EMEA Sales Director - AI-GRC SaaS (Hybrid)

Optro; Greater London; Hybrid; GBP 150,000 - 190,000; Full time

Benefits offered by this job

Launch a career at one of the fastest‑

growing SaaS companies in North Am.

Live your best life! $200/mo for life

Comprehensive employee health coverage

Pension scheme with company contribute

Competitive compensation & bonus

Generous annual leave of 25 days + BHs

Birthday leave & volunteering

Job summary

Optro in London is seeking an Area Director, Sales to lead a 5–7 person team selling our GRC Intelligence Platform into Commercial accounts. You will drive new logos, grow existing accounts, and manage forecasting, pricing, and negotiations with senior executives.

The role is hybrid with 2–3 days in our central London office and reports to the VP of EMEA. Ideal candidates have 7+ years of related experience and a track record of exceeding revenue targets.

Qualifications

• 7+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software
• Experience leading sales in an early-stage, high-growth enterprise B2B SaaS environment
• Proven line-of-business selling experience and ability to engage at a C-Suite level within enterprise accounts
• Ability to build and lead a sales organisation, including quota-carrying and multi-product forecasting experience
• Excellent cross-organization collaboration and partnership skills.
• Experience devising sales strategy and contributing to enablement programs
• A clear understanding of value-based selling with multiple examples of success
• Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results.

Responsibilities

• Drive customer acquisition, landing net new logos through high-velocity sales motion
• Recruit and enable top talent at scale, targeting exceptional salespeople who possess high intelligence, robust EQ, character and general coachability
• Lead AEs in achieving individual, team, and organizational quotas. Build existing accounts to six and seven-figure ARR sizes, spearheading Cross-Sell and Up-Sell campaigns across the team
• Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning
• Ensure the sales team is working cohesively with Operations, Sales Engineering, and other internal/external teams and stakeholders
• Build out a predictable business focused on the end-to-end value-led sales process
• Lead pricing and contract negotiations with Executive Buyers, typically CFOs
• Listen and comprehend customer pain points, goals and objectives to tailor Optro’s products and services
• Present a compelling solution of the Optro's suite of products to clients using the information found in the discovery phase
• Engage with C-level prospects to position Optro's strategic value proposition and drive the deal to closure
• Leverage a values-based sales process to work with multiple client personas to close new business
• Use a MEDDICC-based sales qualification methodology to manage sales resources and report sales forecasts
• Stay ahead of industry trends, competitive activity, and client opportunities
• Attend trade shows, industry events, client meetings, and conferences
• Engage and build relationships with Optro Partners and Alliances to help drive new pipeline growth and close new business
• Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together

Skills

years of experience

enterprise B2B SaaS

C-Suite engagement

lead a sales team

cross-org collaboration

sales strategy

value-based selling

MEDDICC qualification

Job description

Optro in London is seeking an Area Director, Sales to lead a 5–7 person team selling our GRC Intelligence Platform into Commercial accounts. You will drive new logos, grow existing accounts, and manage forecasting, pricing, and negotiations with senior executives.

The role is hybrid with 2–3 days in our central London office and reports to the VP of EMEA. Ideal candidates have 7+ years of related experience and a track record of exceeding revenue targets.