Infopro Digital
Commercial Director
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Infopro Digital Services Limited is seeking a Commercial Director to join its Automotive division. This position is critical to driving sustainable revenue growth, commercial strategy and sales excellence across a portfolio of SaaS, data, information services and subscription-based solutions.
Infopro Digital Automotive is a leading global provider of data and software solutions for the automotive aftermarket, supporting workshops, distributors, parts manufacturers, OEMs, fleets and other industry professionals. With over 70 years of industry expertise, Haynes is an established and trusted automotive data solutions provider within this specialist automotive division of Infopro Digital, a global group with 4,000 employees across 26 countries.
This is not a project-sales role. Our commercial model is built around scalable SaaS and data solutions that create measurable, ongoing value for customers in the automotive aftermarket. We are looking for a commercially ambitious leader who understands recurring revenue, can set and execute a clear growth strategy, and knows how to build a disciplined, customer-centric and high-performing sales organisation.
THE ROLE
Reporting to the General Manager, you will have full responsibility for the UK commercial function. You will lead the sales and account management team, define the commercial plan, establish a rigorous operating cadence and ensure consistent execution across new business, retention and account growth.
This role requires a highly strategic sales leader who can engage at Board and C-Suite level while maintaining a relentless focus on pipeline generation, opportunity conversion and revenue growth. You will combine strategic leadership with visible involvement in priority customers and major opportunities. You will create clarity around market focus, customer segmentation, sales methodology, performance standards and resource allocation, while building a team that can deliver scalable recurring-revenue growth.
Key Responsibilities
Lead the UK Commercial Organisation
- Lead, coach and develop the UK sales and account management team, creating clear accountability for new business, retention and expansion
- Set individual and team objectives, clarify roles and priorities, and build a high-performance culture grounded in customer value and commercial discipline
- Own the commercial operating rhythm, including one-to-ones, pipeline reviews, forecast calls, account reviews and performance conversations
- Assess organisational capability, recruit and onboard strong commercial talent, and develop succession and capability plans
- Create an environment in which people are supported, challenged and equipped to perform at their best
Set and Execute the Commercial Strategy
- Develop and execute the UK commercial strategy across priority segments, customer types, routes to market and the full Infopro Digital Automotive product portfolio
- Translate business objectives into clear go-to-market plans, territories, account priorities, targets and measurable activity
- Drive systematic cross-selling across the full product portfolio by equipping the team to identify customer needs and deliver integrated account plans
- Balance new-logo acquisition with retention, renewal, cross-sell and upsell, ensuring customers benefit from the most relevant solutions while maximising customer lifetime value
- Define ideal customer profiles, segment the market and focus resources on the opportunities with the greatest strategic and commercial potential
- Contribute to budgeting, pricing, commercial planning and investment decisions, using data and market insight to guide decision-making.
Build a Scalable Recurring Revenue Engine
- Ensure the commercial model remains focused on repeatable SaaS and subscription revenues rather than bespoke, one-off project work
- Establish consistent qualification, discovery, solution-selling, negotiation and account-management practices across the team
- Develop repeatable sales plays that can scale across customer groups, use cases, product lines and territories
- Partner with product, marketing and operations teams to sharpen propositions, increase adoption and remove barriers to scalable growth
- Create strong alignment between customer needs, the wider product portfolio and measurable business outcomes
- Build an active exchange with commercial leaders across the Infopro Digital Group to share market intelligence, customer opportunities, sales plays and best practice.
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Own Funnel Performance, Forecasting and KPIs
- Own the quality and health of the UK sales funnel, ensuring strong CRM discipline, consistent stage definitions and clear next actions
- Monitor leading and lagging indicators including qualified pipeline creation, pipeline coverage, stage conversion, sales-cycle length, win rate, average contract value and new annual recurring revenue
- Track retention, renewal rate, churn, expansion revenue and net revenue retention across the installed customer base
- Provide accurate weekly, monthly and quarterly forecasts supported by clear evidence and realistic assumptions
- Use data to diagnose bottlenecks, challenge assumptions, improve conversion and take corrective action early.
