Title: EMEA Sales Leader
Region: Europe, Middle East, and Africa (EMEA)
Reports to: Head of International (currently on leave; interim reporting to Kip)
Work Policy: 4-day in-office workweek; preference for candidates who can travel frequently to meet customers
Office Location Preference: London (primary), open to Paris, Madrid, Cologne, or Dubai
Reason for Role Creation
- Newly created role to fill a leadership gap in the EMEA region
- Previously, EMEA was managed directly by the international leader, who has now been promoted to a global leadership role
- No dedicated EMEA leader for a while - 7 direct reports currently lack focused leadership
Strategic Objectives
- Improve regional sales performance
- Provide dedicated leadership for Europe and the Middle East
- Increase partner engagement (currently rated 3-4/10)
- Introduce stronger operational rigor in the region
- Drive expansion in key markets: London, Paris, Germany
- Strengthen and scale sales strategy
- Establish more structured regional management
Team Structure
- Direct Reports: 7 (spread across London, Paris, Madrid, and Spain)
- Indirect Reports: Approximately 40 sales personnel across London, Paris, Madrid, and possibly Dubai
- Sales Quotas:
- Annual Contract Value (ACV): $45 million
- Total Contract Value (TCV): $120 million
- Each rep is expected to close $100K in new logos annually
Candidate Requirements
- Background:
- Strong enterprise software sales experience
- Familiarity with data-focused platforms like Databricks, Snowflake, AWS, GCP, Salesforce, SAP, Oracle
- Location: Preferably London-based, but open to Paris or Germany if needed
- Cultural Fit:
- Hands-on, detail-oriented, operationally rigorous
- Must thrive in a high-performance, growth-focused environment
- Embraces a 'get things done' mindset
- Travel: Must be comfortable being frequently on the road visiting customers
- Bitcoin Strategy Alignment:
- Candidate must understand and be supportive of the company's Bitcoin investment philosophy
- Interviewers will ask: "What do you think about Bitcoin?" and whether the candidate personally invests in it
Company Background
- Founded: 1989
- Core Business: Business Intelligence and Data Analytics
- Strategic Shift:
- Since 2020, major investor in Bitcoin
- Largest corporate Bitcoin holder globally
- performing stock in 2024
- Approximate market cap: $100 billion
Partner Ecosystem
- Engagement currently rated at 3-4/10
- Primary cloud/data partners: Google, AWS, Azure
- Also works with Snowflake, Databricks
- Prefers boutique/regional partners over large GSIs