives and ambitious thinking is rewarded. Here, you’re given the chance to reach millions, create work that matters and deliver impartial journalism in a polarised world.
In our warm, collaborative culture, you’ll connect with a diverse community of experts who support your growth, career aspirations and wellbeing.
Your future at the FT will be filled with opportunities that challenge and inspire you. With no fixed path, you’ll discover new skills and forge a career that can take you anywhere.
Build a newsworthy career at the FT.

Equal Opportunity

We believe in the power of unique perspectives and want all voices in our organisation to be heard, respected and valued. A supportive workplace is one where employees feel they can be themselves and operate to their full potential. We are committed to removing barriers for everyone, with a focus on addressing those faced by underrepresented groups.
We are a disability confident employer and Valuable 500 signatory.