The ideal candidate combines proven enterprise SaaS sales leadership with proven team management experience, executive-level presence, and the operational discipline to run a full-funnel regional sales organization — from prospecting and pipeline generation through forecasting, expansion, and close.
Travel requirement: approximately 30–40%, primarily within Europe, with periodic travel to US/global offices.
Key Responsibilities
Regional Leadership & Team Management
Own full P&L-level; accountability for EU (and associated region) revenue, pipeline health, and quota attainmentManage, recruit, hire, onboard, and develop a team of Account Executives and Senior Account Executives across the regionSet individual and team quotas, territories, and account assignments in partnership with sales leadershipCoach reps on pipeline generation, deal strategy, negotiation, and forecasting discipline through regular 1:1s and deal reviewsBuild a repeatable regional prospecting motion — outbound, trade shows, partner-sourced, and channel-driven — to ensure consistent new-logo pipeline creationRepresent the EU region in global sales leadership planning, QBRs, and forecast calls
Strategic Revenue Ownership & Growth
Own and consistently exceed annual regional quota across net-new and existing enterprise accountsDrive net-new revenue, account expansion, and long-term customer value across Europe and associated regionsOperate with a P&L; mindset, demonstrating strong budget awareness and commercial prioritizationIdentify market trends, vertical opportunities, and regional whitespace for expansion across EuropeDevelop and execute multi-year regional go-to-market strategy aligned to company growth objectives
Executive Relationship Leadership
Establish trusted-advisor relationships with C-suite and senior decision makers at strategic accountsPersonally engage in the region's largest and most complex opportunities alongside the AE teamMap complex stakeholder ecosystems, including influencers, champions, blockers, and buying committeesNavigate enterprise procurement, security, finance, and executive approval processes across multiple European marketsResolve conflict and manage escalations while protecting long-term partnership valueLeverage an established professional network to accelerate regional pipeline and deal velocity
Operational Excellence & Forecasting




Maintain disciplined pipeline management with full transparency and accuracy across the entire EU teamDeliver reliable regional forecasts across quarterly and annual horizons to global sales leadershipInstill structured sales methodology and process discipline across the team to progress deals efficientlyEffectively leverage sales and marketing assets to drive conversion and deal quality regionallyShorten sales cycles while protecting deal size and strategic positioning
Product & Solution Leadership
Develop deep expertise in product architecture, capabilities, and differentiationTranslate technical functionality into compelling business value and ROI narratives, and coach the team to do the samePosition solutions strategically within customer technology ecosystems across varied European verticalsProvide market and customer feedback from the region to inform product roadmap and pricing
Required Experience & Qualifications
5–10+ years of Enterprise Sales, Strategic Accounts, or Sales Leadership experience in SaaS or enterprise softwarePrior experience managing, coaching, or leading a team of Account Executives, ideally within a European or multi-country territoryDocumented history of meeting or exceeding quotas as both an individual contributor and/or team leader (multi-year performance preferred)Experience selling complex, high-ACV SaaS/B2B solutions into mid-market and enterprise organizations across European marketsDemonstrated success building and scaling outbound and inbound pipeline across a regionStrong executive-level communication and presentation skills; fluent in English, additional European languages a plusDemonstrated ability to manage long, multi-stakeholder, cross-border sales cyclesAdvanced pipeline management and forecasting discipline; proficient in Hubspot or similar CRMAbility to travel up to 30–40% across Europe and periodically internationally
Preferred Background
Experience with or selling for or against platforms such as NetSuite, SAP, HubSpot, Adobe, Oracle, Shopify, or similar enterprise ecosystemsVertical or multi-industry enterprise selling experience within European retail, e-commerce, or B2B digital commerceExposure to digital commerce, ERP,



CRM, or integrated SaaS platformsPrior experience within the Outdoor industry is a plus
Core Competencies
Strategic Vision & Commercial AcumenMarket intelligence and vertical insight across European marketsFinancial awareness and deal economics; P&L; mindsetExecutive presence and narrative-driven selling
People Leadership
Talent development, coaching, and performance managementTerritory and quota designBuilding team culture and a repeatable regional playbook
Relationship Mastery
Complex, cross-border stakeholder navigationLong-term trust buildingHigh-stakes negotiation and conflict resolution
Operational Discipline
Process-driven deal execution across a teamForecast accuracy at the regional levelPipeline health and velocity management
Product & Value Translation
Technical fluencyBusiness outcome storytellingROI-focused selling
About Emerald
At Emerald, we strive to foster a diverse and inclusive community. We actively recruit and champion candidates who bring new perspectives from varied professional backgrounds and experiences, and we are intentional about ensuring a positive hiring experience for everyone. Our job postings don’t contain experience inflation, and most don’t require college degrees. Instead, they’re crafted to focus on outcomes and transferable experiences that are assessed in a structured interview process carried out by trained hiring teams.
COMPENSATION & BENEFITS
Target Compensation: $125,000 - $175,000 plus Sales Incentive Plan eligible
Please note that this range reflects a reasonable estimate of the target compensation for this position. This range may ultimately vary based on a candidate’s qualifications and may be higher where required by applicable law.
We offer a competitive benefits package designed to strengthen our employees’ physical and mental health, including unlimited vacation for exempt employees, versátil working locations, 401(k) plan with a company match, medical/dental/vision coverage with inclusive provisions including transgender services and fertility benefits, parental and caregiver leave, dependent, commuter and FSA benefits, professional development programs like Toastmasters, and mental wellness tools.
If you need accommodation in our application process or have questions about our posted salary range, please email our Talent Acquisition team at [email protected].
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