About this role
You'll Be a Great Fit If You:
• Have extensive experience (typically 8–10+ years) in a B2B sales role, selling to senior technology and business stakeholders, with a consistent record of exceeding new business targets.
• Are a true “hunter” with a strong track record of breaking into net-new enterprise accounts and building a pipeline from scratch.
• Thrive in a modern, structured sales environment and are comfortable working with CRMs such as Salesforce or Microsoft Dynamics.
• Are highly driven by targets, accountability, and continuous improvement.
• Value professional development and are motivated by weekly 1:1 coaching and regular team-based sales training.
• Excel at establishing credibility quickly and building value-led relationships with CxO-level decision-makers during complex sales cycles.
Key Responsibilities
• Own the full new business sales cycle, from initial prospecting through to deal close, focused exclusively on acquiring net-new enterprise clients.
• Drive consistent, high-volume outbound prospecting activity across target enterprise accounts, leveraging multiple channels including cold outreach, social selling, events, and marketing campaigns.
• Identify, engage, and penetrate key buying groups within large, complex organisations to generate new opportunities.
• Qualify and convert inbound marketing leads while maintaining a primary focus on self-generated pipeline.
• Develop and deliver high-impact, tailored sales presentations that clearly articulate Info-Tech's value proposition to executive audiences.
• Lead complex sales engagements, demonstrating deep understanding of client challenges and aligning solutions to strategic business outcomes.
• Build and maintain a strong pipeline of qualified opportunities, ensuring accurate forecasting and disciplined CRM management.
• Collaborate with marketing, research, and sales leadership to refine go-to-market strategies and improve new logo acquisition.
• Partner with Info-Tech's research team, including relevant analysts, to strengthen value propositions during sales engagements.
• Actively participate in ongoing coaching, training, and skills development initiatives to continuously enhance enterprise hunting capabilities.
Key Selection Criteria
• Proven success in enterprise new business sales, with a consistent track record of acquiring net-new logos.
• Experience selling to senior IT and business leaders within large, complex organisations.
• Background in selling research, advisory, consulting services, or similarly complex, intangible solutions.
• Demonstrated ability to open doors, create demand, and build opportunities within greenfield or competitive accounts.
• Strong ability to lead value-based, insight-driven sales conversations with C-level stakeholders.
• Excellent collaboration, listening, critical thinking, and communication skills.
• Comfortable operating in a fast-paced, high-performance, and entrepreneurial environment.
• High levels of resilience, curiosity, and drive to succeed in a pure hunting role.
• Willingness and ability to travel for client meetings as required.
• Bachelor's or Master's degree.
• Valid passport.
Working Arrangement
This role follows a flexible hybrid working model, with a preference for four days per week in our London office, balanced with travel to meet clients as part of the role.
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