Regional Director, Mid-Market Sales

TripActions; Greater London; On-site; GBP 150,000 - 230,000; Full time

Job summary

TripActions in London seeks a Regional Director to lead the Mid-Market Sales Upsell team across EMEA.

This first-line leadership role will drive net-new logo acquisition, cross-sell, and up-sell initiatives within enterprise accounts, using MEDDPICC to navigate complex sales cycles.

Qualifications

• 3+ years of SaaS sales leadership experience.
• Experience selling to CFOs and finance executives in large organizations.
• Deep understanding of MEDDPICC or similar complex sales methodologies.
• Proven ability to hire, develop, and lead high-performing Commercial & Mid-Market AEs.

Responsibilities

• Recruit, develop, and retain a team of Commercial & Mid-Market AEs.
• Drive pipeline generation, new logo acquisition, and expansion within accounts.
• Lead the MEDDPICC sales process to qualify, advance, and close enterprise deals.
• Build relationships with CFOs and senior finance leaders emphasizing value.

Skills

SaaS sales leadership

Selling to CFOs & finance execs

Team leadership

MEDDPICC

Job description

Regional Director, Mid-Market Sales, Expense

Location: London, UK

Department: Sales

We are looking for a strategic and results-drivenRegional Director to join our expanding EMEA Commercial & Mid-Market Upsell Sales team. This is a first-line leadership role responsible for driving net-new logo acquisition, cross-sell, and up-sell initiatives across enterprise accounts. The ideal candidate thrives in high-growth environments, has a strong grasp of complex sales methodologies like MEDDPICC, and excels in recruiting, coaching, and developing top-tier sales talent.

What You'll Do:

• Team Leadership: Recruit, develop, and retain a team of A-player Commercial & Mid-Market Account Executives, fostering a high-performance sales culture.
• Revenue Growth: Drive pipeline generation, new logo acquisition, and expansion opportunities within existing accounts.
• Sales Execution: Ensure the team effectively executes the MEDDPICC sales process to qualify, advance, and close enterprise deals.
• Customer Focus: Build strong relationships with CFOs and senior finance leaders, positioning our solutions as mission-critical to their financial strategy.
• Coaching & Development: Provide hands-on coaching, deal strategy guidance, and continuous skill development for AEs.
• Forecasting & Reporting: Own accurate forecasting and pipeline management, leveraging data-driven insights to drive predictability.
• Collaboration: Work cross-functionally with Marketing, Product, and Customer Success to refine messaging, drive demand, and ensure customer success.
• Growth Mindset: Instill a culture of accountability, innovation, and continuous improvement within the sales organization.

What We're Looking For:

• 3+ years ofSaaS sales leadership experience, with a track record of exceeding targets.
• Strong experience selling to CFOs and finance executives in large organizations.
• Deep understanding of complex sales cycles and methodologies (e.g., MEDDPICC).
• Proven ability to hire, develop, and lead high-performing Commercial & Mid-Market AEs.
• Exceptional coaching and deal execution skills, with a passion for talent development.
• Strong analytical mindset and ability to leverage data for decision-making.
• Excellent communication, negotiation, and executive presence.
• High-growth, scale-up experience preferred; growth mindset required.

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