Deutsche Börse Group
Head of New Business
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Your Area of Work:
Clearstream Fund Data Services (CFS) is a leading service and software provider to the global investment fund industry. We work with the world’s leading fund managers and administrators around the world to aggregate, format, and disseminate their fund data and reporting documents. Throughout this entire process, we control, report, and actively follow up on their quality and accuracy.
We offer data management, reporting, and dissemination solutions that enable our clients to free up their time and resources, so they can concentrate on their core business.
We are an equal opportunities employer, and we strongly believe in being deliberate about the way we encourage diversity. This position is based in our London office.
Role Overview:
As the Head of New Business, you will play a dual role: leading and scaling our European new business sales team while continuing to lead by example covering your own territory and pipeline.
You will own the regional new business strategy, drive team performance to meet global sales targets, and personally manage and close high-value, complex enterprise deals. The ideal candidate is a strategic, hands-on leader who thrives on mentoring others but still loves the "thrill of the chase" in winning new asset management clients.
Your Responsibilities:
Sales Leadership & Coaching
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- Team Leadership & Mentoring: Manage, coach, and support a high-performing team of New Business Sales Directors. Conduct regular pipeline reviews, deal-strategy sessions, and 1:1s to help them exceed their targets.
- Strategy & Process: Define, implement, and optimize the regional outbound sales playbook, messaging, and sales methodology to improve win rates across the team.
- Pipeline Management & Reporting: Ensure robust CRM hygiene across the team. Provide accurate sales forecasts, pipeline analyses, and market feedback to the senior leadership team.
- Hiring & Enablement: Partner with leadership to recruit, onboard, and retain top-tier sales talent as the team scales. Ensure the team is trained on CFS’ product portfolio and market changes.
Individual Sales Execution
- Direct Pipeline Generation: Personally identify, qualify, and target high-value asset management leads in the UK and Ireland. Maintain a robust personal pipeline of sales opportunities to meet individual quotas.
- Complex Solution Selling: Own the entire sales cycle for your personal pipeline—from initial outreach to negotiation and closing. Lead complex, multi-stakeholder, seven-figure deal cycles.
- Creativity in Sales: Demonstrate creativity by combining offerings or creating unique solutions that deliver strong ROI or cost savings for the asset manager, setting a benchmark for the team.
- Industry Representation: Promote CFS’ value proposition within the asset management industry through proactive outreach, senior-level networking, and participation in industry conferences and panels.
- Bid & RFP Leadership: Lead and oversee responses to complex tenders and requests for information/proposals (RFPs) for key strategic accounts.
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Your Profile:
- Leadership Experience: Proven track record of managing, mentoring, or coaching a high-performing B2B sales team (experience in a player/coach or team lead capacity is highly desirable).
- Advanced Sales Expertise: Extensive experience managing complex, extended buy-side sales cycles that result in high-value (six and seven-figure) deals.
- Hunter Mentality: Proven ability to win new clients, with a sharp focus on securing deals with new asset managers rather than upselling or cross-selling to existing clients.
- Industry Domain Knowledge: Preferred experience working at a vendor servicing the asset management industry within the UK and Ireland.
- Financial Acumen: Strong, up-to-date understanding of the asset management and financial services industry, including relevant regulations, data management challenges, and market trends.
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