At a Glance
- Tasks: Lead and coach a dynamic sales team to drive enterprise software sales across EMEA.
- Company: Join a fast-growing tech company focused on innovation and customer success.
- Benefits: Competitive salary, flexible working options, and opportunities for professional growth.
- Other info: Embrace a culture of resilience, innovation, and teamwork while working from our London office.
- Why this job: Make a real impact by driving strategic deals and leading a talented sales team.
- Qualifications: 10+ years in B2B software sales with strong leadership and strategic skills.
The predicted salary is between 80000 - 100000 £ per year.
We are looking for an intelligent, coachable, hard‑working, and driven professional to lead a team of Account Executives to sell Optro products into our Enterprise segment. The Area Director, Sales will lead, coach and develop a team of 5‑7 sales professionals to proactively generate new opportunities into target accounts, close business to achieve quarterly and annual revenue goals, and will report to the Vice President of EMEA.
Key Responsibilities
- Drive portfolio business of high‑velocity new “lands,” as well as the expansion of strategic accounts.
- Recruit top talent at scale who possess high intelligence, strong character and coach‑ability.
- Lead strategic AEs in achieving individual, team, and organizational quotas.
- Drive strategic deals and accounts to six‑figure and seven‑figure deal victories.
- Drive and monitor account planning and execution to deliver maximum revenue potential.
- Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning.
- Coach sales teams by helping structure sales opportunities and deals; further assist with selling activities as appropriate; ensure the sales team is working cohesively with operations, sales engineering, and other internal/external teams.
- Build out a predictable business focused on the end‑to‑end sales process.
- Lead pricing and contract negotiations.
- Listen and comprehend customer pain points and goals and objectives to tailor Optro’s products and services.
- Present a compelling solution of the Optro 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 to report sales forecasts.
- Stay ahead of industry trends, competitive activity, and client opportunities.
- Attend trade shows, industry events, client meetings, and conferences – up to 30% travel.
- Engage and build relationships with Optro Partners and Alliances to help drive new pipeline growth and close new business.
- Evangelize the organizational need for a strong audit, risk, and control environment to drive new pipeline and win new business.
- Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win‑Together.
Attributes for a successful candidate
- 10+ 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 3+ years of people management experience.
- Experience leading sales in an early‑stage, high‑growth enterprise B2B SaaS environment preferred.
- Experience in scaling a team across EMEA.
- Proven line‑of‑business selling experience and able to engage at a C‑Suite level within enterprise accounts.
- Ability to build and lead a sales organization, including quota‑carrying and forecasting experience.
- Experience selling with and through alliances / partners.
- Excellent cross‑organization partnership and interpersonal skills.
- 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.
*perks may vary based on eligibility/location
Our Company Values
- Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.
- Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.
- Drive innovation: Create the future. Continuously improve what exists and invent what’s next.
- Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.
- Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.
Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.
Area Director - EMEA employer: Optro
Optro is an exceptional employer that fosters a dynamic and collaborative work culture, particularly in our London office where the Area Director will lead a talented team of sales professionals. We prioritise employee growth through continuous coaching and mentorship, ensuring our team members thrive in their careers while driving innovation and achieving significant business milestones. With a strong emphasis on core values such as customer obsession and gritty resilience, we create an environment where every employee can contribute meaningfully and succeed together.
StudySmarter Expert Advice🤫
We think this is how you could land Area Director - EMEA
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Area Director - EMEA at Optro, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Optro. Tailor your message to explain why you’re drawn to them and how you can contribute as a Area Director - EMEA. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Area Director - EMEA
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Optro:When writing your cover letter, make sure to tailor your message specifically for Optro. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Optro
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Optro that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Optro that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Optro’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
