Head of EMEA Sales

Xactly is a leader in Intelligent Revenue Solutions and a part of Vista Equity Partners portfolio companies since 2017. The Xactly Intelligent Revenue Platform marries artificial intelligence and 17 years of proprietary data in easy-to-use applications.

Named among the best workplaces in the U.S. by Great Place to Work six times, honoured on FORTUNE Magazine’s inaugural list of the 100 Best Workplaces for Millennials, and chosen as the “Market Leader in Incentive Compensation” by CRM magazine. We’re building a culture of success and are looking for motivated professionals to join us!

The Head of EMEA Sales will be an integral member of the sales leadership team, responsible for overseeing sales teams located both domestically and internationally throughout EMEA. This senior leadership position will be responsible for leading the EMEA sales function to meet and exceed critical business objectives, actively developing and leading execution of the go-to-market strategy, and providing strong sales leadership across a high-performing team.

Your strategic thinking, passion for leadership, and ability to cultivate a value-centric sales approach set you apart. Reporting directly to a member of our C-Suite, you'll lead the company’s charge to introduce and sell Pipeline and Sales Forecasting solutions into new buying centres with MidMarket & Enterprise prospects. You will build and manage a team poised to acquire new logos and drive/influence cross-sell within the current Enterprise install base.

The Xactly’s Sales Leadership team is tight-knit and rapidly growing with diverse backgrounds--we’re seasoned Salespeople who are passionate about the teams we lead, our product and, most importantly, our customers. We are dedicated to and excited about the opportunity to bring game-changing software to sales teams and organizations around the globe.

We Can Count On You To:

• Leadership and Team Management: Build/develop, coach, lead and inspire an established MidMarket & Enterprise Account Executive sales team that is poised to execute with speed and intention. Develop and execute a hiring strategy to attract and expand the team. Implement and maintain sound MidMarket & Enterprise methodology -- including but not limited to effective, repeatable processes and playbooks for the team, including Value Realization, Mutual Action Plans, Account Mapping, and call preparation processes.
• Sales Strategy and Execution: Gain a strong understanding of Sales Performance Management space and the business challenges Xactly solves. Build and manage a pipeline of business sufficient to cover and exceed quota. Create and deliver a compelling value narrative to communicate the ROI to customers. Lead sellers as they build the value of our solutions Xactly for sales leaders and executives (CRO, CFO, VP Sales Ops).
• Cross-Functional Collaboration: Drive strong internal collaboration with the Value Realization, Sales Consulting, Marketing, and Product/ Product Strategy teams. Engage in complex sales situations and late-stage customer negotiations with the sales team.

The Skillset:

• 4-5 years of MidMarket & Enterprise sales management in SaaS with a strong track record of achieving new business and cross-sell results and developing a team of Enterprise Account Executives.
• 10+ years of Enterprise selling experience, preferably at a high-growth SaaS company.
• Experience selling into the office of the CRO or CFO a plus.
• Understanding of subscription business models, including SaaS.
• Strong collaboration skills to work with value realization, marketing, and product leaders.
• Aptitude in working cross-functionally with product, support, marketing, and other functions.
• Proactive, collaborative, and not afraid to use the network and to ask for help.

OUR VISION: Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviours with company goals.

OUR CORE VALUES: Customer Focus | Accountability | Respect | Excellence (CARE) are the keys to our success, and each day we’re committed to upholding them by delivering the best we can to our customers.

Xactly is proud to be an Equal Opportunity Employer. Xactly provides equal employment opportunities to all employees and applicants without regard to race, colour, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.