Area Director, Sales (EMEA- Commercial)

Who We Are

Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com and Gartner Peer Insights.

At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte!

Why this role is exciting:

• We are looking for an intelligent, coachable, hard-working, and driven professional to lead a team of Account Executives to sell Optro products into our Commercial segment. The Area Director, Sales will lead, coach and develop a team of 5-7 sales professionals to proactively generate new opportunities into target accounts, close business to achieve quarterly and annual revenue goals, and will report to the Vice President of EMEA.
• Location: London, UK (Hybrid role ~2-3 days/week in the office in central London)

Key Responsibilities

Drive customer acquisition, landing net new logos through high-velocity sales motion

Recruit and enable top talent at scale, targeting exceptional salespeople who possess high intelligence, robust EQ, character and general coachability

Lead AEs in achieving individual, team, and organizational quotas. Build existing accounts to six and seven-figure ARR sizes, spearheading Cross-Sell and Up-Sell campaigns across the team

Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning

Ensure the sales team is working cohesively with Operations, Sales Engineering, and other internal/external teams and stakeholders

Build out a predictable business focused on the end-to-end value-led sales process

Lead pricing and contract negotiations with Executive Buyers, typically CFOs

Listen and comprehend customer pain points, goals and objectives to tailor Optro’s products and services

Present a compelling solution of the Optro's suite of products to clients using the information found in the discovery phase

Engage with C-level prospects to position Optro's strategic value proposition and drive the deal to closure

Leverage a values-based sales process to work with multiple client personas to close new business

Use a MEDDICC-based sales qualification methodology to manage sales resources and report sales forecasts

Stay ahead of industry trends, competitive activity, and client opportunities

Attend trade shows, industry events, client meetings, and conferences

Engage and build relationships with Optro Partners and Alliances to help drive new pipeline growth and close new business

Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together

Attributes for a successful candidate

7+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software, preferably SaaS GRC, finance, ERP, CRM, procurement, or adjacent sectors with 2+ years of people management experience

Experience leading sales in an early-stage, high-growth enterprise B2B SaaS environment

Proven line-of-business selling experience and ability to engage at a C-Suite level within enterprise accounts

Ability to build and lead a sales organisation, including quota-carrying and multi-product forecasting experience

Excellent cross-organization collaboration and partnership skills. A natural desire to build mutually beneficial working relationships at all levels

Experience devising sales strategy and contributing to enablement programs

A clear understanding of value-based selling with multiple examples of success

Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results.

*perks may vary based on eligibility/location

Our Company Values

Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.

Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.

Drive innovation: Create the future. Continuously improve what exists and invent what’s next.

Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.

Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.

Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.

We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.

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