Sales Manager, Europe

Cactus Communications; Greater London; On-site; GBP 50,000 - 80,000; Full time

Job summary

A leading organization in AI solutions is seeking a Sales Manager to drive commercial growth in the European academia segment. You'll be responsible for executing sales strategies targeting universities and research institutions. This position requires proven B2B sales experience and the ability to manage complex sales cycles. The company embraces a remote-first culture, offering the flexibility to work from anywhere. Ideal candidates will have strong communication skills and a deep understanding of AI applications in research.

Qualifications

• 4+ years of B2B sales experience with consistent quota achievement.
• Experience selling into European academia or research institutions.
• Ability to manage complex, multi-stakeholder sales cycles.

Responsibilities

• Own and execute territory sales plans across Europe.
• Build relationships with senior stakeholders in academia.
• Drive sales of professional services including AI implementation.

Skills

B2B sales experience

Knowledge of AI/ML

Strong communication skills

Commercial acumen

Job description

Overview

CACTUS is a remote-first organization and we embrace an accelerate from anywhere culture. You may be required to travel to our Mumbai office based on business requirements or for company/team events. We are seeking a high-impact Sales Manager to drive commercial growth across the European academia segment for our AI products, solutions, and expert services portfolio. This role focuses on building strategic partnerships with universities, research institutions, and funding bodies, helping them leverage AI to enhance research outcomes, operational efficiency, and global competitiveness. You will play a key role in shaping the go-to-market strategy and expanding our presence within the European research ecosystem.

Responsibilities

• Sales Strategy & Pipeline Development
  • Own and execute territory sales plans across Europe targeting universities, research institutes, and funding organizations
  • Build and maintain a high-quality pipeline through outbound prospecting, conferences, partnerships, and inbound channels
  • Develop account-based strategies by mapping stakeholders, research priorities, and funding cycles
  • Manage pipeline hygiene, forecasting, and reporting via CRM tools
• Customer Engagement & Deal Execution
  • Build trusted relationships with senior stakeholders such as Research Heads, CIOs, Faculty Leads, and Grants/Finance teams
  • Conduct consultative discovery to understand AI adoption needs, infrastructure gaps, and compliance requirements
  • Deliver tailored presentations, demos, and solution pitches aligned to institutional goals
  • Navigate complex procurement processes including RFPs, tenders, and consortium-based buying
• Academic & Domain Expertise
  • Develop a strong understanding of European research funding frameworks and academic buying behavior
  • Stay updated on regulations such as GDPR, open science mandates, and responsible AI practices
  • Position solutions within broader digital transformation and research innovation initiatives
• Expert Services & Account Growth
  • Drive sales of professional services including AI implementation, consulting, and training programs
  • Partner with internal teams to scope, price, and deliver customized solutions
  • Identify expansion opportunities within existing accounts to maximize long-term value
• Cross-functional Collaboration
  • Work closely with marketing on demand generation, academic campaigns, and thought leadership initiatives
  • Provide market insights to influence product roadmap and positioning
  • Collaborate with legal, finance, and compliance teams on contracts and institutional requirements

Qualifications

• 4+ years of B2B sales experience with consistent quota achievement
• Proven experience selling into European academia, research institutions, or public sector
• Experience managing long, complex, multi-stakeholder sales cycles
• Familiarity with AI/ML, data platforms, or advanced analytics solutions (ability to sell credibly)
• Strong commercial acumen with ability to structure multi-year, consortium, or grant-linked deals
• Excellent verbal and written communication skills in English; additional European language (German/French/Dutch, etc.) is a plus
• Self-starter, comfortable working autonomously in a remote/global setup
• Familiarity with open science, reproducibility, and AI ethics in research

Equal Opportunity

Our hiring practices reflect our commitment to providing equal opportunities and creating an environment where everyone can thrive, develop, and succeed. We celebrate the uniqueness of our team members and prohibit discrimination of any kind, based on race, color, religion, gender identity, sexual orientation, age, marital status, disability, or any other protected characteristic.