Principal Business Development Manager - B2B

Equifax; Greater London; On-site; GBP 90,000 - 130,000; Full time

Job summary

Equifax seeks a Principal Business Development Manager - B2B to drive market expansion and deepen penetration across existing and untapped segments. You will champion high-value consumer propositions while guiding a sales organisation to empower clients with proprietary data.

You will mentor a team, lead cross-functional opportunities, negotiate with senior executives, and respond to RFIs/RFPs with tailored solutions targeting risk, fraud, and marketing imperatives.

Qualifications

• Senior leadership or management experience, scaling sales teams.
• Bachelor's degree and/or equivalent B2B sales experience with forecasting.
• Proven ability to close mid-to-large enterprise deals and meet quotas.
• Ability to articulate financial insights and value propositions to senior decision-makers.
• Experience with Salesforce for lead scoring and pipeline forecasting.
• Understanding API-driven delivery and leading technical discussions.

Responsibilities

• Establish and manage team KPIs, forecast revenue, and guide go-to-market strategies.
• Identify and secure new business with large-scale organisations within Equifax portfolio.
• Lead account strategy with cross-functional teams to identify opportunities for data enrichment.
• Serve as senior escalation point for complex client negotiations and cross-functional roadblocks.
• Respond to RFIs/RFPs with consumer-focused solutions addressing Risk, Fraud, and Marketing needs.

Skills

Leadership

B2B sales

Forecasting

Data-driven value propositions

Education

Bachelor's degree

Tools

Salesforce

Job description

As the Principal Business Development Manager - B2B, you will drive significant market expansion and increase penetration within both existing and untapped segments. You will champion the delivery of high-value consumer propositions while mentoring a high-performing sales organisation to empower our partners with proprietary consumer data. By seamlessly integrating Equifax data into client strategies, you will enable financial institutions, telecommunications, and utilities to enrich customer interactions and optimise their decision-making processes.

What you’ll do

• Establish and manage team KPIs, forecast revenue, and guide the overarching go-to-market and sales strategies to drive profitable growth.
• Identify and secure new business, specifically targeting large-scale organisations with extensive customer bases across the Equifax portfolio.
• Lead account strategy motions with cross-functional teams to identify sales opportunities tied to value-add consumer services and data enrichment.
• Act as the senior point of escalation for complex client negotiations and resolve cross-functional roadblocks effectively.
• Respond to prospect RFIs and RFPs with tailored, consumer-focused solutions that address critical Risk, Fraud, and Marketing imperatives.

What Experience You Need

• Proven experience in a senior leadership or management role, successfully scaling business development or sales teams.
• Previous experience working for a Credit Bureau directly, or via a partnership.
• Bachelor's degree and/or equivalent B2B sales experience, including managing the sales pipeline and overseeing team-wide forecasting accuracy.
• Demonstrated experience negotiating and closing mid-to-large size enterprise deals while being held accountable to individual and departmental quotas.
• Proven ability to articulate complex financial insights and deliver data-driven value propositions to senior and C-suite decision-makers.
• Proficiency with Salesforce for lead scoring and high-accuracy pipeline forecasting.
• Conceptual grasp of API-driven delivery to lead technical implementation discussions.

What could set you apart

• Master's or advanced degree in a related business or technology field.
• Demonstrated transformational leadership skills with the ability to inspire and manage teams through rapid growth or market shifts.
• Existing industry contacts and a strong professional network within the consumer finance space.
• Experience creating efficiencies, process improvements, or automations by using or building AI tools to optimize proactive sales outreach.