Kingston Consulting Global Ltd
Chief Operating Officer / COO - Europe - Global Software Company
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About the Company
Our client is a highly successful global software company which is well established and positioned to scale.
About the Role
As part of continued success, we are hiring a COO as a commercial and operational leader to work alongside regional leadership. The focus will be on driving regional execution, commercial performance, operational discipline, and sustainable revenue growth. The role combines revenue accountability, pipeline generation, operational governance, performance management, and cross-functional execution. Therefore, it requires experience as a successful sales leader, combined with commercial/operational leadership skills across the broader business.
You will drive the operating rhythm, data discipline, and execution required to support predictable growth across the region. You will align with the same commercial outcomes as the MD of the region, and you will act as a trusted deputy and execution partner, translating regional strategy into clear operating priorities and commercial results.
Strategic Commercial Leadership & Revenue Growth
- Define, execute, and operationalize the commercial strategy for Western Europe.
- Drive top-line growth through direct accountability for pipeline creation, revenue performance, and commercial execution.
- Build and maintain a qualified pipeline of regional sales opportunities, ensuring they are well sponsored, accurately staged, and positioned for close.
- Support strategic deal progression, including executive sponsorship, deal governance, close planning, and risk mitigation.
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Operational Excellence & Commercial Governance
- Establish and manage a consistent regional commercial operating cadence across sales, BDR, digital sales, marketing, and supporting functions.
- Drive structured operational rigor through weekly, monthly, and quarterly business reviews, ensuring performance conversations are grounded in data, actions, and accountability.
Pipeline, Demand Generation & Deal Quality
- Own the end-to-end regional pipeline generation framework across BDR, marketing, digital sales, and field sales.
- Build a repeatable demand engine with clear ownership, cadence, conversion metrics, and measurable outcomes.
Performance Management, Data & Analytics
- Own the regional commercial performance management rhythm, ensuring leaders have access to high-quality data for planning, decision-making, and execution.
- Develop and maintain KPIs, dashboards, and reporting that provide clear visibility of pipeline health, coverage, conversion, stage integrity, forecast quality, and performance trends.
Territory, Market & Growth Planning
- Support regional territory and coverage planning, partner with sales leadership to assess coverage models, market opportunity, account segmentation, and resource allocation.
- Help ensure alignment between regional plans, global priorities, and local market execution.
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Team Leadership & Operating Discipline
- Set clear expectations, cadence, and accountability across teams involved in pipeline creation and commercial execution.
- Create an environment where teams understand priorities, performance expectations, and how success will be measured.
REQUIREMENTS:
- Significant leadership experience in enterprise software sales, commercial operations, and/or regional business leadership.
- Proven experience owning commercial targets in a complex enterprise sales environment.
- Strong understanding of long-cycle enterprise software sales, ideally aligned with AI or Enterprise SaaS environments.
- Track record of building repeatable commercial operating rhythms, demand engines, and performance management frameworks.
- Strong experience in pipeline management, forecasting, CRM discipline, QBR governance, and commercial analytics.
- Proven ability to work across matrixed, international, and fast-paced organizations.
- Comfortable holding senior stakeholders and teams accountable in a firm but fair way.
- Strong ability to influence without direct authority, using credibility, insight, and commercial judgment.
- Strong attention to detail combined with the ability to see the bigger commercial picture.
- High energy, strong drive, and a clear bias for action.
- Collaborative leadership style, able to bring teams together around common goals and measurable outcomes.
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