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About the role
Key responsibilities & impact- Own the EMEA number - set the regional plan, run the cadence (weekly forecast, monthly P&L, quarterly review), and close the gap to plan when it opens.
- Lead and develop the regional Sales organization across EMEA. Hire the leadership bench, raise the performance bar, and make the difficult people decisions where needed.
- Approve enterprise deal structure, pricing exceptions, and non-standard terms within defined thresholds; escalate thoughtfully above threshold.
- Partner with Marketing to reallocate regional spend against channel ROI, protect CAC payback, and ensure pipeline coverage by segment and sub-region.
- Drive regional fulfillment performance - reduce PDD breach rate, cut cost-to-serve, and protect the customer delivery experience in Antwerp-out, DDP-in-EU, and UK-in routes.
- Represent the regional customer in roadmap discussions; translate commercial and operational pain points into prioritized product input.
- Coordinate with the Americas and APAC regional leaders to maintain global commercial consistency while retaining the regional autonomy needed to win.
- Communicate clearly and often with the executive team - no surprises on the number, the team, or the customer.
Requirements
What you’ll need- 10+ years of commercial leadership experience, with at least 3–5 years owning a regional or full-business P&L (Revenue, GM, Contribution Margin, and OpEx).
- Track record of leading and scaling SMB sales organizations through material revenue growth - from Series C/D stage or within a comparable growth-stage business unit.
- Demonstrated ability to operate across a matrixed org - hold Marketing and Ops accountable to regional outcomes without direct reporting authority, and move with global functional leaders collaboratively.
- Experience leading in a marketplace, commerce, or supply-chain-heavy B2B environment where Sales outcomes are tightly coupled to fulfillment and unit economics.
- Comfort owning fulfillment and logistics performance, including cross-border complexity, VAT, customs, and carrier management - you don't have to come from Ops, but you must have run a P&L where Ops failures show up in your number.
- Strong forecast discipline and CRM hygiene standards. You have a point of view on pipeline coverage, conversion, and comp plan design.
- Executive presence in board-room and customer-room settings. Credible in front of enterprise buyers, global executives, and a diverse regional sales team.
- Europe-based (Amsterdam, Stockholm or London preferred) with willingness to travel across EMEA as the region requires.
Benefits
Comp & perks- No benefits specified.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
P&L managementrevenue growthsales organization scalingforecast disciplineCRM hygienepipeline coverageconversion metricscomp plan designfulfillment performancelogistics management
Soft Skills
leadershipcommunicationcollaborationexecutive presencedecision makingaccountabilitystrategic thinkingperformance managementproblem solvingcross-functional leadership