Director of New Business, Europe and US job at CARMA

CARMA is hiring: Director of New Business, Europe and US. The Role We are looking for an experienced and commercially driven Director of New Business to…

Company: CARMA · Work mode: hybrid, partly remote · Contract: Full-time

The Role
We are looking for an experienced and commercially driven Director of New Business to lead CARMA's new-business strategy and growth across Europe and the US.
This is a senior commercial leadership role with responsibility for driving regional revenue growth, developing and executing the new-business strategy, and building a high-performing sales function. You will lead from the front, setting the commercial direction and creating the structure, focus and momentum needed to deliver ambitious growth targets across the region.
You will take ownership of the region's new-business performance, leading and developing the commercial team while remaining actively involved in the sales process. This includes personally driving strategic, high-value and complex opportunities, building relationships with senior decision-makers and supporting the team through key pitches, negotiations and commercial engagements.
You will bring a strong understanding of enterprise sales, pipeline management, forecasting and commercial strategy, with the ability to identify opportunities for growth, improve conversion and create a consistent approach to winning new business across multiple markets.
As a key member of the regional leadership team, you will also play an integral role in shaping CARMA's wider strategy, working closely with colleagues across the business to strengthen our market position, expand our customer base and maximise our commercial potential.
This is a role for someone who combines strategic thinking with strong execution – someone who can set the vision, lead the team, influence at senior level and personally make a difference to the biggest commercial opportunities.

About CARMA
CARMA is a globally trusted media intelligence company, helping PR and communications professionals monitor what matters, measure what is meaningful and demonstrate the value and impact of their work.
We combine advanced technology with deep human expertise to help organisations make sense of an increasingly complex media landscape. Our solutions bring together media monitoring and intelligence across print, online, broadcast and social channels, alongside sophisticated analysis and insight that helps clients understand reputation, communications performance and stakeholder influence.
For our commercial teams, this means selling far more than a platform. It means understanding a client's challenges, asking intelligent questions and bringing together the right combination of technology, expertise and insight to create meaningful value.

What You'll Be Doing
Lead New-Business Strategy & Growth
• Define and execute CARMA's Europe and US new-business strategy, translating regional growth ambitions into clear commercial plans and priorities.
• Take overall ownership of new-business revenue performance across the region, ensuring delivery against regional targets.
• Identify opportunities to accelerate growth, expand into new markets, develop new customer segments and increase CARMA's competitive position.
• Establish clear commercial priorities, sales processes and performance expectations across the region.
• Drive a consistent, high-quality approach to prospecting, qualification, pipeline development and opportunity conversion.
• Monitor market developments, competitor activity and customer needs to identify emerging commercial opportunities.
• Work with regional leadership to shape longer-term growth plans and commercial investment priorities.
Lead & Develop the New-Business Team
• Lead, coach and develop the region's new-business team, building a high-performing culture centred on accountability, collaboration and commercial ambition.
• Set clear individual and team objectives, ensuring the right focus, activity and behaviours to achieve revenue targets.
• Establish a strong commercial rhythm across pipeline reviews, forecasting, deal strategy and performance management.
• Develop the team's capabilities in consultative selling, enterprise sales, discovery, stakeholder engagement, negotiation and closing.
• Provide strategic guidance on complex opportunities, helping the team develop effective sales strategies and navigate challenging buying environments.
• Identify capability gaps and implement coaching, training and development plans to strengthen overall sales performance.
• Support recruitment, onboarding and the development of future commercial talent.
Own Regional Commercial Performance
• Own the new-business pipeline, revenue forecast and sales performance, providing clear and accurate reporting to senior leadership.
• Maintain strong visibility of pipeline health, deal progression, conversion rates, sales velocity and revenue coverage.
• Identify commercial risks, performance gaps and opportunities, taking proactive action to keep the region on track.
• Drive consistency and rigour in sales forecasting, pipeline management and opportunity qualification.
• Use performance data and commercial insight to improve sales effectiveness and overall revenue contribution.
• Hold the team accountable for delivery while creating an environment that encourages ownership, ambition and continuous improvement.
Drive Strategic & High-Value Opportunities
• Personally lead and take ownership of strategic, high-value and complex new-business opportunities across Europe and the US.
• Build trusted relationships with senior stakeholders, including C-suite executives and senior PR, communications and corporate affairs leaders.
• Lead consultative discovery, strategic pitches, presentations, demonstrations, proposals and RFP/tender responses.
• Develop compelling commercial propositions that bring together CARMA's technology, monitoring, analysis and insight capabilities.
• Navigate complex, multi-stakeholder buying environments and develop strategies to influence decision-making.
• Lead commercial negotiations, pricing discussions and contract opportunities through to successful close.
• Act as an escalation point and senior commercial sponsor for the region's most important opportunities.
Work Across CARMA
• Partner closely with regional and global leadership to align commercial priorities with CARMA's wider business strategy.
• Work collaboratively with Marketing to develop effective go-to-market strategies, campaigns and demand-generation initiatives.
• Bring together Insights, Operations, Product and other specialist teams to strengthen propositions and support strategic opportunities.
• Partner with Account Management and Client Services to ensure a seamless transition from new business into successful, long-term client relationships.
• Work with Finance and senior leadership on revenue planning, commercial performance and resource allocation.
• Represent the voice of the market, bringing customer feedback, competitor intelligence and commercial insight into wider business decisions.
• Share best practice across regions, helping to create greater consistency and effectiveness across CARMA's global commercial organisation.

