Head of EMEA Sales

What We Offer

• Comprehensive Benefits: We provide a robust benefits package for full-time, permanent employees, including health, dental, and vision coverage, retirement plans with company match, paid time off, parental leave, and an annual education & training stipend (equivalent to $1,000 in local currency). Specific benefits may vary by location and will be discussed further during the interview process.
• Flexible Hybrid Working Environment: Our offices are designed to support both collaboration and flexibility. Enjoy weekly lunches, quality coffee, and regular social events. Many locations also feature parent rooms, on-site gyms, comfortable lounges, and adaptable workstations to support your comfort and productivity.
• Wellness: We care about your well-being. Team members have access to wellness workshops and events, as well as a complimentary Headspace subscription to help you stay focused, grounded, and energized.
• Employee Resource Groups: Belonging is an important part of doing your best work. Our ERGs provide an inclusive space, support and community for employees of diverse backgrounds and allies. We host informative, fun sessions and celebrations that are often open to the entire organization.

Position Summary

Responsibilities and Duties

• Sales strategy and revenue ownership
• Develop and execute the EMEA sales strategy aligned to company growth objectives, target segments, and product roadmap.
• Translate ARR and bookings targets into territory, segment, and rep‑level plans with clear quotas and activity expectations.
• Own pipeline creation, progression, and conversion; ensure accurate forecasting and predictable delivery of quarterly and annual goals.
• Use data to continuously refine territory design, coverage models, and sales motions to improve win rates and shorten sales cycles.
• Leadership and team building
• Build, lead, and develop a world‑class sales team, including account executives and outbound/SDR resources.
• Recruit and retain top talent; establish a high‑performance culture grounded in accountability, coaching, and continuous improvement.
• Implement clear operating rhythms (QBRs, forecast calls, deal reviews) that drive execution discipline and performance.
• Mentor and uplevel sales leaders to effectively run their businesses and develop succession depth.
• Deal execution and customer engagement
• Personally engage on strategic opportunities, executive‑level negotiations, and key customer relationships across EMEA.
• Partner with Customer Success on expansion, renewals, and executive sponsorship for top accounts.
• Ensure rigorous MEDDIC/enterprise sales best practices across discovery, solutioning, proposal, and commercial negotiation.
• Serve as an escalation point for major accounts and complex commercial or contractual issues.
• Cross‑functional go‑to‑market alignment
• Partner with Marketing to align on ICPs, campaigns, lead quality, and pipeline targets by segment and region.
• Collaborate with Product and Product Marketing to refine positioning, pricing, and packaging in response to buyer feedback and competitive dynamics.
• Provide structured, data‑backed insights from the field to influence roadmap and GTM priorities.
• Align closely with Revenue Operations on territories, compensation plans, reporting, and tooling (CRM, enablement, forecasting).
• Operations, reporting, and governance
• Own regional forecast accuracy, pipeline health metrics, and sales productivity KPIs; communicate performance to the executive team and Board as needed.
• Define and enforce sales processes, CRM standards, and inspection mechanisms to ensure data quality and visibility.
• Partner with Finance on planning, budgeting, compensation design, and scenario modeling for the EMEA business.
• Monitor market trends and competitive landscape; identify new vertical, product, or partnership opportunities.

Qualifications and Experience

• Experience
• 10+ years of progressive B2B sales experience, including 5+ years leading enterprise sales teams; experience in SaaS / technology strongly preferred.
• Proven track record of owning and exceeding multi‑million‑dollar bookings targets across the EMEA region.
• Demonstrated success building and scaling teams in a high‑growth environment (e.g., $50M–$300M ARR stage or similar).
• Deep experience selling complex, multi‑stakeholder solutions to enterprise and mid‑market buyers with long sales cycles.
• Prior experience partnering with cross‑functional GTM (Marketing, CS, Product) and operating in a data‑driven, metrics‑oriented culture.
• Skills and attributes
• Exceptional leadership skills with the ability to inspire, coach, and hold teams accountable.
• Strong strategic thinking paired with a hands‑on approach to deals and pipeline.
• Excellent communication and executive presence, comfortable engaging C‑suite buyers and internal executives.
• Highly analytical and fluent with CRM and sales tooling (e.g., Salesforce, HubSpot, Gong, Clari).
• Bias for action, resilience, and a growth mindset suited to a fast‑changing, results‑oriented environment.
• Education
• Bachelor’s degree required; MBA or other advanced degree a plus.

Thriving at Trulioo

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