Head of Sales

Position overview

This role owns the company’s new business number.
The Head of Sales will lead Insurance Insider’s New Business team globally, reporting directly to the Chief Revenue Officer and managing six sellers across the US and UK, and is accountable for delivering the company’s entire new business revenue target.

This is a builder’s role. Beyond hitting the number, the Head of Sales will create the repeatable processes and workflows that allow the team to sell consistently and predictably across both regions - from prospecting and outreach through qualification, pipeline management and forecasting - and will make full use of our sales technology stack: Salesloft, Hyperbound, LinkedIn Sales Navigator, ZoomInfo, Salesforce and BigDough.

This is not a role for a sales administrator. We want a leader who has carried a quota, sold subscriptions to data, research or market intelligence, and can step into a deal when it matters. Just as importantly, they will set a standard of enthusiasm, reliability, accountability and ownership that the team adopts as its own.

Principal responsibilities

New business revenue and pipeline

Own and deliver Insurance Insider’s global new business target, setting regional and individual targets that roll up to the company number.
Build and maintain a healthy, well-qualified pipeline across the US and UK, with accurate weekly, monthly and quarterly forecasting.
Work with Commercial Leadership to prioritise target segments and accounts, directing the team’s effort to the highest-value opportunities.
Personally lead or support strategic deals from the first meeting through negotiation and close.

Team leadership and development

Directly manage a team of six New Business sellers (four in the US, two in the UK), setting clear expectations for activity, pipeline quality and results.
Coach, develop and motivate the team through regular 1:1s, deal reviews, call coaching and skills-based training.
Model and draw out enthusiasm, reliability, accountability and ownership in every member of the team, building a culture where sellers own their numbers and follow through on their commitments.
Lead hiring, onboarding and performance management, addressing performance gaps promptly and fairly.
Run one team across two regions, with consistent standards, shared best practice and a single team culture between New York and London.

Process, tools and data

Design, document and embed repeatable sales processes and workflows — prospecting, outreach cadences, qualification, deal progression and handoff to Account Management — that the team uses consistently.
Drive full, disciplined adoption of our sales technology stack: Salesloft for sequencing and engagement, Hyperbound for call practice and coaching, LinkedIn Sales Navigator, ZoomInfo and BigDough for prospecting and account intelligence, and Salesforce for pipeline management and forecasting.
Own Salesforce integrity for the New Business team: accurate opportunity data, disciplined stage management and reliable forecasts.
Use activity, conversion and pipeline metrics to identify what works, refine the sales playbook and scale best practice across both regions.

Market presence and partnership across the business

Represent Insurance Insider at industry events, conferences and client meetings as a visible, credible presence in the insurance and financial markets.
Draw on and extend a personal network across financial services and insurance to open doors and generate senior-level opportunities.
Partner with Account Management on clean handoffs and expansion, with Marketing on demand generation and campaigns, and with RevOps on reporting, territories and tooling.
Partner with Editorial and Research so the team brings real market intelligence — not just product features — to every client conversation.

Candidate profile

The ideal candidate is a builder and a proven sales leader: someone who has managed sellers successfully, still loves to sell, and is energised by creating the structure, process and discipline that let a team perform consistently. They move easily between strategy and execution and are happy to roll up their sleeves.

They are charismatic and credible with senior buyers; people take their calls because of who they are, not just what they sell. Ideally they bring an established network across the financial industry, preferably in the insurance market, and know how to turn relationships into pipeline.

They embody enthusiasm, reliability, accountability and ownership, and know how to bring out those same qualities in others. They set high standards, follow through on their commitments, and hold themselves and their team accountable for the number.

Skills and qualifications

Bachelor’s degree or equivalent experience.
Required: a proven track record of managing and developing sales teams to successful outcomes, including consistently meeting or exceeding team targets.
Required: direct, quota-carrying sales experience, with a record of winning new business.
Required: experience selling subscriptions to data, research or market intelligence products.
Demonstrated ability to build repeatable sales processes, playbooks and workflows, and to drive consistent adoption across a team.
Hands-on proficiency with modern sales tools; experience with Salesforce, Salesloft, LinkedIn Sales Navigator and ZoomInfo strongly preferred, and familiarity with Hyperbound and BigDough a plus.
An established network in the financial industry; insurance, reinsurance or broking market preferred.
Experience leading teams across multiple regions or time zones, ideally the US and UK.
Strong forecasting, pipeline management and commercial acumen.
Excellent communication, presentation and negotiation skills.