What We're Looking For
We're looking for an established commercial leader with a strong track record of delivering B2B new-business growth, ideally across multiple markets.
You'll be a strategic thinker and an accomplished salesperson, with the credibility to lead senior commercial teams, influence at leadership level and personally drive complex enterprise opportunities.
You'll ideally bring:
• A proven track record of leading and delivering significant B2B new-business revenue growth.
• Senior commercial leadership experience, ideally with responsibility for regional sales strategy and performance.
• Experience leading, developing and motivating quota-carrying sales teams across multiple markets.
• A strong understanding of enterprise and consultative sales, with experience navigating complex, multi-stakeholder buying environments.
• Experience developing and executing regional go-to-market and new-business strategies.
• Strong commercial acumen, including pipeline management, forecasting, revenue planning and performance reporting.
• The ability to identify new market opportunities, develop commercial strategies and translate these into measurable results.
• Experience personally leading strategic opportunities, senior client relationships and complex negotiations through to close.
• The ability to influence and collaborate effectively with senior stakeholders across a global organisation.
• Excellent communication, presentation and negotiation skills.
• A strong leadership style that combines strategic direction, commercial accountability and a genuine commitment to developing people.

Industry Experience
• Previous experience in media intelligence or media monitoring would be strongly preferred.
• Experience selling into PR, communications, corporate affairs or related functions would be particularly valuable.
• We would also consider senior commercial leaders from adjacent sectors such as social listening, PR and communications technology, research and insights, data, intelligence or SaaS, particularly those with experience driving enterprise new-business growth across international markets.
• Experience operating across different US and European markets, cultures and commercial environments would be a significant advantage.

What Success Looks Like
You'll establish a clear and effective new-business strategy for the region, creating the direction, structure and commercial focus needed to deliver sustainable regional growth.
You'll build and develop a high-performing new-business team, with strong leadership, clear accountability and a consistent approach to winning new customers.
You'll deliver improved pipeline quality, stronger conversion rates and greater predictability in regional revenue performance.
You'll personally drive the region's most strategic commercial opportunities, securing high-value new customers and strengthening CARMA's position in key markets.
Ultimately, success means accelerating new-business revenue, expanding CARMA's market presence and building a scalable, high-performing commercial operation that supports the company's long-term growth ambitions.

Why Join CARMA?
At CARMA, you’ll have the opportunity to work with ambitious clients, solve interesting challenges and make a visible impact in a fast-moving global business.
• Make an impact - Work with leading organisations on high-profile client challenges, helping them understand their media landscape, demonstrate communications impact and make better-informed decisions.
• Work globally - Collaborate with talented colleagues and clients across markets, cultures and disciplines, gaining genuine international exposure along the way.
• Grow your career - Take on meaningful responsibility, develop your expertise and have opportunities to broaden your experience as CARMA and your career grow.
• Keep learning - Build your knowledge across media intelligence, communications, data, technology and consultancy, with access to learning and development opportunities.
• Bring ideas to the table - We value people who are curious, commercially minded and willing to challenge the status quo. You’ll have the opportunity to shape how we work and how we deliver value to clients.
• Work with great people - Be part of a supportive, collaborative team where knowledge-sharing, different perspectives and a willingness to help each other are part of how we work.
• Be part of what’s next - Work at the intersection of media, communications, data and technology , helping clients navigate a rapidly changing landscape and contributing to the continued evolution of CARMA’s services.