Managing Director
Leads Ontic’s European market entry and commercial growth, developing the regional go-to-market strategy, securing strategic enterprise customers, and building the local team and operating foundation. Requires 10+ years of senior enterprise software sales leadership and extensive regional travel.
About the job
Responsibilities
Strategy and Market Leadership
- Translate global growth objectives into an actionable go-to-market strategy for Europe.
- Assess market dynamics, identify customer segments, and define regional expansion priorities.
- Establish the company’s regional presence through brand positioning, partner strategy, and client engagement.
- Build foundational operating processes, business cadence, and local infrastructure for sustainable growth.
- Advise executive leadership on regional trends, competitive insights, and strategic opportunities.
Sales Execution and Revenue Growth
- Drive enterprise software sales and lead complex sales cycles with strategic customers.
- Personally engage in high-value opportunities to accelerate platform and services adoption.
- Forecast regional pipeline and revenue performance and identify indicators for investment decisions.
- Establish metrics, performance standards, and scalable growth practices with the CRO.
- Ensure pricing, contracting, and negotiation processes align with corporate standards and regional norms.
Cross-Functional Collaboration
- Partner with Marketing on regional messaging, demand generation, and events.
- Collaborate with Product Management to incorporate regional insights into product strategy.
- Work with Legal, Finance, and Operations on compliant and efficient deal execution.
- Represent the company at conferences, industry events, and executive forums.
Leadership and Team Building
- Build and lead a high-performing regional team over time.
- Establish an inclusive, performance-driven culture.
- Mentor team members and develop capability, accountability, and collaboration.
- Foster disciplined execution, agility, and adaptability in a new-market environment.
Requirements
- 10+ years of senior sales leadership experience in enterprise software, SaaS, or related B2B technology sectors.
- Demonstrated success launching or scaling operations in new markets or regions.
- Proven success exceeding revenue goals through strategic account management and solution selling.
- Deep understanding of enterprise buying cycles and complex stakeholder environments.
- Strong analytical and operational discipline, including forecasting, pipeline management, and performance measurement.
- Exceptional communication and executive presence with C-level audiences and partners.
- Experience with cross-cultural leadership and distributed, high-performance teams.
- Strong strategic thinking, negotiation skills, and ability to translate vision into measurable results.
- High integrity, collaborative spirit, and alignment with the company’s mission and values.
- Willingness to travel extensively, approximately 50–75% across the region.
Nice-to-haves
- Experience working with corporate security teams.
- Understanding of corporate security workflows, policies, and threat landscapes.
Skills
Enterprise Software, SaaS, B2B Technology, Go-to-Market Strategy, Enterprise Sales, Strategic Account Management, Solution Selling, Pipeline Management, Revenue Forecasting, Performance Measurement, Negotiation, Cross-Cultural Leadership, Corporate Security
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