Area Director, Commercial Sales (EMEA)

Optro

Contract type

Ongoing

Work mode

Hybrid · London, United Kingdom

Experience

Senior · 7+ years

Job description

Area Director, Sales at Optro, leading a team of 5-7 Account Executives to sell Optro's GRC Intelligence Platform into the Commercial segment and drive new business and account growth. Reports to the Vice President of EMEA.

At a glance

Employment: Full-time · Employee (employment agreement)
Work mode: Hybrid · London, United Kingdom

What you'll do

Drive customer acquisition, landing net new logos through high-velocity sales motion
Recruit and enable top talent at scale, targeting exceptional salespeople who possess high intelligence, robust EQ, character and general coachability
Lead AEs in achieving individual, team, and organizational quotas; build existing accounts to six and seven-figure ARR sizes, spearheading Cross-Sell and Up-Sell campaigns across the team
Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning
Ensure the sales team is working cohesively with Operations, Sales Engineering, and other internal/external teams and stakeholders
Build out a predictable business focused on the end-to-end value-led sales process
Lead pricing and contract negotiations with Executive Buyers, typically CFOs
Listen and comprehend customer pain points, goals and objectives to tailor Optro's products and services
Present a compelling solution of Optro's suite of products to clients using the information found in the discovery phase
Engage with C-level prospects to position Optro's strategic value proposition and drive the deal to closure
Leverage a values-based sales process to work with multiple client personas to close new business
Use a MEDDICC-based sales qualification methodology to manage sales resources and report sales forecasts
Stay ahead of industry trends, competitive activity, and client opportunities
Attend trade shows, industry events, client meetings, and conferences
Engage and build relationships with Optro Partners and Alliances to help drive new pipeline growth and close new business

What we're looking for

7+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software, preferably SaaS GRC, finance, ERP, CRM, procurement, or adjacent sectors with 2+ years of people management experience
Experience leading sales in an early-stage, high-growth enterprise B2B SaaS environment
Proven line-of-business selling experience and ability to engage at a C-Suite level within enterprise accounts
Ability to build and lead a sales organisation, including quota-carrying and multi-product forecasting experience
Excellent cross-organization collaboration and partnership skills; a natural desire to build mutually beneficial working relationships at all levels
Experience devising sales strategy and contributing to enablement programs
A clear understanding of value-based selling with multiple examples of success
Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results
Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together

Your team

Commercial Sales

Team of 5-7 Account Executives selling Optro products into the Commercial segment

Benefits

$200/mo (USD) for anything that enhances your life
Comprehensive employee health coverage
Pension scheme with company contributions
Competitive compensation & bonus program
Generous annual leave of 25 days plus bank holidays
Time off for your birthday & volunteering
Employee resource groups
Opportunities for team and company-wide get-togethers

Save

About Optro

AI-powered GRC Intelligence Platform

Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, use its technology. Optro is top-rated on G2.com and Gartner Peer Insights and has been named one of the 500 fastest-growing tech companies in North America by Deloitte for the seventh year in a row.

Key facts

Governance, Risk and Compliance (GRC) software
Surpassed $300M ARR
More than 50% of the Fortune 500, including 7 of the Fortune 10, use Optro
Top-rated on G2.com and Gartner Peer Insights
One of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte

What they value

Customer obsession
Gritty resilience
Drive innovation
Win, together
Growth mindset