Head of Sales, Growth & Retentions

About our Team:  

LexisNexis Legal & Professional, which serves customers in more than 150 countries with 11,800 employees worldwide, is part of RELX, a global provider of information-based analytics and decision tools for professional and business customers. Our company has been a long-time leader in deploying AI and advanced technologies to the legal market to improve productivity and transform the overall business and practice of law, deploying ethical and powerful generative AI solutions with a flexible, multi-model approach that prioritizes using the best model from today’s top model creators for each individual legal use case.

About the Role

The Head of Growth & Retention is accountable for delivering net revenue retention, customer expansion, and sustained account value growth across a defined portfolio.

This is a second-line leadership role, responsible for leading Sales Managers and their teams to execute against clear commercial outcomes. The role owns the performance of the existing customer base as a core revenue engine, ensuring predictable retention and systematic growth.

The successful candidate will combine strong commercial leadership, analytical rigor, and practical adoption of AI-enabled tools (including Generative AI) to drive performance, productivity, and competitive advantage.

This is not a relationship management role—it is a commercial leadership role with full accountability for revenue outcomes.

Responsibilities

1. Commercial Ownership

• Own and deliver retention, renewal, and expansion revenue targets
• Drive net revenue retention (NRR) through disciplined account planning and execution
• Build a predictable, scalable revenue engine within the existing customer base
• Identify, develop, and close growth opportunities within key accounts
• Ensure consistent delivery against forecast and pipeline commitments

2. Leadership & Team Performance

• Lead and develop Sales Managers (Account Management) and their teams
• Set and enforce clear performance standards aligned to revenue outcomes
• Drive a culture of accountability, ownership, and execution discipline
• Manage organisational design, hiring, performance management, and succession planning
• Coach leaders to move beyond reactive account management to proactive growth leadership

3. Customer & Account Strategy

• Build and maintain relationships with senior decision-makers and executive stakeholders
• Oversee strategic account planning across the portfolio
• Ensure structured and consistent executive engagement within key accounts
• Strengthen the organisation’s position as a critical partner to customers
• Drive alignment between customer needs and commercial opportunities

4. Strategic Execution

• Translate business objectives into clear, executable departmental plans
• Implement and scale best-in-class account management methodologies
• Drive a structured approach to account lifecycle management (onboarding → adoption → expansion → renewal)
• Contribute to broader commercial and go-to-market strategy
• Lead continuous improvement of growth and retention frameworks

5. Operational Excellence

• Establish and enforce operating cadence: pipeline reviews, forecast discipline, account reviews
• Ensure rigorous use of CRM and performance data to drive decisions
• Improve forecast accuracy, visibility, and accountability
• Allocate resources effectively across accounts and teams
• Drive consistency, scalability, and efficiency in execution

6. Data-Driven & AI-Enabled Leadership

• Lead with a data-first mindset, using insights to drive prioritisation and decision-making
• Leverage analytics to improve performance management, forecasting, and opportunity identification
• Demonstrate practical use of AI and Generative AI tools to enhance productivity and commercial outcomes
• Embed AI-assisted workflows and automation into account management practices
• Build team capability in adopting modern tools and technologies to improve effectiveness at scale

Requirements

• 8–12+ years in account management, client management, or commercial leadership
• Proven experience managing second-line leaders (manager of managers)
• Demonstrated track record of delivering revenue growth within existing customer bases
• Experience managing large, complex, and strategically important accounts
• Strong experience engaging and influencing senior stakeholders (C-suite / executive level)
• Evidence of using data, analytics, and AI-enabled tools to drive commercial performance and team effectiveness

Core Competencies

• Strong commercial acumen and revenue ownership mindset
• Strategic thinking with disciplined execution capability
• Leadership of leaders (scaling performance through layers)
• Customer-centric approach focused on commercial value realisation
• Advanced analytical capability and data-driven decision-making
• Practical adoption of AI / Generative AI in a commercial context
• Change leadership and continuous improvement

Leadership Expectations

• Leads through others to deliver results at scale
• Builds a high-performance, accountable culture
• Balances strategic direction with operational discipline
• Makes decisions aligned to commercial priorities and resource constraints
• Drives alignment between customer needs and business outcomes

Work in a way that works for you:

We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.  

Working for you:  

We know that your well-being and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:
- Medical Aid
- Retirement Plan inclusive of Risk Benefits (Disability, Critical Illness, Life Cover & Funeral Cover)
- Study Leave

About The Business

LexisNexis Legal & Professional® provides legal, regulatory, and business information and analytics that help customers increase their productivity, improve decision-making, achieve better outcomes, and advance the rule of law around the world. As a digital pioneer, the company was the first to bring legal and business information online with its Lexis® and Nexis® services.

We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.

We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.

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We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.

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