Job Description
The role involves leading and scaling the mid-market sales team across France, Germany, and the Netherlands, developing market strategies, coaching managers, and building scalable business processes within a SaaS environment focused on IoT solutions for physical operations.
Key Responsibilities
- Develop and own the mid-market go-to-market strategy for France and Germany, including segmentation, channel plays, and legislative considerations
- Lead, coach, and hold accountable a team of sales managers to build sustainable business processes
- Design and execute MVP strategies, test assumptions, and pivot based on data and feedback to scale effective approaches
- Drive operational cadence for pipeline generation, forecast accuracy, and enablement activities
- Own recruitment, onboarding, and talent development for the sales team
- Partner with cross-functional teams to adapt global programs for local market needs
- Report performance, risks, and opportunities to senior stakeholders, maintaining transparency on metrics
Requirements
- Proven experience in a second-line sales leadership role within a mid-market SaaS environment.
- Track record of building and scaling go-to-market motions in European markets, specifically France and/or Germany.
- Fluency in English and working proficiency in French or German is strongly preferred.
- Comfortable with regular travel across the region to support team and customer-facing activities.
- Based in or willing to relocate to Paris or a major German city, with regular travel to the UK.
- Demonstrated ability to develop first-line managers, including running the business through leading indicators activity metrics, pipeline coverage, and ramp attainment rather than lagging results alone.
- Develop and own the mid-market go-to-market strategy for France and Germany, including market segmentation, channel plays, and local legislative considerations.
- Lead, coach, and hold accountable a team of first-line sales managers, shifting their focus from individual deal involvement to building sustainable business processes.
- Design and execute MVP strategies, test assumptions quickly, and pivot based on data and feedback to scale what works.
- Drive operational cadence across the team, including weekly pipeline generation, forecast accuracy, and consistent enablement rhythms.
- Own recruitment and onboarding for the team, building out talent from target companies and adjacent markets.
- Report performance, risks, and opportunities clearly to VP-level stakeholders, maintaining transparency on forecast vs. productivity metrics.
- Set high standards, follow through on accountability, and build systems that don’t depend on heroics, demonstrating a bias for operational rigour.
- Comfortable in ambiguity, able to build an MVP strategy with limited data, and quick to read signals and adjust.
- Thrive as a challenger, know how to reframe the conversation, and displace incumbents rather than competing on features.
- Experience coaching managers who over-index on individual deals, with the leadership style to shift behaviour without losing talent.
- Strong instincts around hiring, with the ability to assess and land strong candidates across cultures.
- Handle the detail, accountability, and day-to-day operational grip necessary for leadership, enabling stakeholders to focus on the bigger picture.
- All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.
Benefits & Perks
Above-market total compensation including base salary, performance-based bonus, and equity
Flexible, employee-led remote work model
Comprehensive health and parental leave plans
Professional development stipend
Ready to Apply?
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