Sales Director, ElasticLocation: Barcelona, SpainDepartment: 10
- SalesElastic, 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/global offices.

Key Responsibilities
Regional Leadership & Team ManagementOwn 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 general sales leadership planning, QBRs,



and forecast callsStrategic Revenue Ownership & GrowthOwn 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 objectivesExecutive Relationship LeadershipEstablish 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 velocityOperational Excellence & ForecastingMaintain 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 positioningProduct & Solution LeadershipDevelop 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 pricingRequired Experience & Qualifications5–10+ 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 internationallyPreferred BackgroundExperience with or selling for or against platforms such as NetSuite, SAP, HubSpot, Adobe, Oracle, Shopify, or similar enterprise ecosystemsV

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