AVP Sales - EMEA North

As our AVP, Sales for EMEA North, you will be the driving force behind the success of our sales organisation for Northern Europe. In this pivotal role, you will own the sales strategy, execution, and leadership for the region, focusing on Workiva's core platform. You will report directly to the VP of Sales for EMEA and collaborate with peer leaders across the commercial organisation to accelerate Workiva's growth and cement our success throughout the EMEA market.

What You'll Do

• Lead, mentor, and develop a team of sales managers and their respective regional sales teams

• Foster a high-performance, collaborative, and inclusive culture by setting clear expectations - providing regular feedback, and recognising achievements

• Implement effective talent management strategies to attract, retain, and develop top sales talent

• Develop and execute a comprehensive sales strategy for the sales team across the Benelux, Nordics, and UK&I markets

• Identify market opportunities and analyse the competitive landscape to drive growth and market share

• Collaborate with cross-functional teams, including Marketing, Product, Partnerships and Customer Success, to align sales strategies with overall business objectives

• Monitor and analyse sales performance metrics to identify areas for improvement and implement corrective actions

• Articulate a clear and compelling vision for the EMEA North sales team, aligning with the company's mission and values

• Inspire and motivate the team to achieve ambitious sales targets and deliver exceptional customer experiences

• Serve as a thought leader and advocate for your organisation, representing the company at industry events and customer meetings

• Oversee the end-to-end sales process, from lead generation to deal closure, ensuring a customer-centric approach

• Establish and maintain strong relationships with key customers, partners, and stakeholders

• Develop and manage sales forecasts, budgets, and resource allocation

• Ensure a high standard of integrity and alignment with Workiva's core company values

What You'll Need

Minimum Qualifications

• 12+ years of related career experience in complex software sales - with a significant tenure in Software as a Service (SaaS)

• 8+ years of progressive sales team management experience

• Experience as a second-line leader managing other people managers

• Undergraduate Degree or equivalent combination of knowledge and related career experience

Preferred Qualifications

• A deep understanding of the Software as a Service (SaaS) business model

• A proven sales track record of achieving (and exceeding) sales quota targets by selling complex technology or software solutions

• The ability to provide deal support and guidance to sellers on both large enterprise and mid-market accounts

• The ability to manage and coach a diverse team of sales professionals

• Exceptional communication skills and business acumen

• Executive presence with the ability to communicate at the most senior levels, both internally and with partners and customers

• The ability to identify and understand the power of influencers versus buyers and to navigate the nuances of each during the sales cycle

• The ability to lead your team in managing multiple complex sales cycles simultaneously

• The ability to negotiate pricing with a focus on retaining value

• Excellent judgment and creative problem-solving skills

Travel Requirements and Working Conditions

• Up to 50% travel for regular customer meetings and events

• Reliable internet access required for any period of time working remotely.