Head of Commercial Sales

Company Description

Experian is a global data and technology company, powering opportunities for people and businesses around the world. We operate across a range of markets, from financial services to healthcare, automotive, agribusiness, insurance, and many more. Experian invests in people and new advanced technologies to unlock the power of data. We have an amazing team of 25,200 people in 32 countries.

Description

The purpose of the Head of Commercial Sales role is to lead Experian Data Quality's Commercial Sales function across ANZ, developing a high-performing new business sales team that delivers the required new business plan as part of the overall growth strategy.

This is a strategic sales and leadership role responsible for continuously developing, challenging and empowering the team to deliver financial results through focused activity in identified ANZ market sectors, disciplined sales execution, strong pipeline generation and high-quality customer discovery.

What you'll need to bring to the role & Experian

• Energy, passion and the standards to create a team that thrives on pace, accountability and success.

• Experience developing and implementing sales plans, segment strategies and campaign-led prospecting motions that improve team effectiveness and create qualified pipeline.

• Extensive experience leading, coaching and mentoring sales team members to lift capability and deliver genuine high performance across experienced sellers, new starters and BDR resources.

• Ability to engage and motivate individuals through enablement, empowerment, clear expectations, regular communication, reward and recognition.

• Strong applicable industry knowledge, with demonstrated experience navigating market trends, customer challenges and solution needs across priority sectors.

• A proven track record of consistently meeting and exceeding new business KPIs/targets in a solution-led B2B environment, including net new logo acquisition and customer growth.

• Develop and drive the Commercial Sales segment strategy, with clear vertical focus, quarter-by-quarter priorities and campaign-led execution.

• Own delivery of the Commercial Sales FY27 new business plan, including $3.7M in team billings and the required net new logo contribution.

• Build and maintain 3x qualified pipeline coverage, actively managing pipeline quality, stage progression, close confidence and forecast accuracy.

• Collaborate across Marketing, Sales Operations, Presales, Product, Customer Success and the broader Go To Market team to convert activity into qualified opportunity.

• Lead the Commercial Sales team across Senior BDM, BDM, Entry BDM and BDR roles, ensuring activity aligns to the business plan and every seller has clear territory focus, pipeline expectations and coaching support.

• Coach team members to lift competency through regular feedback, respectful challenge, call reviews, opportunity reviews and development plans that improve discovery, stakeholder mapping, qualification, value articulation and deal control.

• 10 years of Enterprise sales leadership

• Negotiation and commercial discipline

• Strategic sales planning and segment execution

• Relationship building across customers and internal stakeholders

• Coaching, deal inspection and performance development

• Novated Leasing & Salary Packaging
• Great compensation package and bonus / commission plan
• Core benefits including Experian shares discount and wellness program
• Flexible work environment, hybrid model
• Flexible time off including volunteer time off, personal leaves and paid holidays
• 17 weeks of Paid Parental Leave, family care leave and up to 5 days study leave