Global New Business Director – Global Risk Insights

Role Overview

The Global New Business Director will play a pivotal role in driving strategic commercial growth and consistently hitting and exceeding new business quotas for the newly aligned Global Risk Insights (GRI) team. Based in London, this senior leadership position is responsible for managing, coaching, and scaling a high-performing team of sales executives and sales specialists.

In this role, you will lead the go-to-market strategy to accelerate subscription revenue across two of the world's most respected intelligence brands: Dragonfly and Oxford Analytica. You will be tasked with transforming the sales approach into a highly sophisticated, data‑led sales engine—leveraging metrics, market segmentation, and structured pipelines to uncover new buying centres and ensure the team reliably meets its revenue expectations.

Key Responsibilities

Sales Leadership & Team Management

• Directly manage, motivate, and coach a team of globally distributed (UK, US, Singapore) based sales executives and specialised sales professionals to consistently hit revenue targets.
• Provide continuous mentorship and executive involvement on complex, multi‑stakeholder sales cycles, commercial negotiation, and high‑value pipeline management.
• Foster a high‑performance culture rooted in accountability, collaborative execution, and professional development.

Pipeline & Ecosystem Development

• Lead the team to be proactive and capable of generating its own robust new business pipeline through rigorous territory planning and individual prospecting. This will include selecting which networking events and conferences to attend and which marketing campaigns to run.
• Partner effectively with Sales Development Representatives (SDRs) to optimize outbound prospecting strategies, accelerate lead qualification, and maximize market penetration.
• Collaborate seamlessly across the wider Dow Jones B2B Sales organization to establish a bidirectional referral pipeline and participate in cross‑functional selling teams to capture enterprise‑wide opportunities.

Data‑Led Revenue & Strategy Execution

• Run the team with best‑practice to a data‑led engine using robust pipeline coverage tracking, sales velocity insight, conversion metrics, CRM excellence, road‑to‑quota metrics, solid territory plans, and clarity on ICP to systematically identify high‑impact opportunities.
• Own the global new business pipeline, delivering highly accurate forecasting directly to executive leadership to guarantee quota delivery.

Go‑To‑Market & Product Positioning

• Drive net‑new enterprise subscription growth across the comprehensive suites of services from Dragonfly and Oxford Analytica.
• Effectively articulate the unique value proposition of Oxford Analytica’s macro‑political foresight alongside Dragonfly’s operational security intelligence and the wider value of the associated Dow Jones B2B service lines.
• Ability to think creatively about how GRI content sets can be sold alongside Dow Jones Risk and Compliance products.
• Guide the team in how to sell complex, high‑value information solutions that blend proprietary data, original research, and expert analysis to help clients manage downside risk and build operational resilience.

Executive Stakeholder Engagement

• Act as an executive sponsor on major, complex deals, building trusted relationships with C‑suite stakeholders and senior decision‑makers across corporate, financial, and government sectors.
• Lead from the front by modelling consultative, solution‑based selling methodologies that map sophisticated risk products to clients’ strategic business priorities.

Skills & Experience Required

• Sales Leadership Experience: Minimum of 10 years of experience working in Sales and 5 years of proven sales leadership experience managing B2B teams, with a demonstrable track record of consistently hitting and exceeding group quotas in competitive landscapes.
• Domain Expertise: Extensive background in subscription‑based information services of geopolitical risk intelligence, country risk datasets, security analysis solutions, with a preference for individuals also possessing experience in advisory sales.
• Data‑Driven Methodology: Proven success in designing, implementing, or running a structured, data‑led sales engine. You must be highly proficient in utilizing data analytics and CRM workflows to optimize pipeline health and drive strategic sales activities.
• Matrixed & Collaborative Selling: Demonstrated ability to navigate complex corporate structures, with experience collaborating across matrixed B2B environments to build referral networks and win deals within joint selling teams.
• Enterprise Deal Architecture: A strong history of closing and guiding teams through complex, multi‑stakeholder, enterprise‑level transactions with long sales cycles.
• Communication & Presence: Exceptional negotiation, presentation, and communication skills, with a natural ability to command the attention of executive boardrooms and internal matrixed stakeholders.
• Location: Must be based in or able to travel regularly to the London office.

What Sets This Role Apart

This is a high‑visibility, transformative leadership opportunity within the Global Risk Insights business. You will have the unique mandate to integrate and scale the market presence of two premier intelligence platforms, shaping the commercial playbook and driving the strategic revenue architecture for an evolving global sales organization.

Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status or any other protected characteristic under applicable law.

Reasonable Accommodation

We are committed to providing reasonable accommodation for qualified individuals with disabilities in our job application and/or interview process. If you need assistance or accommodation in completing your application or participating in an interview due to a disability, email us at Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.

Req ID: 53813

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