Head of Sales

Insurance Insider is the leading provider of news, analysis and market intelligence for insurers, reinsurers, brokers, investors and service providers. Since 1996, we have helped the most important players in global insurance see around corners, spot opportunity and make smarter commercial decisions.

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, Linked In Sales Navigator, Zoom Info, Salesforce and Big Dough.

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.

• 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.

• 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.

• 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, Linked In Sales Navigator, Zoom Info and Big Dough 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.

• 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…