At a Glance
- Tasks: Lead a dynamic sales team and drive commercial success across EMEA.
- Company: Join Smartstream Technologies, a leader in financial software solutions.
- Benefits: Enjoy competitive salary, hybrid work, and great perks like medical cover and learning opportunities.
- Other info: Be part of a diverse and inclusive workplace that values your unique contributions.
- Why this job: Make an impact in the fintech world while leading innovative sales strategies.
- Qualifications: 10+ years in enterprise software sales with strong MEDDIC expertise.
The predicted salary is between 99000 - 121000 £ per year.
Location: London (with regional travel across EMEA)
Reports to: Chief Revenue Officer
Function: Sales & Account Management
Direct reports: 9
Working arrangement: Hybrid – 3 days in office per week
Smartstream Technologies is a leading provider of Transaction Lifecycle Management (TLM) solutions to the world's most demanding financial institutions. Our reconciliations, liquidity, collateral, fees, cash and payments products underpin the operational backbone of tier-one banks, asset managers, custodians and brokers globally. We are trusted by more than 70 of the world's top 100 banks.
About the role
The Head of Sales & Account Management for the EMEA region (Europe, Middle East, Africa) owns the commercial performance of one of Smartstream's most complex and strategically significant territories. You will lead a team of Sales Executives, Account Managers and PreSales responsible for new logo acquisition, existing account expansion, contract renewals and long-term client retention. This is a hands-on commercial leadership role. You will drive disciplined pipeline execution using the MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) qualification framework, own forecast accuracy at regional level, and act as the senior escalation point for strategic negotiations with C-suite stakeholders at tier-one financial institutions.
Requirements
- Commercial leadership
- Own the EMEA regional number across new business, renewals, upsell and cross-sell
- Deliver accurate weekly, monthly and quarterly forecasts to executive leadership
- Lead complex multi-year commercial negotiations, including renewals, restructures, acceleration clauses and multi-product commercial constructs
- Act as executive sponsor on strategic accounts and lead client escalations where required
- Champion the adoption of AI-enabled tools and workflows across the regional team to drive productivity, sharpen deal intelligence and improve commercial outcomes
- Team leadership
- Directly manage a team of nine Sales Executives, Account Managers and PreSales spread across the region
- Run structured deal reviews, coaching sessions and quarterly Account Management Business Reviews (AMBRs) with rep-level accountability
- Drive CRM hygiene, pipeline discipline and stage-funnel balance across the team
- Recruit, develop and retain commercial talent capable of selling into tier-one financial institutions
- MEDDIC-led execution
- Embed MEDDIC as the operating qualification standard across every opportunity in the region
- Apply MEDDIC discipline in weekly pipeline reviews and stage-gate progression
- Coach the team on qualifying out early, elevating the economic buyer, and building genuine internal champions rather than coaches
- Own the linkage between MEDDIC qualification quality and forecast accuracy
- Cross-functional partnership
- Partner with Pricing, Legal, Product, Professional Services and Finance to structure winning commercial proposals
- Work with Marketing on regional demand generation, ABM strategy and event planning
- Feed structured field intelligence back into Product on competitive positioning, feature gaps and buying-centre dynamics
- Governance and process
- Uphold the standardised pricing and quote initiation workflow, ensuring every formal quote is anchored to a live Salesforce Opportunity
- Ensure software and Professional Services opportunities are structured correctly for accurate revenue recognition
- Maintain the regional KYC and account planning framework to underpin strategic account coverage
What success looks like in your first 12 months
- Regional forecast accuracy within a defined tolerance band, quarter on quarter
- MEDDIC embedded as the operating qualification rhythm across all nine direct reports, evidenced in deal reviews and Salesforce hygiene
- Demonstrable progression on strategic account plans across tier-one and tier-two banks
- Attainment or overachievement against the EMEA regional ARR target
- A stable, high-performing team with clear succession depth on each key account
- AI minded for efficiencies and outcomes.
Essential experience
- 10+ years of enterprise software sales management experience, with a demonstrable record of leading and scaling regional sales teams selling complex, multi-year software subscriptions into financial institutions
- Deep MEDDIC expertise — not just familiarity, but proven experience embedding MEDDIC as the operating rhythm across a distributed sales team, including in weekly deal inspection and forecast calls
- Strong track record of overachievement against multi-million ARR targets in fintech, capital markets technology, banking software or adjacent enterprise B2B categories
- Experience negotiating complex commercial constructs: multi-year term deals, perpetual licence migrations, acceleration clauses, extended support arrangements and asymmetric renewal structures
- Confident operating at C-suite level (CFO, COO, CIO, Head of Operations) inside tier-one and tier-two banks
- Experience managing across a culturally and geographically diverse region — comfort with the operating realities of EMEA, Middle East and Africa markets
- Fluent user of Salesforce for pipeline management, forecasting and rep accountability
Desirable
- MBA or equivalent post-graduate qualification
- Prior exposure to TLM, reconciliations, payments, collateral or liquidity technology
- Second language relevant to the region (for example Arabic, French, German or a South Asian language)
Education
- Bachelor's degree, or equivalent professional experience
Benefits
- Competitive base salary and performance-related variable compensation
- Company pension scheme
- Private medical cover
- Life Insurance
- Electric Car Scheme and Cycle to Work Scheme
- Access to internal and external learning through the People Leader Learning Path and our global Udemy programme
- Hybrid working, in line with our Global Hybrid Working Policy
Our commitment to inclusion
Smartstream is an equal opportunities employer. We are committed to building a diverse and inclusive workplace and welcome applications from all qualified candidates regardless of age, disability, gender identity, marital status, race, religion, sexual orientation or any other protected characteristic. If you require any reasonable adjustments during the recruitment process, please let us know.
Head of Sales & Account Management - EMEA in London employer: SmartStream
Smartstream is an exceptional employer that fosters a collaborative and innovative work culture, ideal for professionals seeking to make a significant impact in the finance sector. With a strong emphasis on employee growth, Smartstream offers comprehensive training programs and career advancement opportunities, all while being located in a vibrant area that promotes work-life balance. Join us to be part of a forward-thinking team dedicated to excellence in revenue operations and analytics.
StudySmarter Expert Advice🤫
We think this is how you could land Head of Sales & Account Management - EMEA in London
✨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 Head of Sales & Account Management - EMEA at SmartStream, 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 SmartStream. Tailor your message to explain why you’re drawn to them and how you can contribute as a Head of Sales & Account Management - EMEA. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Head of Sales & Account Management - EMEA in London
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 SmartStream:When writing your cover letter, make sure to tailor your message specifically for SmartStream. 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 SmartStream
✨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 SmartStream 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 SmartStream 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 SmartStream’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.
