Senior Director, Key Accounts EMEA

Overview

In this senior leadership role, you steer a team of account executives responsible for our top named/global accounts, shaping multi-year strategies and executive engagement. You’ll own forecasts, pipeline quality, and quota attainment while partnering across Product, Customer Success, Solutions Engineering, and Finance. You’ll drive disciplined use of MEDDPICC and our sales process, and lead strategic account planning with cross-functional collaboration. The role offers impact at scale as you champion AI-enabled, data-driven growth.

Responsibilities

• Lead, coach and develop a team of account executives for regional strategic Key accounts
• Own forecast, pipeline quality, and quota attainment; report to regional/executive leadership
• Participate in executive meetings and complex deal cycles for largest accounts
• Set and review account plans, whitespace mapping, and multi-year strategies
• Enforce MEDDPICC and Precisely’s sales process in deal reviews
• Partner with Product, Customer Success, Solutions Engineering, and Finance on strategy and deal structuring
• Recruit, onboard, and ramp new account executives; build leadership bench
• Approve deal structuring, pricing, and contract terms within authority
• Contribute to territory design, headcount planning, and account assignment
• Champion AI tools for account research, forecasting, and deal planning

Key requirements

• 10+ years of strategic/named-account B2B software sales experience
• 3+ years in a sales leadership role
• Track record of managing $1M+ ACV or strategic-account quotas
• Experience coaching executive engagement and multi-threaded selling
• Proficiency with MEDDPICC sales methodology and CRM/forecasting tools
• Travel availability 25-35%
• Ability to leverage AI tools in day-to-day workflows

• Executive-level communication
• Coaching and mentoring
• Strategic thinking and planning
• MEDDPICC
• CRM/forecasting tools (Salesforce, Clari)
• AI tool usage in sales processes (generative AI tools)

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