Sales Director, Elastic
Location: Barcelona, Spain
Department: 10 - Sales
Elastic, powered by Forge, is seeking an EU Sales Director to build and lead our sales presence across Europe. This is a hands‐on leadership role: you will own all revenue, pipeline, and prospecting outcomes across the EU and associated regions, while directly managing and developing a team of Account Executives. You will set regional strategies, drive team performance against quota, and personally engage in developing strategy and cultivate executive relationships as Elastic scales its footprint in Europe.
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/integral offices.
Key Responsibilities Regional Leadership & Team Management Own full P&L-level; accountability for EU (and associated region) revenue, pipeline health, and quota attainment
Manage, recruit, hire, onboard, and develop a team of Account Executives and Senior Account Executives across the region
Set individual and team quotas, territories, and account assignments in partnership with sales leadership
Coach reps on pipeline generation, deal strategy, negotiation, and forecasting discipline through regular 1:1s and deal reviews
Build a repeatable regional prospecting motion — outbound, trade shows, partner‐sourced, and channel‐driven — to ensure consistent new‐logo pipeline creation
Represent 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 accounts
Drive net‐new revenue, account expansion, and long‐term customer value across Europe and associated regions
Operate with a P&L; mindset, demonstrating strong budget awareness and commercial prioritization
Identify market trends, vertical opportunities, and regional whitespace for expansion across Europe
Develop 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 accounts
Personally engage in the region's largest and most complex opportunities alongside the AE team
Map complex stakeholder ecosystems, including influencers, champions, blockers, and buying committees
Navigate enterprise procurement, security, finance, and executive approval processes across multiple European markets
Resolve conflict and manage escalations while protecting long‐term partnership value
Leverage 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 team




Deliver reliable regional forecasts across quarterly and annual horizons to global sales leadership
Instill structured sales methodology and process discipline across the team to progress deals efficiently
Effectively leverage sales and marketing assets to drive conversion and deal quality regionally
Shorten sales cycles while protecting deal size and strategic positioning
Product & Solution Leadership Develop deep expertise in product architecture, capabilities, and differentiation
Translate technical functionality into compelling business value and ROI narratives, and coach the team to do the same
Position solutions strategically within customer technology ecosystems across varied European verticals
Provide 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 software
Prior experience managing, coaching, or leading a team of Account Executives, ideally within a European or multi‐country territory
Documented 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 markets
Demonstrated success building and scaling outbound and inbound pipeline across a region
Strong executive‐level communication and presentation skills; fluent in English, additional European languages a plus
Demonstrated ability to manage long, multi‐stakeholder, cross‐border sales cycles
Advanced pipeline management and forecasting discipline; proficient in Hubspot or similar CRM
Ability to travel up to 30–40%

📌 Sales Director, Elastic (Barcelona)
🏢 Emerald X
📍 Barcelona