Enterprise Sales Director, EMEA
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Job Description
The role
Run a team of four enterprise Account Executives selling £100k to £200k ARR deals to CTOs and CFOs across the UK and EMEA, and make sure every number they forecast is one you'd stand behind.
What you'll actually do
• Run the weekly forecast. You own the call, you challenge every commit, and you know which deals are real because you've been in them.
• Inspect deals against MEDDPICC in HubSpot every week. Economic buyer, champion, paper process and close date are evidenced or the deal comes out of commit.
• Hold the team to the operating cadence: pipeline hygiene, next steps, deal reviews and 1:1s. You enforce process because you know it's what makes the number predictable.
• Get into the deals. Joint calls, executive meetings, negotiation and procurement. You can hold a technical conversation with a VP Engineering without needing a solutions engineer in the room.
• Coach a team with a mix of experience, including AEs early in their closing careers. Your coaching happens on live deals, not in workshops.
• Work with SDR leadership on the quality of meetings coming into the team, and with Customer Success on expansion inside the install base.
Requirements
Department: Sales
Function: Business Development
Experience Level: Mid-Senior Level