About This Role
Driving new business sales and acquiring net-new enterprise clients is the core of this Regional Director role. It suits a highly driven "hunter" with extensive B2B sales experience, comfortable with complex sales cycles and building pipelines from scratch.
Responsibilities
- Own the full new business sales cycle, from initial prospecting through to deal close, focused exclusively on acquiring net-new enterprise clients
- Drive consistent, high-volume outbound prospecting activity across target enterprise accounts, leveraging multiple channels including cold outreach, social selling, events, and marketing campaigns
- Identify, engage, and penetrate key buying groups within large, complex organisations to generate new opportunities
- Qualify and convert inbound marketing leads while maintaining a primary focus on self-generated pipeline
- Develop and deliver high-impact, tailored sales presentations that clearly articulate Info-Tech’s value proposition to executive audiences
- Lead complex sales engagements, demonstrating deep understanding of client challenges and aligning solutions to strategic business outcomes
- Build and maintain a strong pipeline of qualified opportunities, ensuring accurate forecasting and disciplined CRM management
- Collaborate with marketing, research, and sales leadership to refine go-to-market strategies and improve new logo acquisition
- Partner with Info-Tech’s research team, including relevant analysts, to strengthen value propositions during sales engagements
- Actively participate in ongoing coaching, training, and skills development initiatives to continuously enhance enterprise hunting capabilities
Requirements
- Extensive experience (typically 8–10+ years) in a B2B sales role, selling to senior technology and business stakeholders, with a consistent record of exceeding new business targets
- Strong track record of breaking into net-new enterprise accounts and building a pipeline from scratch
- Thrive in a modern, structured sales environment and are comfortable working with CRMs such as Salesforce or Microsoft Dynamics
- Highly driven by targets, accountability, and continuous improvement
- Value professional development and are motivated by weekly 1:1 coaching and regular team-based sales training
- Excel at establishing credibility quickly and building value-led relationships with CxO-level decision-makers during complex sales cycles
- Proven success in enterprise new business sales, with a consistent track record of acquiring net-new logos
- Experience selling to senior IT and business leaders within large, complex organisations
- Background in selling research, advisory, consulting services, or similarly complex, intangible solutions
