Role purpose
To lead the commercial launch and growth of the KHL Buyer Intelligence Service by winning high-value, multi-user enterprise subscriptions from construction equipment OEMs and selected adjacent organisations. The role will turn KHL's trusted industry relationships, proprietary data and audience insight into recurring enterprise revenue.
Core mandate: working with the media sales team, develop and close complex enterprise licence agreements, then expand adoption across departments, regions and brands within each customer group.
About KHL Buyer Intelligence Service
BIS is KHL's new premium data and intelligence service for the global construction sector. It brings together market intelligence, buyer intent, company insight, forecasts, technology tracking, competitive benchmarking and AI-assisted research. Its principal buyers are likely to include senior leaders in strategy, sales, marketing, product, market intelligence and business development within construction OEMs.
Key responsibilities
Enterprise new business
· Build and execute a plan for global and regional construction OEMs, prioritising organisations with the strongest strategic fit and revenue potential.
· Open client conversations and develop multiple relationships within each prospect across strategy, market intelligence, sales, marketing, product and procurement.
· Lead the complete sales cycle: prospecting, discovery, demonstration, business case, pilot where appropriate, commercial negotiation, procurement, legal review and signature.
· Sell organisational value and outcomes rather than individual access, positioning multi-seat and enterprise-wide licences as the default solution.
Consultative solution selling
· Diagnose each OEM's commercial and intelligence requirements and map BIS modules, data and workflows to measurable business needs.
· Create tailored proposals, presentations, demonstrations and ROI cases for executive sponsors and buying committees.
· Work with product, data, editorial and market intelligence colleagues to answer technical and content questions without overpromising the roadmap.
Pipeline and commercial management
· Own an accurate, disciplined pipeline in HubSpot, with clear next steps, probability, value and expected close date for every opportunity.
· Provide reliable monthly and quarterly forecasts and maintain sufficient qualified pipeline coverage to achieve the annual new recurring revenue target.
· Contribute to pricing, packaging, licence terms, pilot design and sales collateral as the proposition is refined through early customer conversations.
· Represent BIS at relevant KHL events, OEM meetings and industry conferences in the UK and internationally.
Customer growth and market feedback
· Agree adoption and success plans at contract stage, ensuring that licences reach the intended teams and regions.
· Retain commercial ownership of strategic accounts, working with customer success and product colleagues on renewals, additional users, modules and geographic expansion.
· Capture structured customer feedback and competitor intelligence to influence product priorities, messaging and route-to-market decisions.
Measures of success
· New annual recurring revenue and enterprise licence value against the agreed BIS targets.
· Number and quality of enterprise customers won, with particular emphasis on strategic construction OEM accounts.
· Average contract value, number of licensed users, multi-department penetration and multi-year contract mix.
· Qualified pipeline coverage, conversion rate, sales-cycle progression and forecast accuracy.
· Renewal, expansion and product adoption within accounts for which the role retains commercial ownership.
· Quality of customer insight contributed to product-market fit, pricing and proposition development.
First-year priorities
Phase 1: Master the BIS proposition, KHL data assets and priority OEM segments; agree target accounts, messaging, qualification standards and sales process.
Phase 2: Establish senior relationships across the priority account list, create a credible qualified pipeline and turn early discovery into tailored demonstrations and proposals.
Phase 3: Build pipeline coverage sufficient to support the annual target, progress a portfolio of enterprise opportunities through buying committees and close the first referenceable customers.
Phase 4: Deliver the agreed enterprise subscription target, establish repeatable sales plays and produce clear evidence on pricing, objections, use cases, adoption and expansion potential.
Note: phases can be concurrent
Candidate requirementsEssential
· A substantial record of success in senior B2B solution sales, including at least three years selling enterprise subscriptions, data, intelligence, SaaS or another complex recurring-revenue service.
· Demonstrable success winning high-value, multi-user or enterprise-wide licences rather than relying on transactional or single-seat sales.
· Evidence of meeting or exceeding new-business targets and closing complex opportunities involving multiple stakeholders, senior executives and procurement teams.
· Strong discovery, value-based selling, commercial negotiation, proposal writing, presentation and executive communication skills.
· Comfort working through long and sometimes non-linear sales cycles while creating urgency and maintaining disciplined next steps.
· Strong commercial numeracy: able to construct pricing scenarios, business cases, forecasts and account plans.
· Confident using CRM and sales technology to manage pipeline and report performance; HubSpot experience is useful but not mandatory.
· Able to work independently in a new-product environment, while collaborating closely with product, data, editorial and marketing teams.
· Willing and able to travel internationally to meet major accounts and attend industry events.
Highly desirable
· Established relationships within global construction equipment OEMs or adjacent sectors such as rental, access, cranes, power, engines or industrial technology.
· Experience selling market intelligence, research, buyer intent, competitive intelligence, analytics or data products.
· Understanding of OEM structures and buying centres, including strategy, product, market intelligence, sales and marketing functions across multiple regions.
· Experience helping launch or scale a new premium subscription proposition and providing useful feedback on product-market fit.
· Experience with international enterprise accounts and multi-country or global framework agreements.
Benefits:
- Casual dress
- Flexitime
- Free parking
- On-site gym
- On-site parking
- Private medical insurance
- Sick pay
- Work from home
Application question(s):
- Can you demonstrate success winning high-value, multi-user or enterprise-wide licences rather than relying on transactional or single-seat sales?
Experience:
- selling enterprise subscriptions: 3 years (required)
Work Location: Hybrid remote in Wadhurst TN5 6TP
