Role Overview
The Global New Business Director will play a pivotal role in driving strategic commercial growth and consistently hitting and exceeding new business quotas for the newly aligned Global Risk Insights (GRI) team. Based in London, this senior leadership position is responsible for managing, coaching, and scaling a high‑performing team of sales executives and sales specialists. In this role you will lead the go‑to‑market strategy to accelerate subscription revenue across Dragonfly and Oxford Analytica, transforming the sales approach into a data‑led engine using metrics, market segmentation, and structured pipelines.
Key Responsibilities
Sales Leadership & Team Management
- Directly manage, motivate, and coach a globally distributed team of sales executives and specialists to consistently hit revenue targets.
- Provide continuous mentorship and executive involvement on complex, multi‑stakeholder sales cycles, commercial negotiation, and high‑value pipeline management.
- Foster a high‑performance culture rooted in accountability, collaborative execution, and professional development.
Pipeline & Ecosystem Development
- Lead the team to proactively generate a robust new business pipeline through rigorous territory planning and individual prospecting, including selection of networking events, conferences, and marketing campaigns.
- Partner with Sales Development Representatives to optimize outbound prospecting strategies, accelerate lead qualification, and maximize market penetration.
- Collaborate across the wider Dow Jones B2B Sales organization to establish a bidirectional referral pipeline and participate in cross‑functional selling teams to capture enterprise‑wide opportunities.
Data‑Led Revenue & Strategy Execution
- Run the team with best‑practice to a data‑led engine using robust pipeline coverage tracking, sales velocity insight, conversion metrics, CRM excellence, road‑to‑quota metrics, solid territory plans, and clarity on ICP to identify high‑impact opportunities.
- Own the global new business pipeline, delivering highly accurate forecasting directly to executive leadership to guarantee quota delivery.
Go‑To‑Market & Product Positioning
- Drive net‑new enterprise subscription growth across Dragonfly and Oxford Analytica services.
- Effectively articulate the unique value proposition of Oxford Analytica’s macro‑political foresight alongside Dragonfly’s operational security intelligence and the wider Dow Jones B2B service lines.
- Think creatively about how GRI content sets can be sold alongside Dow Jones Risk and Compliance products.
- Guide the team in selling complex, high‑value information solutions that blend proprietary data, original research, and expert analysis to help clients manage downside risk and build operational resilience.
Executive Stakeholder Engagement
- Act as an executive sponsor on major, complex deals, building trusted relationships with C‑suite stakeholders and senior decision‑makers across corporate, financial, and government sectors.
- Lead by modelling consultative, solution‑based selling methodologies that map sophisticated risk products to clients’ strategic business priorities.
Skills & Experience Required
- Sales Leadership Experience: Minimum of 10 years in sales and 5 years managing B2B teams with a proven record of consistently hitting and exceeding group quotas.
- Domain Expertise: Extensive background in subscription‑based geopolitical risk intelligence, country risk datasets, security analysis solutions, preferably with advisory sales experience.
- Data‑Driven Methodology: Proven success designing, implementing, or running a structured, data‑led sales engine using analytics and CRM workflows.
- Matrixed & Collaborative Selling: Ability to navigate complex corporate structures and collaborate across matrixed B2B environments to build referral networks and win deals.
- Enterprise Deal Architecture: Strong history of closing and guiding teams through complex, multi‑stakeholder, enterprise‑level transactions with long sales cycles.
- Communication & Presence: Exceptional negotiation, presentation, and communication skills, with the ability to command executive boardrooms and internal stakeholders.
- Location: Based in or able to travel regularly to the London office.
What Sets This Role Apart
This is a high‑visibility, transformative leadership opportunity within the Global Risk Insights business. You will integrate and scale the market presence of two premier intelligence platforms, shaping the commercial playbook and driving the strategic revenue architecture for a global sales organization.
Equal Opportunity Employer
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status or any other protected characteristic under applicable law.
Reasonable Accommodation
We are committed to providing reasonable accommodation for qualified individuals with disabilities in the application and interview process. If you need assistance, email talentresourceteam@dowjones.com with “Reasonable Accommodation” in the subject line.
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