Head of Enterprise Existing Business

Employment: Full-time Experience: Director Infopro Digital, the B2B group specialising in information and technology, is currently looking for a Head of Enterprise Existing Business on a permanent contract to strengthen the Red-on-line brand, based in either London or Paris. 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 growth, building on an established international client base, an expanding EHS compliance platform and significant opportunities to deepen relationships with existing enterprise customers. This is an opportunity to lead and develop a high-performing enterprise account management organisation, strengthen strategic customer relationships and unlock the considerable growth potential within our existing client base. We are looking for a hands-on commercial leader who combines strong customer relationship skills with commercial ambition, operational discipline and the ability to develop people. The Role Reporting directly to the CRO, the Head of Enterprise Existing Business will have full responsibility for the commercial performance and development of the EMEA enterprise customer portfolio, with direct line-management responsibility for enterprise Farmers across the UK & Ireland, France and DACH, with wider EMEA coverage as required. The successful candidate will inherit an established team and customer portfolio, with a clear mandate to strengthen account planning, deepen executive engagement, improve commercial consistency and accelerate expansion. This is not a passive account management or renewal administration role. The individual must be commercially ambitious, close to strategic customers and capable of coaching their team to identify, develop and convert growth opportunities. What You Will Own Revenue Delivery & Commercial Performance 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. Strategic Account Management & Customer Development 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. Account Growth Methodology & Playbook 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. Customer Retention, Commercial Renewals & Pricing 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. People Leadership, Coaching & Talent Development 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. Sales Effectiveness & Operational Excellence 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 Essential Experience & Capabilities 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. Desirable Experience 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. Personal Attributes We are looking for a leader who is: Commercially ambitious: Sees existing customers as a significant growth opportunity, not simply a portfolio to maintain. Customer-focused: Builds trusted relationships through genuine understanding of customer needs and business priorities. Hands-on: Leads from the front, actively coaches and engages with strategic customers. Strategic: Sees the bigger picture across complex accounts and identifies opportunities beyond immediate requirements. Structured: Creates clarity, consistency and discipline without unnecessary bureaucracy. People-focused: Develops individuals, builds trust and creates a culture where people can perform. Collaborative: Works effectively across functions and geographies, balancing commercial priorities with customer outcomes. Resilient: Maintains focus, judgement and constructive leadership through challenging commercial situations. Benefits We offer a fantastic holiday allowance that increases the longer you stay with the company, and you can take your birthday off – on us. You will have access to a 24/7/365 Employee Assistance Programme, providing support and guidance across all areas of wellbeing and mental health, including face‑to‑face counselling. You will also benefit from access to our extensive learning programmes through our dedicated platform, Generation Infopro. We support giving back, offering paid volunteer days throughout the year where you can contribute your skills and expertise to make a meaningful difference to the lives of others. What you’ll get: 25 days annual leave (rising up to 30 days) Group personal pension plan Life assurance Interest‑free season ticket loan Private medical insurance Employee assistance programme Employee discount scheme Eye‑care vouchers Discounted gym membership Agile and remote working Bike to Work scheme Enhanced maternity leave of up to 26 weeks’ full pay Dependant leave of up to 5 days’ full pay per year Dedicated menopause policy with a culture of open, inclusive support Option to buy additional holiday Dental insurance Option to add a partner to gym membership Health cash plan Learn More About Us 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 Opportunities 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 fully 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.