Commercial Sales Manager, EMEA
Leads and scales Redpanda’s EMEA commercial sales team, owning revenue, pipeline, forecasting, hiring, and coaching. The player-coach role requires 5+ years of B2B software sales experience, including 2+ years managing or leading sales teams.
About the job
Responsibilities
- Recruit, hire, onboard, and develop a team of Commercial Account Executives across EMEA.
- Own the commercial segment's regional revenue target, including target setting, pipeline management, and forecast accuracy.
- Coach representatives on deal strategy, discovery, technical positioning, negotiation, and closing through regular 1:1s, deal reviews, and call shadowing.
- Build and refine a repeatable sales process and playbook for commercial and mid-market buyers.
- Partner with Sales Development to maintain healthy top-of-funnel pipeline coverage.
- Collaborate with Solutions Engineering to move technical validation forward efficiently.
- Work with Marketing on regional campaigns, events, and demand-generation priorities.
- Report on team performance, pipeline health, and forecasts to sales leadership.
- Represent the commercial segment in cross-functional planning, including product feedback, packaging, and pricing.
- Foster accountability, collaboration, and continuous improvement within the team.
Requirements
- 5+ years of B2B software or SaaS sales experience, including 2+ years in a sales management or team-lead role.
- Proven record of meeting or exceeding quota as both an individual contributor and manager.
- Experience managing a commercial or mid-market segment team, ideally in a high-growth startup environment.
- Strong coaching skills and the ability to engage in deal details without taking over.
- Comfortable operating with ambiguity and building processes.
- Experience selling across multiple EMEA markets and cultures.
- Excellent communication, forecasting, and CRM hygiene skills.
- Based in EMEA with the ability to travel occasionally for team meetings, customer visits, and company events.
Nice-to-haves
- Experience selling technical products such as infrastructure, data platforms, developer tools, or open-source software.
- Familiarity with MEDDPICC, Force Management, or similar sales methodologies.
- Multilingual skills, including additional European languages.
Benefits
- People-first culture based on trust, transparency, communication, and kindness.
- Access to the latest AI tools and budget to use them.
Skills
B2B SaaS, Sales Management, Account Executive Coaching, Pipeline Management, Sales Forecasting, Quota Management, Salesforce, MEDDPICC, Force Management, Technical Sales, Demand Generation, Negotiation, CRM
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