About the Role

Lead LexisNexis South Africa's corporate sales strategy, revenue growth and commercial execution. Oversee Sales Managers responsible for Account Managers and Business Development Managers, driving customer acquisition, retention, expansion and high-performing sales teams.
Champion the transition from traditional content selling to consultative, workflow-led solutions, including Lexis+ AI, Protege and AI-enabled productivity tools.

Key Responsibilities

Develop and execute corporate segment sales strategies, identifying priority industries, growth opportunities and target accounts.
Own revenue performance across new business, renewals and account expansion, improving forecasting, pipeline quality and win rates.
Balance short-term revenue opportunities with complex, longer-cycle strategic deals.
Lead, coach and develop Sales Managers, strengthening accountability, performance management and sales execution.
Embed consultative, value-based and workflow-led selling across teams, positioning Lexis+ AI, Protege and productivity solutions.
Drive strategic account planning, stakeholder engagement, customer retention and cross-selling opportunities.
Improve prospecting, opportunity qualification, discovery and new business conversion.
Establish disciplined sales operating rhythms, including pipeline reviews, forecasting, deal coaching and customer risk assessments.
Partner with Product, Marketing, Customer Success, Finance and senior leadership to improve customer outcomes.
Monitor market trends, customer needs, competitive developments and AI adoption opportunities.

Requirements

Significant B2B sales leadership experience, ideally within SaaS, legal technology, compliance, risk, enterprise software or information services.
Proven experience leading Sales Managers or multi-layered commercial teams.
Demonstrated success delivering revenue growth through customer acquisition, renewals and expansion.
Experience selling into corporate, enterprise or regulated environments.
Strong consultative selling, solution selling, commercial strategy and pipeline management expertise.
Legal industry experience advantageous but not essential.

Key Capabilities

Strategic commercial leadership and disciplined execution.
Strong people leadership, coaching and performance management.
Excellent forecasting, pipeline inspection and deal management.
Ability to balance immediate revenue delivery with sustainable long-term growth.
Understanding of AI-enabled workflows, productivity solutions and value-based selling.
Strong commercial judgement, problem-solving and executive stakeholder engagement.
Knowledge of complex corporate buying processes and multi-stakeholder decision-making.

Head Of Corporate Sales