The Company

Our client is a global B2B SaaS company whose predictive AI platform helps large enterprises manage risk, drive operational efficiency, and protect their most valuable assets — at scale, across complex environments. With a blue-chip customer base spanning over 80 countries, the company has built a proven, sticky enterprise product trusted by some of the world’s most demanding organisations.

The company is at an exciting inflection point: a strong installed base, a differentiated AI-driven product, and a clear path to doubling EMEA revenue. This role exists to own and accelerate that growth.

The Opportunity

We are looking for an exceptional enterprise SaaS sales leader — someone who has built and scaled revenue-generating machines, loves being in deals, and knows how to build the people and processes that create predictable, compounding growth.

You will own EMEA revenue end-to-end: direct sales, channel partnerships, account expansion, and go-to-market strategy. You will report directly to the CEO and play a central role in shaping how the company goes to market globally.

This is a role for someone who thrives at the intersection of hands-on execution and strategic leadership — equally comfortable closing a seven-figure deal and coaching a rep through their pipeline.

What You’ll Own

Revenue & Growth

• Own EMEA revenue targets and drive ARR growth from ~$20M toward $40–50M+
• Build and execute an aggressive regional sales strategy covering new logo acquisition, channel expansion, and account growth
• Drive pipeline discipline, forecasting accuracy, and execution rigour across the full sales organisation
• Scale a high-performance sales organisation across direct, channel, reseller, and partner motions

Enterprise Deals

• Personally lead and close large, complex enterprise transactions involving multi-stakeholder procurement
• Own the full sales cycle — from lead generation and POC through to contract negotiation and close
• Remove blockers, handle objections, and control close timelines on strategic deals

Sales Organisation

• Build a no-excuses, results-first sales culture grounded in accountability and performance
• Lead, mentor, and grow a cross-functional team spanning sales, account management, and customer success
• Implement structured deal reviews, pipeline management, and a consistent operating cadence
• Use data relentlessly to optimise conversion rates, deal velocity, and win rates
• Own sales planning, target-setting, and budgeting aligned to aggressive company goals

Market & Customers

• Serve as a key executive voice on go-to-market strategy, working closely with the CEO and leadership team
• Deeply engage with top customers and strategic accounts to drive expansion and retention
• Stay ahead of competitors, market shifts, and buyer behaviour — adapting strategy and execution accordingly

What We’re Looking For

MUST

• 15+ years in enterprise software or SaaS sales, with at least 3–4 years leading high-performing sales teams
• Proven track record scaling EMEA (or broader international) revenue in an enterprise SaaS business — ideally from ~$20M to $40–50M+ ARR
• Deep experience building and managing both direct sales teams and indirect/channel sales organisations
• Based in the UK, or able to relocate — right to work in the UK required
• Experienced selling complex B2B SaaS into large enterprise organisations across multiple industries
• Hands-on leader: comfortable driving deals personally while simultaneously coaching and developing the team

PLUS

• Experience in GCC, US, or APAC markets in addition to EMEA
• Familiarity with AI-driven sales tools, modern SaaS tech stacks, and SDR-led pipeline models
• MBA or advanced degree — though track record matters more than credentials

The Person

• Confident executive presence — able to influence C-suite buyers and internal stakeholders alike
• Data-driven and analytical — you build with metrics, not instinct alone
• Competitive, resilient, and relentless about winning — you find a way
• Energised by building — processes, people, culture, and pipeline