Enterprise Sales Director, EMEA

Company Description

BlueOptima gives CIOs, CTOs and CFOs objective, code-level evidence of software productivity, AI ROI and impact, quality, and engineering cost. We analyse more than 10 billion code revisions across 800,000+ developers and work with 9 of the top 16 universal banks. The business is profitable, bootstrapped and 20 years deep in enterprise relationships. Our buyers already have the problem and the budget. Your job is to make sure we win the deals in front of us.

Job Description

The role

Run a team of four enterprise Account Executives selling £100k to £200k ARR deals to CTOs and CFOs across the UK and EMEA, and make sure every number they forecast is one you'd stand behind.

What you'll actually do

• Run the weekly forecast. You own the call, you challenge every commit, and you know which deals are real because you've been in them.
• Inspect deals against MEDDPICC in HubSpot every week. Economic buyer, champion, paper process and close date are evidenced or the deal comes out of commit.
• Hold the team to the operating cadence: pipeline hygiene, next steps, deal reviews and 1:1s. You enforce process because you know it's what makes the number predictable.
• Get into the deals. Joint calls, executive meetings, negotiation and procurement. You can hold a technical conversation with a VP Engineering without needing a solutions engineer in the room.
• Coach a team with a mix of experience, including AEs early in their closing careers. Your coaching happens on live deals, not in workshops.
• Work with SDR leadership on the quality of meetings coming into the team, and with Customer Success on expansion inside the install base.

Qualifications

What you need

• At least three years leading enterprise SaaS sales teams closing £100k+ ARR deals with multi-stakeholder buying groups.
• Direct experience selling into software engineering organisations: developer tooling, engineering analytics, observability, SDLC or DevOps platforms, or similar. You understand how software gets built.
• A track record of forecast accuracy you can talk through with numbers.
• Real fluency with MEDDPICC or an equivalent qualification framework, used as an inspection tool, not a training slide.
• Comfort in HubSpot or Salesforce at the level of building your own views and reports.

This role is not for you if

You want to lead through other managers, you haven't sold a technical product to engineering buyers, or you see process and forecasting as admin. This is a hands-on role in a sales organisation that is still being built.

What success looks like

Within 90 days the forecast you submit holds. Within six months every deal in commit is fully qualified in HubSpot and the team's pipeline is inspected weekly without the CRO in the room. Within a year the team is hitting its number and the newer AEs are closing on their own.

Where this leads

As the sales organisation grows, this role grows with it into wider regional leadership, based on results.

Additional Information

Benefits

• London HQ, 3 days in office, 2 remote
• 32 days holiday including bank holidays
• 12 weeks paid maternity and paternity leave
• 4 weeks per year flexible remote working from anywhere
• Annual leave purchase of up to 10 extra days
• Work from home equipment allowance
• Sponsored learning opportunities
• Cycle to work scheme, pet friendly office, and team socials

Stay connected with us on LinkedIn or keep an eye on our career page for future opportunities!

• Compensation: GBP 100 - GBP 120 - yearly