Director of Digital Sales, EMEA

Develop and execute a proactive, long-term strategy to scale the global DSR organisation in line with the company’s ambitious revenue goals. Drive team productivity and efficiency by identifying and implementing new processes and tools, with a key focus on leveraging AI to discover and qualify opportunities. Have the strategic vision to plan what the DSR organisation needs to look like as the company grows to $2B and beyond, moving from a reactive to a proactive model. Conduct market analysis to identify new opportunities and refine sales approaches, ensuring the team is always focused on the most valuable activities.

Team Development & Performance Management

• Lead a group of DSR Managers, coaching-focused, spending significant time on go to market with cross functional leadership.
• Recruit, hire, train, and develop high-performing DSRs, maintaining full headcount and a strong pipeline of future talent.
• Design and implement a clear, data-driven framework for measuring DSR performance and readiness for promotion into Account Executive roles, ensuring we develop our future sales leaders.
• Conduct weekly one-on-one meetings with front line managers to review activity metrics, pipeline, and provide personalised coaching.

Stakeholder Collaboration & Business Partnership

• Build strong, collaborative relationships with senior regional sales leaders (VPs), operating as a credible peer with the gravitas to hold stakeholders accountable.
• Use data from SFDC and other sources to drive conversations, manage expectations, and ensure alignment between the DSR organisation and the field sales teams.
• Liaise effectively with key internal partners across Marketing, Sales Operations, and Corporate functions to ensure seamless execution.

The Path to Success: An Early Impact Assessment

Month 1: Foundation & Assessment

• Complete all onboarding sessions with a clear plan to understand the business, our identity management solutions, and our value proposition.
• Evaluate the status quo of the global DSR organisation, analysing People, Processes, Cadence, and Structure to identify immediate strengths and weaknesses.
• Meet with your direct manager (Global VP) and key senior stakeholders, including the regional Sales VPs and the Head of EMEA Sales, to understand their priorities and build foundational relationships.
• Begin evaluating the existing technology stack (including SFDC) and processes, with a specific focus on understanding the "do more with less" mandate and where AI can create efficiencies.
• Hold initial meetings with your direct reports and the wider DSR team to understand their perspective and establish your leadership.
• Synthesise your Month 1 findings into a preliminary strategic plan outlining your vision for scaling the DSR organisation to support the company’s growth to $2B.
• Present the initial framework of this plan to the Global VP, focusing on key pillars such as talent development, process efficiency (including AI), and stakeholder alignment.
• In collaboration with Talent Acquisition, refine the hiring profile for DSRs and begin actively participating in the recruitment process for any open roles.
• Evaluate the quality of the team’s current pipeline generation and forecasting process, identifying opportunities for immediate improvement.

Month 3: Plan Presentation & Early Execution

• Develop and present a comprehensive 12-month and 3-year plan for your organisation, broken down by milestones, to senior leadership.
• Socialise this plan with the regional Sales VPs to gain their buy-in and establish clear rules of engagement and mutual accountability.
• Launch the first initiative from your plan, likely focused on a key area like coaching cadence, a new efficiency tool, or a revised process for lead qualification.
• Implement your data-driven framework for DSR performance tracking and career progression, making it transparent to the entire team.

By 6 Months: Demonstrating Impact

• Your refined organisational structure, processes, and operating cadence should be fully implemented and showing early signs of success.
• Be able to demonstrate measurable improvements in key DSR metrics (e.g., pipeline generation, lead conversion, activity levels) as a result of your new initiatives.
• The relationship with senior sales stakeholders should be strong and collaborative, with a clear reduction in friction.
• You should have a robust and accurate forecasting process in place for the DSR organisation.

By 12 Months: Driving Scalable Growth

• You should have achieved the initial goals and milestones set out in your 12-month plan and be clearly tracking toward your 3-year vision.
• The DSR team should be operating as a highly efficient and predictable engine for pipeline generation, respected across the business.
• The DSR-to-AE promotion path should be proven, with the first cohort of reps successfully transitioning based on your data-driven framework.
• You are viewed as a strategic leader and thought leader within the company for all things related to inside sales and sales development.

About You

• Experience: 4+ years of success managing an Inside Sales or Digital Sales team in a high-tech software environment is essential. Overall 12+ years experience in sales and/or sales leadership.
• Strategic Acumen: You have experience working in a large, mature enterprise software company (e.g., Salesforce, Oracle, Microsoft, IBM) and understand what it takes to scale a sales function in a billion-dollar organisation.
• Leadership Style: You are a hands-on, "player-coach" who is credible and effective at training and developing reps through active participation. You are not an "ivory tower" manager.
• Gravitas & Stakeholder Management: You possess the confidence and business acumen to be a credible, respected partner to senior sales VPs, able to use data to drive alignment and accountability.
• Analytical Mindset: You are highly analytical and skilled at using data from CRM (SFDC expertise is a plus) and other tools to inform strategy, drive decisions, and report on results.
• Education: Bachelor's degree or equivalent experience.