Head of Global Accounts

As the Head of Global Accounts, EMEA, you will lead the Enterprise commercial strategy for Fastmarkets, a leading price reporting agency (PRA) and information provider for global commodities. We offer critical price data, news, analytics, and events across agriculture, forest products, metals, mining, and new-generation energy markets, enabling clients in dynamic and often opaque markets to trade and manage risk effectively.

This high-impact leadership role is instrumental in driving revenue growth and protecting our largest global accounts within the EMEA region. You will oversee the crucial Enterprise Relicensing (ERL) transition through structured account selection, segmentation, and territory design. A key responsibility is developing and coaching a high-performing team of Global Account Managers, fostering collaboration across commercial teams for a seamless customer journey and increased adoption of Fastmarkets' pricing intelligence.

You will engage senior stakeholders and C-suite executives within EMEA-based global customers to forge long-term strategic partnerships. This position is pivotal in defining and executing commercial strategies aligned with Fastmarkets’ global sales transformation towards Enterprise Agreements.

PRINCIPAL ACCOUNTABILITIES

Global Account Management & Enterprise Selling: Build and maintain strategic relationships with top EMEA global clients, embedding Fastmarkets' data into their trading, digital transformation, and licensing workflows. Lead the EMEA transition to Enterprise Relicensing (ERL), shifting customers to enterprise-wide agreements. Oversee regional account selection, segmentation, and territory design for revenue growth. Develop a best-in-class, high-touch account management discipline aligned with the global enterprise strategy.

Revenue Growth & Enterprise Opportunity Planning: Drive sustainable revenue growth by enabling Strategic and Global Account Managers to capitalize on enterprise licensing opportunities. Ensure disciplined opportunity planning with structured Enterprise Opportunity Plans (EOPs) for EMEA global accounts. Oversee forecasting accuracy and pipeline visibility to meet and exceed revenue targets. Collaborate with sales leadership to align account strategies with global revenue objectives.

Customer Satisfaction, Retention & Engagement: Ensure successful adoption of Enterprise Licensing Models, partnering with Strategic Industry Experts for a world-class customer experience. Implement proactive account management to drive renewals, mitigate churn, and expand Fastmarkets' footprint. Act as an executive sponsor for high-priority accounts, providing strategic oversight and unlocking long-term partnerships. Lead executive engagement initiatives, aligning Fastmarkets’ value proposition with C-suite priorities.

Cross-Functional Collaboration & Strategic Execution: Align with global stakeholders, collaborating seamlessly with Strategic Industry Experts, Product, Editorial, Sales Operations, and Marketing. Facilitate account reviews with Strategic Industry Experts and Editorial teams to drive continuous adoption of Fastmarkets' pricing and data. Partner with Marketing on Account-Based Marketing (ABM) campaigns to enhance engagement and support enterprise expansions. Champion sales enablement for the EMEA team on enterprise transition best practices.

Market & Industry Insight: Leverage market intelligence to anticipate industry shifts, competitive dynamics, and evolving customer needs. Translate insights into actionable strategies to maintain a competitive edge in driving enterprise adoption across EMEA. Share industry expertise to inform commercial strategy.

Sales Operational Excellence & Performance Management: Foster a high-performance sales culture, ensuring Global and Strategic Account Managers meet targets. Establish rigorous forecasting discipline with 95%+ accuracy in pipeline management. Monitor KPIs for sales effectiveness, customer adoption, and revenue growth. Employ a data-driven approach to sales execution with Sales Operations.

Contract Negotiation & Enterprise Licensing: Lead complex contract negotiations for EMEA global customers transitioning to enterprise-wide agreements. Ensure commercial terms support long-term value creation and align with Fastmarkets’ pricing strategy. Drive governance and structure in enterprise licensing, ensuring alignment with legal, compliance, and finance best practices.

Leadership, Coaching & Role Modelling: Recruit, develop, and retain a high-performing team of Strategic and Global Account Managers across EMEA. Set the standard for enterprise sales excellence, acting as a role model for collaboration, customer engagement, and execution. Drive a coaching culture for continuous skill development. Champion Fastmarkets’ values of accountability, inclusivity, and high performance.

KEY INTERFACES:

Clients and Stakeholders: Engage directly with senior decision-makers across global accounts to understand business challenges, shape strategic partnerships, and facilitate enterprise licensing transitions.

Sales Leadership Team: Collaborate with global sales leaders on enterprise account strategies, ensuring regional consistency and driving global revenue growth.

Marketing Managers: Partner on demand generation within existing customers, ensuring targeted campaigns effectively convert pipeline opportunities.

Product Development and Management: Provide client feedback to product teams, ensuring enterprise client needs are prioritized in product roadmaps.

Editorial and Pricing Development: Collaborate with editorial and pricing leaders to drive enterprise-level product adoption, tailoring content and data to global client needs.

Strategic Industry Experts: Work closely with the Head of Strategic Industry Experts to ensure seamless onboarding, engagement, and enterprise-level adoption of Fastmarkets' solutions.

Finance and Legal Teams: Collaborate on complex contract negotiations and compliance for enterprise licensing agreements.

Operations and Support Teams: Coordinate with global operations and support teams for smooth implementation, support, and delivery of enterprise data.

Qualifications: We seek motivated, driven individuals with diverse backgrounds who believe in our mission. We are an equal opportunities employer committed to an inclusive workplace. Ideal candidates are open-minded, curious, resilient, solutions-oriented, and committed to promoting equality.

KNOWLEDGE, EXPERIENCE AND SKILLS:

Knowledge: Enterprise Sales & Account Management best practices; commodities markets (metals, forest products, agriculture); market & competitive analysis; enterprise licensing & pricing models; Fastmarkets Product Suite.

Experience: Proven leadership in enterprise account teams and managing high-value global accounts; success in enterprise sales transformations and transitioning to Enterprise Licensing Agreements (ELAs); track record of exceeding multimillion-dollar sales targets; experience engaging C-suite executives; cross-functional leadership; sales operational excellence (forecasting, performance tracking).

Skills: Strategic Communication & Executive Influence; Enterprise Negotiation & Contract Management; Analytical Thinking & Data-Driven Decision-Making; Problem-Solving & Commercial Innovation; Leadership & Team Development; Adaptability & Change Management.

Personal Attributes: Principled Leadership; Executive Presence & Credibility; Resilience & Growth Mindset; Resourcefulness & Commercial Agility; Customer-Centric Thinking; High Standards & Execution Excellence.

We encourage applications from candidates whose experience, skills, or qualifications don't perfectly align but are excited about the role.

Our Values: METRICS DRIVEN, ACCOUNTABLE, GROWTH MINDSET, INCLUSIVE, CUSTOMER CENTRIC, COLLABORATIVE.

We are committed to ensuring all candidates feel welcomed and supported. Please inform us if you require accommodations for the interview process.