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About the Role

This role is an opportunity to lead and develop a high-performing enterprise account management organization, strengthen strategic customer relationships, and unlock growth potential within the existing client base. The Head of Enterprise Existing Business will have full responsibility for the commercial performance and development of the EMEA enterprise customer portfolio.

Responsibilities

Own and deliver the EMEA Enterprise Existing Business revenue target, including expansion, cross-sell, upsell and applicable commercial renewal objectives.
Maintain accurate forecasting of expansion opportunities, renewals and commercial risks.
Lead regular account and pipeline reviews, identifying growth opportunities, risks and required interventions.
Personally support strategic enterprise opportunities, including executive engagement, complex negotiations and significant renewals.
Establish a consistent, proactive approach to enterprise account management across EMEA.
Ensure every priority enterprise account has a documented, actionable account plan with clear growth objectives.
Build relationships across multiple stakeholders, extending beyond the initial EHS contact into Operations, Legal, Procurement, IT and executive leadership.
Ensure regular, high-quality Quarterly Business Reviews (QBRs) focused on business outcomes, value delivered, emerging needs and future opportunities.
Identify opportunities to expand Red-on-line’s footprint across sites, countries, business units and applications.
Own the development, implementation and continuous improvement of a consistent enterprise account growth playbook.
Move beyond reactive account management and establish a repeatable, proactive approach to enterprise customer growth.
Ensure proactive commercial management of enterprise renewals, with clear ownership, timelines and escalation processes.
Drive effective implementation of Red-on-line’s pricing strategy, including the New Pricing Model (NPM), within the enterprise portfolio.
Support strategic negotiations involving multi-year agreements, expanded scope and enterprise commercial frameworks.
Balance commercial growth objectives with long-term customer relationships and retention.
Directly manage the EMEA enterprise Farmer team, with responsibility for performance, development, engagement and retention.
Provide practical, account-based coaching, including account strategy, stakeholder engagement, discovery, QBR preparation and commercial negotiations.
Lead recruitment, selection, onboarding and development of enterprise account managers.
Build a culture of accountability, curiosity, customer focus and continuous improvement.
Work with RevOps to establish meaningful performance dashboards, leading indicators and management reporting.
Ensure Salesforce is used as an effective account management and commercial planning tool.
Work with Customer Success, Solution Consulting and Professional Services to ensure customers receive coordinated commercial and operational engagement.

Requirements

Significant experience leading enterprise account management, customer growth or existing business sales teams within B2B SaaS or complex solution environments.
Demonstrable success delivering expansion revenue, developing strategic accounts and protecting recurring revenue.
Strong understanding of complex enterprise customer relationships, buying processes and stakeholder management.
Proven experience implementing structured account planning, QBR and expansion selling methodologies.
Strong people-management experience, including recruitment, coaching, performance management and team development.
Ability to engage confidently with senior customer executives and lead complex commercial negotiations.
Commercially analytical, with strong forecasting and performance management discipline.
Comfortable operating in a multinational, multicultural organisation.
Experience in EHS, regulatory compliance, risk management, governance or related enterprise software markets.
Experience managing subscription pricing changes, complex renewals and recurring revenue growth.
Additional European language capabilities.

Skills

Commercial leadership
Customer relationship management
Commercial ambition
Operational discipline
People development
Account planning
Executive engagement
Commercial consistency
Expansion selling
Forecasting
Performance management
Salesforce
Negotiation

Location

London
Paris

Work Type

Permanent contract
Agile working
Remote working

Experience Level

Head of Enterprise
Senior leadership

Benefits

Holiday allowance that increases with tenure
Birthday off
24/7/365 Employee Assistance Programme
Access to learning programmes
Paid volunteer days
25 days annual leave (rising up to 30 days)
Group personal pension plan
Life assurance
Interest-free season ticket loan
Private medical insurance
Employee discount scheme
Eye-care vouchers
Discounted gym membership
Enhanced maternity leave of up to 26 weeks’ full pay
Dependant leave of up to 5 days’ full pay per year
Dedicated menopause policy
Option to buy additional holiday
Dental insurance
Option to add a partner to gym membership
Health cash plan

About the Company

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.
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 across five key economic sectors: construction and public sector, automotive, industry, risk and insurance, and retail.
Through our solutions, decision‑makers make informed decisions and companies develop their business and performance in a sustainable way.

Equal Opportunity

We provide equal opportunities to employees and job applicants and do not discriminate, either directly or indirectly, on the basis of any protected characteristic or any other characteristic or activity protected by law.
To comply with equal opportunities legislation, we monitor all job applications.
Applicants are therefore asked to complete equal opportunities questions as part of the application process.
This information is collected anonymously, stored securely, and used solely for monitoring purposes.
There is no obligation to provide this information, and all applicants will be treated equally whether or not they choose to do so.