Sales Director - New Business
About this role
Duties and Responsibilities
Team Leadership and Development
- Lead, coach, and develop a team of Account Executives focused on new business
- Drive accountability to activity, pipeline, and revenue targets
- Deliver structured coaching through call reviews, deal strategy, and performance feedback
- Build a high-performance culture centered on ownership, resilience, and results
New Business Acquisition
- Own team performance against new revenue and MCV targets
- Drive pipeline generation through disciplined prospecting and outreach
- Improve conversion rates across each stage of the sales funnel
- Support Account Executives in live deals to increase win rates
Sales Execution and Performance Management
- Monitor daily sales activity, pipeline health, and forecast accuracy
- Set clear expectations for outreach, meetings, proposals, and close rates
- Ensure consistent execution of the Info-Tech sales process and Engage Playbook
- Hold team accountable to weekly and monthly performance metrics
Strategy and Continuous Improvement
- Develop and execute acquisition strategies aligned to business goals
- Analyze performance data to identify gaps and opportunities
- Implement process improvements to drive efficiency and effectiveness
- Partner with Sales leadership to evolve go-to-market approach
Operational Excellence and Reporting
- Accurately forecast monthly, quarterly, and annual acquisition performance
- Report on team metrics and provide actionable insights
- Ensure alignment with company processes, policies, and standards
Client and Market Impact
- Reinforce strong value-based selling and executive-level conversations
- Ensure a consistent and high-quality customer experience
- Represent Info-Tech professionally in all client interactions
Education and Experience
- Bachelor’s degree in any field
- 5+ years of front-line B2B sales experience
- Proven track record of exceeding new business sales targets
- Demonstrated success leading Account Executives or similar roles
Skills and Competencies
- Strong acquisition-focused sales leadership
- Excellent coaching and performance management capability
- Data-driven with strong business and commercial acumen
- Ability to operate in a high-activity, metrics-driven environment
- Strong communication and executive presence
- High resilience, urgency, and accountability
- Experience leveraging AI productivity tools, Salesloft, and other sales technologies to improve productivity, pipeline management, prospect engagement, and sales effectiveness.
Preferred:
- Experience in a high-volume, transactional sales environment
- Background in advisory, information services, or business services
- Additional European language capability
Location:
London, UK
Work Model:
Hybrid: four days in-office, one day remote
#LI-MP1
Company at a glance
Info-Tech Research Group is the “get things done” partner for over 30,000 IT leaders worldwide. The fastest growing research and advisory firm, Info-Tech enables leaders to make well-informed decisions and transform their organizations through AI, strategic foresight, step-by-step methodologies, practical tools, industry-leading advisory, and training programs.
For 30 years, tens of thousands of private and public organizations have trusted us to lead their most important initiatives through periods of change and deliver outcomes that truly matter through technology.
Tired of cold applications?
Sign up with Clera and we'll reach out the moment a role actually fits you — no more spraying applications into the void.
Know someone who'd be great for this?