Head of Enterprise Business

This is a fully remote position, open to applicants in United Kingdom, +1 more country.

📋 Description

• Take ownership of and achieve the revenue target for the EMEA Enterprise Existing Business, which includes expansion, cross-selling, upselling, and relevant commercial renewal goals.

• Ensure precise forecasting of expansion prospects, renewals, and commercial risks.

• Conduct regular account and pipeline assessments to identify growth possibilities, risks, and necessary actions.

• Provide personal support for strategic enterprise opportunities, involving executive engagement, complex negotiations, and significant renewals.

• Create a uniform and proactive strategy for enterprise account management throughout EMEA.

• Guarantee that every key enterprise account has a documented and actionable account plan with defined growth targets.

• Foster relationships across Operations, Legal, Procurement, IT, and executive leadership stakeholders.

• Facilitate regular, high-quality Quarterly Business Reviews that concentrate on business outcomes, value delivered, emerging needs, and future opportunities.

• Discover opportunities to enhance Red-on-line’s presence across various sites, countries, business units, and applications.

• Oversee the development, implementation, and ongoing enhancement of an enterprise account growth playbook.

• Ensure proactive commercial management of enterprise renewals, with clear accountability, timelines, and escalation protocols.

• Drive the execution of Red-on-line’s pricing strategy, including the New Pricing Model, within the enterprise portfolio.

• Assist in strategic negotiations involving multi-year contracts, expanded scopes, and enterprise commercial frameworks.

• Balance commercial growth goals with long-term customer relationships and retention.

• Directly manage the EMEA enterprise Farmer team, focusing on performance, development, engagement, and retention.

• Offer practical, account-focused coaching on account strategy, stakeholder engagement, discovery, QBR preparation, and commercial negotiations.

• Lead the recruitment, selection, onboarding, and development of enterprise account managers.

• Cultivate a culture of accountability, curiosity, customer focus, and continuous improvement.

• Collaborate with RevOps to create performance dashboards, leading indicators, and management reporting.

• Ensure Salesforce is utilized effectively as an account management and commercial planning tool.

• Work alongside Customer Success, Solution Consulting, and Professional Services for coordinated customer engagement.

⛳️ Requirements

• Extensive experience in leading enterprise account management, customer growth, or existing business sales teams within B2B SaaS or complex solution environments.

• Proven track record of generating expansion revenue, nurturing strategic accounts, and safeguarding recurring revenue.

• Deep understanding of complex enterprise customer relationships, purchasing processes, and stakeholder management.

• Demonstrated experience in implementing structured account planning, QBRs, and expansion selling methodologies.

• Strong people management background, including recruitment, coaching, performance assessment, and team development.

• Ability to engage confidently with senior customer executives and navigate complex commercial negotiations.

• Commercially analytical with a solid discipline in forecasting and performance management.

• Comfortable working in a multinational, multicultural organization.

• Experience in EHS, regulatory compliance, risk management, governance, or related enterprise software markets (preferred).

• Background in managing subscription pricing adjustments, complex renewals, and recurring revenue growth (preferred).

• Additional European language skills (preferred).

🏝️ Benefits

• 25 days of annual leave (increasing to 30 days).

• Day off for your birthday.

• 24/7/365 Employee Assistance Programme.

• Comprehensive training programs through Generation Infopro.

• Paid volunteer days throughout the year.

• Group personal pension plan.

• Life assurance.

• Interest-free season ticket loan.

• Private medical insurance.

• Employee discount scheme.

• Eye-care vouchers.

• Discounted gym membership.

• Flexible and remote working options.

• Bike to Work scheme.

• Enhanced maternity leave of up to 26 weeks at full pay.

• Dependent leave of up to 5 days at full pay per year.

• Dedicated menopause policy promoting open and inclusive support.

• Option to purchase additional holiday.

• Dental insurance.

• Option to add a partner to gym membership.

• Health cash plan.