Senior Sales Manager

Infopro Digital, the B2B group specialising in information and technology, is looking for a UK Senior Sales Manager to join Haynes Group Limited within its Automotive division. Haynes is an established automotive data solutions provider and is part 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 subscription solutions that create measurable, ongoing value for customers in the automotive aftermarket. We are looking for a senior sales professional who understands recurring revenue, can win and grow strategic accounts, and combines disciplined funnel management with a genuinely customer-centric approach.

WHY THIS MARKET MATTERS

The UK vehicle parc is larger and older than ever. At the end of 2025, 36.68 million cars were in use; 45.7% were more than ten years old and the average car age had risen to 9.7 years. Across the EU, passenger cars average more than 12 years old. These ageing fleets create sustained demand for maintenance, diagnostics, repair information and efficient workshop solutions - strong structural tailwinds for scalable automotive data products.

THE ROLE

Reporting to the UK Commercial Director, you will focus on winning, developing and retaining strategic UK accounts. You will manage complex opportunities from prospecting through close, build trusted customer relationships and deliver sustainable recurring-revenue growth through disciplined, value-based selling.

You will own your account portfolio and opportunity funnel - maintaining high CRM discipline, managing conversion and forecast accuracy, and progressing strategic deals while keeping customer outcomes at the centre of every conversation.

KEY RESPONSIBILITIES

Own and grow strategic accounts

• Own a portfolio of strategic UK accounts and prospects, with clear responsibility for new recurring revenue, retention and expansion.

• Build robust account plans that identify customer priorities, decision-makers, commercial potential and clear pathways to growth.

• Maintain a disciplined personal sales cadence, including prospecting, opportunity progression, account reviews and accurate forecasting.

• Develop strong multi-level relationships across key accounts and become a trusted adviser on customer challenges and growth opportunities.

• Work closely with the Commercial Director and internal teams to convert strategy into strong account execution.

Win new logos and expand key accounts

• Execute a focused new-business plan across priority segments in the UK automotive aftermarket.

• Apply a proactive hunter mindset using well-defined ideal customer profiles, account prioritisation and high-quality outreach.

• Personally own complex and high-value opportunities from initial engagement through negotiation and close.

• Ensure rigorous qualification and value-based discovery from first contact through solution design, commercial negotiation and close.

• Use repeatable sales plays that can scale across customer types, use cases and territories.

Manage the funnel and sales KPIs

• Manage your full sales funnel in CRM, ensuring high data quality, clear next steps, realistic close dates and consistent stage definitions.

• Track 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.

• Monitor retention, renewal rate, churn, expansion revenue and net revenue retention across the installed base.

• Use data to identify bottlenecks, improve conversion and take corrective action early.

• Deliver accurate weekly, monthly and quarterly forecasts to the UK Commercial Director.

Grow recurring revenue through customer value

• Sell solutions that address clear operational and commercial needs - not one-off projects.

• Apply structured account planning, adoption reviews and value conversations across key UK customers.

• Drive renewals, retention, cross-sell and upsell by connecting product capabilities to measurable customer outcomes.

• Maintain strong executive relationships and coordinate the resolution of strategic customer issues.

• Bring the voice of the customer into product, marketing and operational decision-making.

Collaborate and shape the market approach

• Work closely with marketing on demand generation, account-based campaigns, lead quality and funnel performance.

• Partner with product and operations to sharpen propositions, improve adoption and remove barriers to scalable growth.

• Provide competitor intelligence, market insight and customer feedback to senior stakeholders.

• Contribute to budgeting, territory planning, pricing discussions and the broader UK commercial strategy.

Requirements

Essential experience

• Proven success in a senior B2B SaaS, data, information-services or subscription sales role with recurring-revenue targets.

• 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.

• Demonstrable experience building and managing a measurable sales funnel through CRM, dashboards and a consistent sales methodology.

• Experience balancing new-logo acquisition with retention, account growth and customer lifetime value.

• Evidence of improving qualification, discovery, conversion, deal velocity and forecast reliability through disciplined personal execution.

• Strong commercial judgement, negotiation skills and executive-level communication.

Highly desirable

• Knowledge of the automotive aftermarket, workshop networks, distributors, parts, diagnostics, repair data or related digital solutions.

• Experience selling into fragmented markets with a mix of enterprise groups, networks and independent businesses.

• Exposure to multi-region or matrix organisations and cross-functional go-to-market teams.

• Experience operating successfully in a growing commercial organisation.

HOW YOU OPERATE

Hunter mentality

You create opportunities rather than waiting for them, and you know how to turn targeted activity into qualified pipeline.

Data-driven

You use facts, ratios and trends to diagnose performance and improve the system - without losing sight of the people behind the numbers.

Performance-oriented

You set a high bar for your own execution, make commitments explicit and act quickly when performance is off plan.

Customer-centric

You listen deeply, understand the customer’s business model and sell outcomes that create lasting value.

Solution-oriented

You simplify complexity, remove obstacles and bring colleagues together around practical next steps.

Scalable thinker

You favour repeatable propositions, processes and revenue streams over bespoke, one-off project work.

WHAT SUCCESS LOOKS LIKE

• Consistent achievement and over-achievement of individual new ARR, revenue, retention and account-growth targets.

• A healthy, well-qualified pipeline with sufficient coverage and improving stage conversion.

• Reliable forecasting supported by clean CRM data and clear deal evidence.

• A portfolio of strategic accounts with strong relationships, clear growth plans and measurable commercial progress.

• High customer retention, stronger adoption and systematic expansion of recurring revenue.

• Scalable, repeatable account execution aligned with the wider UK commercial strategy.

Benefits

• Generous base salary

• Bonus structure based on company and personal performance

• 25 days annual holiday (rising to 30 days)

• Birthday day off

• 2 volunteer days

• Life Assurance (4× salary from Day 1 of employment)

• Group pension scheme

• Employee Assistance Programme

• Cycle to Work, gym discounts and more

• Health cash plan

• Enhanced family‑friendly policies

• Employee referral scheme

• Wellbeing tools and resources

• Comprehensive product training and ongoing support from the Manager and the wider Haynes Group team

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 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 that promotes the well‑being of our teams.

Learn More About Us

Infopro Digital is a B2B group specializing 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.

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 characteristic or activity protected by law.

To comply fully with equal opportunities legislation, we monitor all job applications. Applicants are therefore asked to complete equal opportunities questions as part of the application process. This information is collected anonymously, stored securely, and used solely for monitoring purposes. There is no obligation to provide this information, and all applicants will be treated equally whether or not they choose to do so. customers make informed decisions and companies develop their business and sustainable performance.

Originally posted on Himalayas