Director of Sales (Europe)

• The Director of Sales, Europe will be responsible for leading our regional sales organization, driving Planet’s Go-To-Market (GTM) strategy, and accelerating revenue growth across national security, defense, and government sectors
• As a people manager and business leader, you will own the regional revenue target, drive executive alignment, and establish disciplined pipeline governance to ensure forecast predictability
• You will be responsible for building, mentoring, and coaching a team of direct reports—fostering a culture of accountability, operational excellence, and continuous professional development. In addition to team development, you will architect large-scale strategic programs, lead high-stakes commercial negotiations, and scale partner ecosystems to penetrate priority market
• Above all, you will leverage your leadership experience to elevate Planet’s market presence across NATO and the Nordics in alignment with our mission to see change and change the world
• The ideal candidate is an accomplished sales leader with deep defense domain expertise and a track record of managing high-performing teams across Alliance structures and Northern European markets
• You will bring an established executive network spanning NATO HQ, allied Defense Ministries, Armed Forces Commands, Intelligence Agencies, and key European Prime Contractors/System Integrators
• Combining strategic commercial acumen with an understanding of collective defense and national security priorities, you will position Planet as a trusted capability provider for mission-critical operations
• Drive Strategic Revenue Growth: Own and execute a result-oriented Go-To-Market (GTM) strategy to build, negotiate, and close high-value, complex deals across sovereign defense and government sectors, consistently hitting or exceeding regional quota targets
• Forecast Governance & Predictability: Maintain rigorous pipeline hygiene (Salesforce.com) and deliver accurate, data-driven revenue forecasts to executive leadership through disciplined deal inspection and pipeline management
• Capture Strategy & Value Messaging: Engineer tailored capture strategies and high-impact executive narratives that align with agency-level priorities, resonate with key decision-makers, and win competitive procurements
• Manage, Coach & Empower: Build, mentor, and scale a high-performing sales team, establishing a culture of accountability, operational excellence, and continuous professional development
• Methodology Alignment: Train and inspect direct reports on core sales methodologies and capture frameworks (e.g., MEDDPICC, Shipley), coaching them on deal qualification, stakeholder mapping, and win strategies
• Talent Bench & Scaling: Proactively recruit, onboard, and retain elite commercial and defense-domain talent to build a solid talent bench as the regional footprint expands
• Cross-Functional Matrix Alignment: Orchestrate seamless collaboration across internal matrix teams including Government Affairs, Product, Engineering, and Field Marketing to align corporate capabilities with regional market opportunities
• Technical & Post-Sales Win Alignment: Partner closely with Pre-Sales/Solutions Engineering to secure technical wins, and collaborate with Post-Sales teams to ensure flawless customer onboarding, retention, and long-term expansion
• Deal Cadence & Executive Escalation: Communicate deal velocity transparently across internal business units, mobilizing executive sponsorship and cross-functional support when needed to de-risk complex pursuits

Benefits

• Comprehensive health plan
• Wellness program and massages
• Flexible time off
• Recognition programs
• Commuter benefits
• Learning and tuition reimbursement
• Parental leave
• Offsites and happy hours
• Volunteering benefits

Success collaborating across internal matrixed teams (Government Affairs, Product, Engineering, Legal) to align corporate capabilities with regional opportunitiesProfessional working proficiency in English, the language of the companyExtensive background navigating complex government, NATO, and defense procurement frameworks (e.g., NCI Agency, FMS/DCS, national MoD acquisition bodies) across Northern Europe and Allied Command structures, with a focus on key Nordic nations (Sweden, Finland, Norway, Denmark)8+ years of relevant work experience and 6+ years supervisory / leadership experience, with a track record of driving revenue growth, building high-performing teams, and consistently exceeding multi-million-dollar individual and team quotasA strategic, self-directed leader with commercial judgment, adept at leading teams through dynamic, high-growth, or startup‑like market environmentsDeep understanding of how commercial technology and advanced data feeds support Allied posture, sovereign defense, intelligence, and ISR missionsAbility to recruit, mentor, and retain top-tier talent, instilling a high-accountability culture and coaching direct reports through complex, multi-year deal cyclesAn established, C‑level network across Defense Ministries, Intelligence Agencies, Allied Commands, and European Defense Primes / System IntegratorsDeep experience establishing pipeline discipline, accurate revenue forecasting, and thorough deal inspection using Salesforce.com and modern sales methodologies (e.g., MEDDPICC)5+ years of progressive sales leadership and enterprise business development experience within the defense, national security, or government technology sectors, with a track record of building high-performing teams and consistently exceeding revenue targetsOperational understanding of NATO defense priorities, Nordic security dynamics, joint acquisition processes, and agency decision-making across Allied Ministries of Defense and Tier‑1 Defense PrimesExperience managing complex, multi-year deal cycles, with the ability to lead sales teams through disciplined capture frameworks, pipeline governance, and accurate revenue forecastingProfessional proficiency in a Nordic language (Swedish, Finnish, Norwegian, Danish) is a plus for engaging senior government ministers, military command leadership, and internal executives

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