Head of Sales

Posting Description

Head of Sales – Radford McLagan Compensation Database (RMCD)

Role Summary

Aon is seeking a Head of Sales to lead the commercial strategy and sales organization for the Radford McLagan Compensation Database (RMCD), a flagship offering within Aon’s Talent Solutions portfolio.

This is a primarily internal‑facing executive leadership role responsible for setting direction, establishing operating discipline, and enabling multiple sales teams to drive revenue growth, client retention, expansion, and cross‑solution selling. The role will serve as the single point of accountabiliyt for RMCD commercial outcomes, partnering closely with leaders across Sales, Advisory, Product, Marketing, and Delivery to ensure RMCD growth is driven in alignment with Aon’s one‑firm approach.

This role will have selective external engagement for strategic clients, renewals, and enterprise growth opportunities.

Major Accountabilities

Commercial Ownership & Growth

• Serve as the executive owner of RMCD revenue performance, including:
  • Client retention and renewals
  • Upsell and expansion within existing accounts
  • New business development across target segments
• Establish annual and multi‑year growth priorities aligned to Talent Solutions strategy.
• Own sales forecasting accuracy, pipeline quality, and performance reporting.
• Balance short‑term revenue delivery with long‑term, sustainable growth.

Sales Strategy & Go‑to‑Market Leadership

• Develop and implement the RMCD sales strategy and go‑to‑market approach, including:
  • Client and segment prioritization
  • Coverage and account ownership models
  • Retention vs. net‑new growth focus
• Evolve the RMCD sales motion toward insight‑led, value‑based, consultative selling.
• Ensure consistent execution of sales strategy across regions, roles, and teams.

Sales Organization Leadership

• Lead and manage a multi‑layered sales organization, including:
  • Key Account Teams focused on strategic and enterprise clients
  • Growth Teams focused on expansion and upsell
  • Sales Account Managers (ICs)
  • People Managers responsible for day‑to‑day coaching and execution
• Define clear role expectations, coverage responsibilities, and collaboration norms.
• Align organizational structure, roles, and capacity to growth priorities.

Account Management, Retention & Expansion

• Own the enterprise‑wide approach to account management and retention for RMCD clients.
• Ensure renewals, client value, and long‑term relationships remain a core sales priority.
• Drive disciplined strategies for:
  • Increasing product and solution density
  • Expanding RMCD usage across job families, geographies, and business units
  • Identifying new opportunities within existing and prospective clients

Cross‑Sell & Advisory Partnership

• Model and reinforce Aon’s one‑firm mindset across the RMCD sales organization.
• Partner closely with Advisory and broader Talent Solutions leaders to:
  • Identify and prioritize cross‑sell opportunities
  • Enable sellers with clear engagement and referral models
  • Ensure coordinated pursuit and delivery of solutions
• Actively remove barriers to cross‑solution selling while maintaining clear role accountability and ownership.

Performance Management & Operating Discipline

• Establish and maintain a disciplined sales operating rhythm, including:
  • Pipeline and forecast reviews
  • Account and territory planning
  • Performance and talent reviews
• Define and track important KPIs across:
  • Revenue growth
  • Retention and renewal rates
  • Expansion and cross‑sell performance
  • Productivity and execution quality
• Leverage data, analytics, and systems of record to drive transparency and accountability.

Leadership, Talent & Culture

• Recruit, develop, and retain high‑performing sales leaders and talent.
• Coach people managers and senior sellers to raise organizational capability.
• Build strong succession plans and leadership depth.
• Foster a culture grounded in:
  • Accountability and ownership
  • Collaboration and mutual respect
  • Client‑first thinking and professional excellence

Enterprise & External Engagement

• Act as a senior commercial leader within Talent Solutions, contributing to broader growth initiatives.
• Provide executive‑level support in:
  • Strategic client meetings
  • Complex negotiations and partner concerns
  • Key renewals and enterprise pursuits
• Represent RMCD leadership internally and externally as appropriate.

Qualifications & Experience

Required

• 12+ years of progressive experience in sales, account management, or commercial leadership.
• Demonstrated success leading multi‑role, multi‑level sales organizations.
• Proven track record driving retention, upsell, expansion, and new business concurrently.
• Experience operating effectively within large, sophisticated, matrixed organizations.
• Strong financial and commercial competence, including forecasting and performance management.
• Bachelor’s degree required; advanced degree preferred.

Preferred

• Experience in professional services, data, SaaS, HR, rewards, or talent solutions.
• Prior experience partnering closely with consulting or advisory businesses.
• Comfort leading transformation and change within established organizations.

Leadership Capabilities

• Enterprise‑level sales strategy and execution
• Executive presence and influence
• Strong client and partner management
• Data‑driven decision‑making balanced with good judgment
• Ability to lead through complexity and scale impact

For positions in San Francisco and Los Angeles, we will consider for employment qualified applicants with arrest and conviction record in accordance with local Fair Chance ordinances.

The salary range for this position (intended for U.S. applicants) is $220,000 to $250,000 annually. The actual salary will vary based on applicant’s education, experience, skills, and abilities, as well as internal equity and alignment with market data. The salary may also be adjusted based on applicant’s geographic location. The salary range reflected is based on a primary work location of Chicago, IL. The actual salary may vary for applicants in a different geographic location.

This position is eligible to participate in one of Aon’s annual incentive plans to receive an annual discretionary bonus in addition to base salary. The amount of any bonus varies and is subject to the terms and conditions of the applicable incentive plan.

A summary of all the benefits offered for this position:

Aon offers a comprehensive package of benefits for full‑time and regular part‑time colleagues, including, but not limited to: a 401(k) savings plan with employer contributions; an employee stock purchase plan; consideration for long‑term incentive awards at Aon’s discretion; medical, dental and vision insurance, various types of leaves of absence, paid time off, including 12 paid holidays throughout the calendar year, 15 days of paid vacation per year, paid sick leave as provided under state and local paid sick leave laws, short‑term disability and optional long‑term disability, health savings account, health care and dependent care reimbursement accounts, employee and dependent life insurance and supplemental life and AD&D insurance; optional personal insurance policies, adoption assistance, tuition assistance, commuter benefits, and an employee assistance program that includes free counseling sessions. Eligibility for benefits is governed by the applicable plan documents and policies.