US - Outbound Client Sales Executives

Location: New York City | Working model: Flexible/hybrid | Sector: Financial Intelligence, Data and Information Services

About the role

A leading global intelligence, data and information-services business is looking for an experienced Outbound Client Sales Executive to increase product adoption and revenue across its existing client portfolio. This is a proactive outbound sales role focused on uncovering new teams, departments, offices and decision-makers within established client organisations. You will identify areas of the account that are not currently using the company's products, create relevant sales opportunities and close new seats and solutions. There are no inbound leads attached to this role.

About the company

This international business provides specialist market intelligence, proprietary data, editorial insight and professional networks to organisations operating across private equity, infrastructure, real estate, private credit and other areas of global investment. Its platforms help investment professionals, advisers and service providers make informed decisions, identify commercial opportunities and stay connected to the people and developments shaping private markets. The company operates internationally and brings together experts across research, journalism, data, technology, events, marketing and sales. You will join a collaborative commercial environment where employees are encouraged to develop their expertise, take ownership of their work and build long-term careers.

Responsibilities

• Understanding and mapping client accounts
  • Develop a detailed understanding of each assigned client organisation, including its structure, strategy, investment focus, teams and international presence.
  • Map departments, subsidiaries, offices and buying centres across each account.
  • Identify which teams currently use the company's products.
  • Highlight unlicensed users, uncovered departments and potential new buying groups.
  • Build and maintain a clear account-expansion plan.
  • Research how different teams operate and where the company's products could support their work.
  • Track fund launches, senior appointments, office openings and other market activity as sales triggers.
• Creating an outbound expansion pipeline
  • Generate 100% of your pipeline through proactive outreach into new contacts and teams within assigned client accounts.
  • Prospect through phone, email, LinkedIn and industry events.
  • Create personalised, multi-touch outreach campaigns.
  • Tailor messaging to individual teams, roles and workflows.
  • Use existing client relationships to secure referrals and internal introductions.
  • Engage contacts who may have little or no previous awareness of the company's products.
  • Qualify opportunities thoroughly and prioritise those with the strongest commercial potential.
• Selling new seats and products
  • Identify ways to increase product usage and revenue across each client organisation.
  • Convert unlicensed users into paying subscribers.
  • Increase the number of seats held within existing accounts.
  • Introduce additional products to teams that do not currently have access.
  • Expand into new departments, offices and international locations.
  • Build relationships with multiple contacts across different buying centres.
  • Develop internal champions who can support wider account adoption.
  • Create long-term expansion opportunities without disrupting existing client relationships.
• Managing the full sales cycle
  • Own self-generated opportunities from initial outreach through to close.
  • Lead discovery conversations.
  • Understand the needs and working practices of each target team.
  • Deliver tailored product presentations and demonstrations.
  • Explain the commercial and operational value of the solution.
  • Build clear business cases for additional investment.
  • Handle objections and negotiate pricing.
  • Manage multiple stakeholders throughout the decision-making process.
  • Close expansion opportunities.
  • Complete an accurate handover to the Account Management team.
• Working across internal teams
  • Work closely with Account Managers, Client Engagement, Marketing and other commercial teams to ensure expansion activity is coordinated effectively.
  • Align with Account Managers on account strategy and outreach timing.
  • Protect existing client relationships and renewal opportunities.
  • Use client-engagement and product-usage data to identify potential sales opportunities.
  • Highlight training gaps or low product awareness within client teams.
  • Share account intelligence to support targeted marketing campaigns.
  • Provide feedback on recurring objections, client needs and competitor activity.

What success looks like

You will own an individual revenue target focused on expansion opportunities generated through your own outbound activity. Your performance will be measured against:

• Expansion revenue closed
• New contacts engaged
• Qualified meetings booked
• Opportunities created
• Additional seats sold
• New products introduced
• New departments and offices opened
• Pipeline coverage
• Conversion and win rates
• Forecast accuracy
• CRM quality and account data

Requirements

• A successful track record in B2B account expansion, cross-selling or upselling.
• Consistent experience meeting or exceeding revenue targets.
• Experience prospecting into new contacts within established client organisations.
• The ability to map complex enterprise accounts.
• Experience identifying buying centres, stakeholders and internal decision-makers.
• Confidence engaging prospects through phone, email and LinkedIn.
• Experience managing a full sales cycle from outreach to close.
• The ability to sell consultative, subscription-based or data-led solutions.
• Strong discovery, negotiation and objection-handling skills.
• Experience presenting products and delivering demonstrations.
• The ability to manage multiple stakeholders across departments and regions.
• Strong account-research and pipeline-management capabilities.
• Experience using CRM and sales-engagement platforms.
• An interest in private markets, financial services, investment or business intelligence.
• Experience within financial information, data, research, media, SaaS or subscription sales would be particularly relevant. Direct private-markets experience is beneficial but not essential.

Skills

The type of person who will succeed is likely to be:

• Curious and interested in understanding how complex organisations operate.
• Persistent and comfortable approaching previously untouched contacts.
• Resilient when dealing with rejection or longer sales cycles.
• Commercially aware and able to identify opportunities others may overlook.
• Strategic in how you map and prioritise accounts.
• Confident engaging stakeholders across different levels and functions.
• Organised and disciplined in managing multiple account plans.
• Comfortable working independently and taking ownership of results.
• Collaborative when working alongside Account Managers and internal teams.
• Open to coaching, feedback and continued development.

Benefits

This is an opportunity to:

• Work with recognised organisations across global finance and investment.
• Develop a detailed understanding of complex enterprise accounts.
• Take ownership of a defined client-expansion portfolio.
• Sell respected data, intelligence and subscription-based products.
• Build relationships with senior professionals across private markets.
• Work closely with established Account Management and Client Engagement teams.
• Develop specialist knowledge within a growing global industry.
• Build a long-term career within an international organisation.