About The Role
The Outbound Sales Manager leads a team of outbound sales representatives across the US and UK, accountable for two revenue lines: new logo acquisition into white space accounts, and revenue growth within existing accounts through new seats, new products and new buying centers. Both motions are outbound. Reps prospect into a defined target list rather than working inbound leads or waiting on renewal timing. The manager owns a dedicated outbound pipeline with its own sourcing, stages and forecast, held separately from renewals. Account Management retains the client relationship and the renewal in existing accounts; this team owns acquisition and growth.
Your main responsibilities will include:
Team Composition
- Outbound Sales Executive (New Business) — white space acquisition against a named target list of 180 to 220 accounts per rep, segment focused and region based
- Outbound Client Sales Executive (Expansion) — outbound growth inside assigned existing accounts, targeting new seats, new products and new buying centres
- Both roles carry individual quotas and neither carries renewal responsibility
Team Leadership
- Lead, coach and develop a team of outbound reps carrying individual quotas across new business and expansion
- Hire and onboard into the team, and get new reps productive against a defined ramp
- Set activity and pipeline standards and manage performance against them consistently
- Work live deals alongside reps, particularly on commercial structuring and negotiation
New Business: White Space
- Own the new logo number for the team and the plan to deliver it, tracking progress against target list coverage and pipeline coverage ratios
- Define and allocate white space territory by segment and region, to a named target list per rep
- Drive account-based prospecting built on segment, firmographic and persona fit
- Hold reps to full-cycle execution from prospecting through negotiation and close
Working with Account Management
- Coordinate coverage so outbound activity is timed around renewal cycles and client sentiment, not against them
- Keep ownership clear: the Account Manager holds the relationship and the renewal, the rep holds the opportunity
- Escalate account health risk surfaced during outbound work, flagging early so Account Management can respond before renewal is at risk
Existing Business: Expansion
- Own the expansion number across the team's assigned accounts, and the account-level plan to reach it
- Prioritize accounts by whitespace within the relationship: unserved teams and unattached products
- Drive outbound sourcing using product usage data, seat utilization, contract structure and engagement signals
- Hold reps to multi-threading beyond the current contact set into adjacent teams and functions
- Hand landed expansion back to the Account Manager once closed, with a clean handover of context so ongoing servicing isn't disrupted
Pipeline & Forecast Governance
- Build and govern a standing outbound pipeline with clear stages, definitions and hygiene standards
- Forecast new business and expansion separately so each line is visible on its own
- Run weekly pipeline reviews and monthly forecast reviews across both motions
- Maintain CRM discipline in Dynamics 365 and work with Sales Ops on funnel visibility
Cross-Functional Execution
- Work with the deal desk on pricing, structure and approval
- Partner with Marketing on campaign design and lead generation, and with Product on positioning, packaging and objection handling
- Represent US and UK outbound performance in leadership forums and quarterly planning, bringing pipeline health and forecast confidence into the wider commercial narrative
Requirements
Qualification & Experience
- Track record managing outbound sales teams against carried quota, ideally across both new business and expansion motions, with a clear history of hitting or exceeding number
- Demonstrable ability to build pipeline from cold rather than manage inbound flow, including territory planning and account-based prospecting
- Strong commercial instinct on pricing, structure and negotiation, comfortable stepping into live deals alongside reps
- Experience coaching reps on multi-threading into complex organizations and navigating multiple buying centers and stakeholders
- Experience running pipeline and forecast governance, including CRM discipline (Dynamics 365 or equivalent) and a regular weekly/monthly reporting cadence
- Comfortable operating across US and UK markets and time zones, ideally with prior experience leading a distributed or multi-region sales team
- Subscription or information services background; private markets experience an advantage but not essential
Skills & Attributes
- Strong people leadership: able to hire well, coach consistently, and hold reps accountable to activity and pipeline standards
- Data-driven and analytically rigorous, comfortable using product usage, seat utilization and engagement signals to prioritize territory and accounts
- Excellent stakeholder management, able to work cross-functionally with Account Management, Marketing, Product
- Clear, confident communicator, able to represent outbound performance and forecast confidence in senior leadership and planning forums
- Resilient and target-driven, with the tenacity to build new pipeline from a cold start and hold a team to the same standard
What we do:
PEI sits at the centre of one of the most dynamic industries in global finance. Private markets have grown from a niche corner of the investment world into an industry with $15 trillion AUM, spanning dozens of strategies, hundreds of geographies and thousands of funds. The professionals navigating it rely on us to make sharper decisions.
Today, PEI operates a range of platforms, each dedicated to a major asset class or investment theme; from private equity and infrastructure to real estate, private credit and beyond.
What makes us genuinely different is what we bring together. Data-enabled tools. Data-enriched insight. Built on powerful proprietary datasets. Editorial insights based on deep market knowledge and experience. The networks and communities that convene the people who move and manage capital. No other business is this well connected. This shapes everything we build, every hire we make, and every decision we take.
Who we’re looking for:
Our 500+ team spans Europe, APAC and the Americas – researchers, journalists, data scientists, product engineers, events professionals, marketers and commercial specialists – all working to give private markets professionals the intelligence edge they need.
Central to everything we do is our people. We’ve built a culture where talent grows, careers are built with intention, and everyone has the opportunity to learn, grow, and make their mark.
At PEI we value diverse talent and welcome applications from everyone – regardless of background. We are an equal opportunity employer and our inclusive culture at PEI is reflected in every stage of the recruitment journey. Please inform us at initial stages of the recruitment process if you require any reasonable adjustments and we can accommodate this.
PEI Group supports flexible working arrangements, and we welcome career returners.
