Sales Executive - Mid-Market at The Economist Group in London - Commercial

Job description

• We are seeking an ambitious, results-driven sales professional to grow The Economist Pro client base across European mid-market organisations. The successful candidate will take a consultative, solution-oriented approach to selling our digital platform and content API to businesses across financial services and corporate markets.
• This is a true new-business role. You will build a focused territory plan, create demand with senior decision-makers and own opportunities through to close. The role suits a commercially sharp seller who can combine high-quality prospecting with thoughtful discovery, clear value articulation and efficient execution across multiple European sectors..
• In this role, success means building a predictable European mid-market pipeline, consistently creating senior-level conversations, winning new logos and establishing The Economist Pro as a valued source of independent, trusted intelligence for clients.

Responsibilities

• Own the full 360-degree sales cycle, from high-level prospecting and interest generation to successfully closing small, medium and enterprise-wide agreements within the European mid-market segment.
• Proactively win net-new clients across the assigned European territory, building relationships with senior business, strategy, research, communications and technology stakeholders.
• Develop and execute a focused data led go-to-market plan by country, sector and account, prioritising the highest-potential opportunities.
• Build, manage and convert a robust pipeline of self-sourced opportunities and qualified inbound leads.
• Run consultative discovery to identify commercial and strategic challenges, and map The Economist Pro platform and API to tangible client outcomes.
• Present compelling, tailored proposals and lead negotiations with a small number of senior decision-makers in efficient sales cycles.
• Partner effectively with marketing, customer success, product and editorial colleagues to progress opportunities and support a strong client experience.
• Maintain accurate opportunity, activity and forecasting data in Salesforce; use insight from the CRM to manage priorities and improve conversion.
• Meet activity, pipeline and revenue targets, while maintaining the discipline to forecast credibly and address risks early.
• Share market intelligence and successful approaches with the wider commercial team to strengthen the European mid-market proposition.

Requirements

• Proven experience selling enterprise subscription, research, intelligence, media, data or information-based solutions to mid-market organisations, ideally across financial services and corporates.
• A strong understanding of how leaders in these organisations use trusted global intelligence, policy analysis and economic insight to inform strategic decision-making.
• Demonstrated success running efficient, high-velocity new-business sales cycles with a limited number of key decision-makers.
• A consistent record of achieving or exceeding sales targets and building sufficient pipeline coverage through proactive prospecting.
• Exceptional communication, presentation, negotiation and active-listening skills, with the ability to make complex products and ideas clear to senior executive audiences.
• Commercial judgement: able to qualify rigorously, identify genuine client challenges and develop practical, creative solutions with colleagues and customers.
• A growth mindset and full ownership of continuous professional development and performance improvement.
• A dynamic, highly organised self-starter who can set priorities, adapt to changing market conditions and perform in a fast-paced environment.
• Experience using Salesforce and SalesLoft is desirable, but not essential.
• Professional fluency in English is essential. Additional European language capability is advantageous.
• Intellectually curious and comfortable discussing global business issues
• Tenacious, ambitious and resilient in a new-business environment
• Action-oriented, systematic and accountable for outcomes
• Commercially confident, but collaborative and coachable
• Credible with senior stakeholders and motivated by helping clients make better decisions

Skills

Required

• Commercial judgement
• Growth mindset
• Dynamic, highly organised self-starter
• Professional fluency in English

Preferred

• Additional European language capability

Benefits

• Our benefits package is designed to support your wellbeing, growth, and work-life balance. It includes a highly competitive pension or 401(k) plan, private health insurance, and 24/7 access to counselling and wellbeing resources through our Employee Assistance Program.
• We also offer a range of lifestyle benefits, including our Work From Anywhere program, which allows you to work from any location where you have the legal right to do so for up to 25 days per year. In addition, we provide generous annual and parental leave, as well as dedicated days off for volunteering and even for moving home.
• You will also be given free access to all The Economist content, including an online subscription, our range of apps, podcasts and more.