GlobalCapital — Business Development Executive

GlobalCapital is a leading provider of news, insight and analysis for the primary capital markets community
Our news and data products provide transparency into primary DCM activity and enable trend analysis and the identification of new business opportunities. Our customers span the DCM community, including banks, borrowers, investors, law firms, rating agencies, tech platforms and regulators.

We have an impressive domain authority backed by a respected editorial team, tenured brand, deep market access and strong industry relationships
Meanwhile, our editorial sourcing model facilitates an independent and clear perspective on complex market activity and sentiment through both on and off-record commentary from dealmakers, issuers and investors.

Job purpose

Drive the net new business within specific sectors and current account growth of your GlobalCapital book of business. This role will also include key account management (to be determined) spanning across investment banks, law firms and ratings agencies. This role also includes the management of your individual new business target.

Principal responsibilities
• Drive growth across our core markets through net new logo wins.
• Manage your renewal book and ensure to achieve sustained growth across these.
• Look for upsell opportunities in your current accounts to sell extra seats to
• Work directly with the marketing teams to ensure inbound leads are handled quickly.
• Ensure renewal processes and new business opportunities are logged entirely in salesforce.
• Ensure all sales activity i.e. call logs, renewal opps etc. are logged in salesforce.
• Build strong relationships with our editorial team which will allow you to gain market insight.
• Weekly reporting to Head of Business Development.
• Identify growth accounts and new business opportunities through a partnership with our AMS team.
• Hit you new business target a month.
• Build deep relationships with the DCM community that extend beyond transactional sales and elevate towards Trusted Advisor status
• Attend awards and market relevant conferences that will allow you to build a further new business pipeline.

Key interfaces
• Head of New Business
• Head of Sales – GlobalCapital
• Head of Marketing (subscriptions)
• Subscriptions marketing executives
• AMS marketing
• London and New York bureau chiefs
• Section editors
• Lead finance partners
• Director of Ops

Knowledge, experience and skills
• Strong objection handling.
• Understanding and interpreting customer insight
• Consistent over achiever against sales targets.
• Highly organized and cool under pressure
• Understanding of capital markets and key drivers for our customers
• You must be able to keep to deadlines and you should be able to pick things up quickly and to multi-task
• A great listener and willing learner
• You must have integrity and a passion for accuracy
• Ambitious with a real drive to succeed in this role

Experience
• B2B media and/or capital markets experience desired
• Global sales and market intelligence / data experience
• Consistent growth on Net new business pipelines.
• Proof of constant new business growth.