Commercial Lead - North America

Capital Economics

  • Toronto, ON
  • $140,000-160,000 per year
  • Permanent
  • Full-time
  • 20 days ago
  • Apply easily
Capital Economics is one of the leading independent economic research companies in the world. Our team of economists provide award-winning macroeconomic, financial market and sectoral analysis, forecasts and consultancy, from offices in London, Toronto and Singapore.Clients include HSBC, Goldman Sachs and JP Morgan. We are quoted extensively in the global media and frequently top polls of analysts’ forecasts.With the backing of one of the UK’s leading PE firms, Capital Economics is investing to leverage its unrivalled market position in macroeconomics and transform the value delivered to its clients through the service provided to new and existing clients and partners internationally. Furthermore, with new CEO, CFO, Chief Revenue Officer and Technical Director joining the management team in 2021 the business is working to deliver a step change in the experience through which its clients use its macroeconomics data and services.We are looking for an experienced Commercial leader to lead our North America Sales & Account Management organisation as we embark on an exciting new phase of growth, with new products and technology. You’ll be responsible for devising and implementing sales strategies and processes that drive commercial success in our new digital landscape to our TAM focus.You will need to be an experienced sales development leader who has successfully coached, mentored and managed teams to break down doors and drive qualified sales opportunities. You will also help build team morale and create new processes, perfect our sales methodology for new business acquisition, and affect our go-to-market strategy.You are an inspired leader, a self-starter, comfortable working in dynamic environments, and curious about new technologies and have experience of selling digital SaaS products and services, ideally into Fund Managers/ Hedge Funds or Investment Banks. You are an advocate for your customers and excited by the opportunity to build a world-class sales organisation and have a proven track-record in step-changing a business sales team capabilities.
  • New Business sales leadership - leveraging existing client base and market experience (cross-sell/brownfield/ploughed field rather than greenfield)
  • Enterprise sales of our digital products Adv/Adv-L with ownership of a direct quota / sales pipeline
  • Leading team and their quota / sales pipeline incl consultancy revenue
  • Regional commercial leader working closely with Chief North American economist on CE profile and business development in North America and having a dotted reporting line for local Account Management team
  • Lead transformation agenda locally in North America and in some global areas also where experience allows (eg sector knowledge).
At Capital Economics, we are striving to create a diverse workforce and inclusive environment, which we believe are critical to help us make better decisions for the company, our employees, and our clients. A diverse and inclusive workplace makes for more innovative, engaged, and empowered employees, from whom business strength can be derived. This is particularly important in macroeconomic research, which relies on a diversity of views and opinions to be relevant and insightful.Capital Economics is committed to equality, inclusion, and diversity. We encourage applications from all candidates regardless of ethnicity, religion or belief, gender, sexual orientation, age, disability, or gender identity.Reporting into the Chief Revenue Officer, with key stakeholders Chief North America Economist, Head of Account Management & Sales leaders in EMEA and AsiaRequirements
  • Sector knowledge in one or more of the business profiles comprising the majority of TAM focus (Fund Management, Investment / Retail Banking, PE)
  • Sales knowledge in this space through experience of selling subscriptions and or SaaS to Financial Services
  • Evidence of broad commercial leadership
  • A min 5+ years of successful experience in a sales leadership role, ideally selling into Fund Managers / Hedge Funds or Investment Banks, demonstrating consistency of meeting and exceeding targets
  • Significant experience with high-growth digital B2B SaaS solutions, ideally in financial markets.
  • Experience of managing sales teams in person and remotely across multiple regions
  • Proven track record of developing a consistent and disciplined sales methodology including territory management, win/loss analysis, prospect qualification, account penetration, sales process planning, and negotiation to optimise team effectiveness
  • Hands-on experience with CRM systems, preferably Salesforce, ensuring best practices are adopted to maximise system integrity and data output
  • Experience in fast-paced businesses, where you have been part of launching new regions/geographies
  • A strong interest in entrepreneurship and ambition to manage and scale a growing team
  • Would suit; Self-starter; Exposure to PE; Regional and global exposure and impact
  • Ability to manage time effectively and deliver regular deadlines for multiple audiences
  • Curiosity: Willingness to dig deeper, beyond the perceived scope of an issue or opportunity
  • Hungry for success, with a real interest in being a part of a fast-growing company
  • Gravitas and mental agility when presenting solutions.
Please send a CV with a short covering letter explaining why you want to work for Capital Economics and why you are suited to the role.Benefits
  • Good annual leave and sick package
  • Work from home
  • Training & development
  • Good additional maternity and paternity policies
  • Medical insurance
  • Life assurance
  • Thriving social committee
  • Excellent commission scheme

Capital Economics