New Business Account Executive

About Us

Barbour is a trusted and comprehensive provider of regulatory information, guidance, standards and resources, supporting clients wherever they are in the world.

Barbour is a trusted and comprehensive provider of regulatory information, guidance, standards and resources, supporting clients wherever they are in the world. Through our knowledge of complex legislation and flexible resources, we empower organisations to simplify and manage their Environmental, Health & Safety (EHS) compliance. It's about more than just legislation. Working with Barbour means having a partner to help put strong compliance foundations in place, provide tools to influence company culture and access specialist consultancy.

We help our clients stay on top of ever-changing regulatory and industry developments, keeping people safe, protecting the environment and reducing organisational risk.

The ideal candidate will be an experienced and commercially minded B2B new business salesperson with a demonstrable track record of delivering against revenue targets. You'll be comfortable owning the complete sales cycle and operating independently while working collaboratively as part of a wider New Business team. To excel in this role, you'll ideally have:

• A proven and demonstrable track record of achieving or exceeding B2B New Business sales targets.
• Experience owning a full sales cycle, from prospecting and discovery through to proposal, negotiation and close.
• Strong consultative and solution-selling skills.
• Experience selling SaaS, subscription services, information services, compliance solutions, professional services or another complex B2B proposition would be advantageous.
• Strong discovery skills and the curiosity to understand how a customer's organisation actually operates.
• The ability to move beyond surface-level problems and uncover the wider commercial impact behind a customer's requirements.
• Experience developing and presenting compelling business cases.
• Experience navigating multi-stakeholder B2B buying processes.
• Confidence engaging with senior decision-makers, Directors and C-suite stakeholders.
• The ability to identify and develop internal customer champions while gaining access to wider decision-makers.
• Strong commercial judgement and negotiation skills.
• Confidence generating your own pipeline rather than relying solely on inbound or pre-booked opportunities.
• Strong pipeline management, organisation and forecasting discipline.
• Experience using CRM platforms, ideally Salesforce.
• Excellent written and verbal communication skills.
• Strong presentation and virtual meeting skills.
• The ability to learn complex products and propositions and translate them into simple customer outcomes.
• Curiosity and a willingness to continuously develop your commercial and industry knowledge.
• Resilience, accountability and a strong drive to win.
• A collaborative mindset and willingness to share knowledge and learn from others.

Previous Environmental, Health & Safety experience isn't essential. We will provide comprehensive product and industry training. What's more important is your ability to ask intelligent questions, understand customer problems and translate solutions into business value.

The successful candidate will demonstrate behaviours that reflect our core values. Our colleagues are approachable and optimistic, focusing on solutions. We listen to understand client needs, delivering expert guidance and high-quality service. We foster collaboration by sharing knowledge openly and supporting others to thrive through well-considered feedback. We continuously strive for improvement by being open to challenge, remaining curious and focusing on innovation.

We are looking for an experienced…