Head of Mid-Market Sales
Leads EMEA mid-market sales through frontline managers, owning regional strategy, forecasting, pipeline health, hiring, and ARR performance. Requires 10+ years of B2B technology sales experience, including at least four years managing sales managers or senior individual contributors.
About the job
Responsibilities
- Lead, coach, and develop Mid-Market Sales Managers across EMEA.
- Drive accountability for net-new-logo and expansion ARR targets.
- Set regional sales strategy, including territory design, coverage models, and go-to-market execution.
- Own EMEA mid-market forecasting and pipeline health, with accurate reporting to senior leadership.
- Hire, coach, and retain managerial talent while building a strong regional leadership bench.
- Localize and refine the sales playbook for EMEA markets with global mid-market leadership.
- Partner with marketing, solutions engineering, legal, and customer success to deliver a cohesive customer experience.
- Represent EMEA mid-market in global planning, headcount discussions, and strategic initiatives.
Requirements
- 10+ years of B2B technology sales experience.
- 4+ years managing and developing sales managers or senior individual contributors.
- Proven success leading a regional or multi-market sales organization in a high-growth, early-stage environment.
- Strong track record selling complex software to enterprise or mid-market clients through consultative, value-based sales.
- Experience operating across EMEA markets, including knowledge of regional dynamics, buyer behavior, and legal-industry nuances.
- Exceptional communication and executive presence, with the ability to influence frontline teams and senior stakeholders.
- Interest in AI's impact on knowledge work and the legal profession.
Skills
B2B Sales, Enterprise Sales, Mid-Market Sales, Sales Leadership, Sales Management, Sales Forecasting, Pipeline Management, Territory Design, Go-to-Market Strategy, Consultative Selling, Value-Based Selling, Arr Growth, Executive Communication, Artificial Intelligence
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