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As a Senior Commercial Sales Manager, you will lead sales efforts across the EMEA region by building a pipeline generation program, developing a team of Account Executives, forecasting sales revenue, and managing team performance. Your role involves mentoring and fostering relationships with customers and key stakeholders to drive sales success.
We are seeking a dynamic Regional Sales Director (EMEA) to lead and scale a team of high-performing Commercial Account Executives focused on selling our industry-leading Expense Management software. This role is designed for a growth-minded leader who thrives in driving cross-sell, up-sell, and net-new logo acquisition within the commercial segment (companies up to 750 employees).
You will lead a team that sells directly to CFOs and finance leaders, leveraging the MEDDPICC sales methodology to navigate complex deal cycles and drive revenue growth. Your ability to recruit, coach, and develop A-players will be critical in accelerating performance and scaling success.
Key Responsibilities
- Own & Execute Regional Sales Strategy – Drive revenue growth through net-new acquisition and expansion sales (cross-sell/up-sell) within existing customers.
- Build & Scale a High-Performing Team – Recruit, develop, and retain top-tier Commercial Account Executives who thrive in a fast-paced, competitive environment.
- Drive Pipeline & Forecasting – Leverage a data-driven approach to ensure a healthy pipeline and accurate forecasting, using MEDDPICC and other sales frameworks.
- Lead Enterprise-Level Conversations – Coach your team to engage with CFOs and senior finance leaders, positioning our platform as a critical driver of operational efficiency and cost control.
- Coach to Win – Provide ongoing mentorship, deal coaching, and skills development, ensuring AE success in both new business and expansion sales.
- Cross-Functional Collaboration – Partner closely with Marketing, Customer Success, and Product to align on go-to-market strategies and maximize revenue impact.
What We’re Looking For
- Proven Sales Leadership – 5+ years of SaaS sales leadership experience, preferably in expense management, fintech, or B2B software.
- Growth-Minded Operator – A track record of scaling teams and driving revenue growth in high-growth SaaS environments.
- Deep Understanding of MEDDPICC or similar methodology – You know how to build champions, navigate deal complexity, and drive predictable outcomes.
- Hunter & Farmer Mentality – Experience leading teams that balance new logo acquisition with strategic cross-sell/up-sell expansion.
- CFO-Level Sales Expertise – Ability to coach reps on engaging and influencing finance leaders and decision-makers.
- Recruiter of A-Players – Passionate about identifying, hiring, and developing top talent in the commercial segment.
Why Join Us?
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- High-Growth SaaS – Be part of a market leader in Expense Management, disrupting the way businesses optimize financial operations.
- Uncapped Earning Potential – Competitive base + commission + equity.
- Elite Sales Culture – Work with best-in-class talent in a fast-moving, high-performance environment.
- Career Growth – Opportunity to grow within the org as we scale.
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