EMEA/ APAC Sales Manager in City of London

About The Role

The Head of Enterprise Sales leads a team of outbound sales representatives across the US and UK, accountable for two revenue lines: new logo acquisition into white space accounts, and revenue growth within existing accounts through new seats, new products and new buying centres. Both motions are outbound. Reps prospect into a defined target list rather than working inbound leads or waiting on renewal timing. The manager owns a dedicated outbound pipeline with its own sourcing, stages and forecast, held separately from renewals. Account Management retains the client relationship and the renewal in existing accounts; this team owns acquisition and growth.

Your main responsibilities will include:

• Team Composition
  • Outbound Sales Executive (New Business) — white space acquisition against a named target list of 180 to 220 accounts per rep, segment focused and region based
  • Outbound Client Sales Executive (Expansion) — outbound growth inside assigned existing accounts, targeting new seats, new products and new buying centres
• Team Leadership
  • Lead, coach and develop a team of outbound reps carrying individual quotas across new business and expansion
  • Hire and onboard into the team, and get new reps productive against a defined ramp
  • Set activity and pipeline standards and manage performance against them consistently
  • Work live deals alongside reps, particularly on commercial structuring and negotiation
• New Business: White Space
  • Own the new logo number for the team and the plan to deliver it, tracking progress against target list coverage and pipeline coverage ratios
  • Define and allocate white space territory by segment and region, to a named target list per rep
  • Drive account-based prospecting built on segment, firmographic and persona fit
  • Hold reps to full-cycle execution from prospecting through negotiation and close
• Working with Account Management
  • Coordinate coverage so outbound activity is timed around renewal cycles and client sentiment, not against them
  • Keep ownership clear: the Account Manager holds the relationship and the renewal, the rep holds the opportunity
  • Escalate account health risk surfaced during outbound work, flagging early so Account Management can respond before renewal is at risk
• Existing Business: Expansion
  • Own the expansion number across the team's assigned accounts, and the account-level plan to reach it
  • Prioritise accounts by whitespace within the relationship: unserved teams and unattached products
  • Drive outbound sourcing using product usage data, seat utilization, contract structure and engagement signals
  • Hold reps to multi-threading beyond the current contact set into adjacent teams and functions
  • Hand landed expansion back to the Account Manager once closed, with a clean handover of context so ongoing servicing isn't disrupted
• Pipeline & Forecast Governance
  • Build and govern a standing outbound pipeline with clear stages, definitions and hygiene standards
  • Forecast new business and expansion separately so each line is visible on its own
  • Run weekly pipeline reviews and monthly forecast reviews across both motions
  • Maintain CRM discipline in Dynamics 365 and work with Sales Ops on funnel visibility
• Cross-Functional Execution
  • Work with the deal desk on pricing, structure and approval
  • Partner with Marketing on campaign design and lead generation, and with Product on positioning, packaging and objection handling
  • Represent US and UK outbound performance in leadership forums and quarterly planning, bringing pipeline health and forecast confidence into the wider commercial narrative

About You

Requirements Qualification & Experience

• Track record managing outbound sales teams against carried quota, ideally across both new business and expansion motions, with a clear history of hitting or exceeding number
• Demonstrable ability to build pipeline from cold rather than manage inbound flow, including territory planning and account-based prospecting
• Strong commercial instinct on pricing, structure and negotiation, comfortable stepping into live deals alongside reps
• Experience coaching reps on multi-threading into complex organizations and navigating multiple buying centers and stakeholders
• Experience running pipeline and forecast governance, including CRM discipline (Dynamics 365 or equivalent) and a regular weekly/monthly reporting cadence
• Comfortable operating across US and UK markets and time zones, ideally with prior experience leading a distributed or multi-region sales team
• Subscription or information services background; private markets experience an advantage but not essential

Skills & Attributes

• Strong people leadership: able to hire well, coach consistently, and hold reps accountable to activity and pipeline standards
• Data-driven and analytically rigorous, comfortable using product usage, seat utilization and engagement signals to prioritise territory and accounts
• Excellent stakeholder management, able to work cross-functionally with Account Management, Marketing, Product
• Clear, confident communicator, able to represent outbound performance and forecast confidence in senior leadership and planning forums
• Resilient and target-driven, with the tenacity to build new pipeline from a cold start and hold a team to the same standard

Benefits

• 25 days of annual leave plus 8 bank holidays, with additional leave for long service and a gifted Christmas break
• Holiday flex option to buy or sell up to 3 days of leave
• Employee incentive reward program (EIRP) tied to future exit events (PERM ONLY)
• 4 paid volunteer days per year
• On site 24/7 gym with classes and full facilities
• Life insurance (4x basic salary) and 24/7 Employee Assistance Programme
• Private medical insurance (post-probation), annual eye tests and DSE eyewear allowance
• Pension scheme with 4.5% matched contributions and enhanced matching over time
• Cycle to work scheme, interest-free travel loan and employee referral bonus

About Us

PEI Group is the leading global provider of business intelligence, data, analytics, and events for private markets professionals. Through meticulously sourced data, deep analytical expertise, and a trusted journalistic heritage, PEI delivers vital intelligence to sharpen the decision-making of more than 30,000 investors, asset managers, and service providers. With over two decades of strong growth, PEI operates across ten asset classes including private equity, private credit, private real estate, and private infrastructure, through our portfolio of premium research platforms, membership networks, and global events. Our 500-strong team operating from six offices, equips private market professionals with the relationships, opportunities, and critical market insights they need to navigate evolving markets and achieve stronger investment outcomes. At PEI we value diverse talent and welcome applications from everyone – regardless of background. We are an equal opportunity employer and our inclusive culture at PEI is reflected in every stage of the recruitment journey. Please inform us at initial stages of the recruitment process if you require any reasonable adjustments and we can accommodate this. PEI Group supports flexible working arrangements, and we welcome career returners.