Lead Strategic Customers and Major Opportunities
- Act as executive sponsor for priority accounts and maintain senior relationships with key customers and partners
- Personally support or lead complex, strategic and high-value opportunities where senior involvement can materially improve outcomes
- Position the wider Infopro Digital Automotive solutions portfolio at Board, C-Suite and executive level
- Ensure robust account plans are in place for key customers, covering stakeholder relationships, adoption, risk, renewal and growth potential
- Create a strong customer feedback loop and ensure insights are reflected in product, marketing and operational decisions
- Handle significant commercial escalations with sound judgement, pace and a focus on long-term customer value
Requirements
Essential Experience
- Proven success leading a B2B SaaS, data, information-services or subscription sales organisation with recurring revenue targets
- Demonstrable experience managing and developing sales and account-management teams, including performance management, coaching and recruitment
- Strong personal track record in new-business hunting, complex solution selling and closing strategic accounts
- Deep understanding of SaaS commercial mechanics and metrics, including ARR, MRR, ACV, churn, retention, NRR, CAC, pipeline coverage, conversion rates and forecast accuracy
- Experience building a measurable and repeatable commercial operating system through CRM, dashboards, structured reviews and a consistent sales methodology
- Evidence of improving team productivity, qualification, conversion, deal velocity, retention and forecast reliability
- Strong commercial judgement, negotiation capability and executive-level communication
- Ability to operate strategically while remaining close to customers, people and critical opportunities.
Highly Desirable
- Knowledge of the automotive aftermarket, workshop networks, distributors, parts, diagnostics, repair data or related digital solutions
- Experience leading sales in fragmented markets with a mix of enterprise groups, networks and independent businesses
- Experience working in multi-country or matrix organisations, collaborating across borders and aligning local execution with wider portfolio opportunities
- Experience leading commercial transformation or scaling a growing subscription business.
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HOW YOU OPERATE
Commercial Leader
You create strategic clarity, make disciplined choices and turn direction into consistent execution.
Performance-Oriented
You set a high bar, make accountability explicit and intervene constructively when performance is off plan.
Data-Driven
You use facts, ratios and trends to diagnose performance, allocate resources and improve the commercial system.
Customer-Centric
You keep customer value at the centre of strategy, sales execution and product feedback.
Talent Builder
You coach with clarity, recognise potential and build a team capable of sustained performance.
Hunter Mindset
You create momentum in the market, open doors and help the team convert ambition into qualified opportunity.
Scalable Thinker
You favour repeatable propositions, processes and revenue streams over bespoke, one-off project work.
What Success Looks Like
- A clear UK commercial strategy translated into focused priorities, strong execution and measurable progress
- A motivated, capable and accountable commercial team with high standards and visible development
- A healthy, well-qualified funnel with sufficient coverage and improving stage conversion
- Consistent achievement of new business, recurring revenue, retention and account-growth objectives
- Reliable forecasting supported by clean CRM data, robust deal inspection and clear evidence
- Strong retention, adoption and expansion across strategic customer accounts
- Scalable and repeatable commercial processes that support sustainable growth
Benefits
- Generous Annual Leave - 25 days, rising to 30
- Your birthday off - on us
- Group Personal Pension Plan
- Annual Retirement Planning Advice
- Mortgage Advice
- Life Assurance
- Interest-free Season Ticket Loan
- 24/7/365 Employee Assistance Programme, including counselling
- Employee Recognition Scheme
- Retail and Gym Discounts
- Eyecare Vouchers
- Cycle to Work Scheme
- Holiday Buying Scheme
- Health Cash Plan
- Employee Referral Scheme
- Enhanced Family-Friendly Leave
- Dedicated Menopause Policy with a culture of open, inclusive support
- Wellbeing Tools and Resources
About Infopro Digital
Infopro Digital is a B2B group specialising in information and technology. The group is present in 26 countries and employs over 4,000 people. Its innovative solutions are aimed at professional communities in 5 key economic sectors: construction & public sector, automotive, risk & insurance, industry and retail.
Thanks to the group's sectorial expertise, Infopro Digital covers all the needs of professionals. Its solutions enable decision-makers to make informed decisions and companies to sustainably develop their commercial activity and performance.
Our foundations and values
At Infopro Digital, we are driven by core values such as entrepreneurial spirit, constant customer focus, promoting diversity, striving for significant impact, and a collaborative culture. By joining us, you become part of a dynamic community that embraces these values on a daily basis, shaping the future with passion and commitment.
Diversity is one of our core values. We are convinced that our teams, drawn from all backgrounds and with different backgrounds and experiences, are one of the key drivers of our success. The Group is committed to a policy of equal opportunities and inclusion, from recruitment to career development, and we strive to provide an equitable working environment to promote the well-being of our teams.
Equal Opportunities
We provide equal opportunities to employees and job applicants and do not discriminate, either directly or indirectly, on the basis of any protected characteristic or any other
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