Onclusive
Director of Sales - Northern Europe
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About Us
Onclusive is a world leader in media intelligence technology and services dedicated to supporting PR, Communications and Marketing professionals. We deliver leading-edge innovation, human expertise, and unmatched media reach in a suite of media management, monitoring and analysis solutions that support every stage of the communications cycle. Our unified platform and services enable our customers to make fast, accurate, data-driven decisions about their communications and marketing strategies, allowing them to prove and improve their value.
About the Role
The Head of Northern Europe is responsible for leading and scaling Onclusive’s Northern Europe sales organisation, driving new business acquisition, expansion revenue, and consistent forecasting accuracy. This role combines hands-on sales leadership, strategic execution, and people development. The successful candidate will build a high-performance, data-driven sales culture aligned with modern sales best practices, while navigating the nuances of the market.
They will play a critical role in strengthening Onclusive’s market position in the UK, Nordics and DACH, increasing market share, improving deal quality and margins, and ensuring commercial excellence across pipeline management, CRM hygiene, and execution discipline.
Your Responsibilities
Revenue & Growth Leadership
- Own new business and expansion bookings for Northern Europe, delivering against quarterly and annual revenue targets
- Drive consistent pipeline creation and coverage, ensuring predictable outcomes
- Improve win rates, deal size, sales cycle efficiency, and product mix through value-based selling
- Partner closely with Marketing, Customer Success, SDRs and Product to drive growth.
Sales Strategy & Execution
- Translate global sales strategy into a clear, local execution plan for the region
- Define territory, account, and segment strategies to maximise impact
- Implement strong forecasting discipline, pipeline reviews, and deal inspection cadence
- Identify risks early and put corrective actions in place to protect revenue outcomes
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Team Leadership & Coaching
- Lead, motivate, and develop a team of Account Executives
- Create a culture of accountability, high standards, and continuous improvement
- Coach sellers on discovery, qualification, negotiation, and closing
- Actively support the team on strategic and complex opportunities when required
Performance Management
- Set clear goals and KPIs aligned to revenue, pipeline, and activity expectations
- Run regular performance reviews focused on outcomes, behaviours, and development
- Identify skill gaps and implement targeted enablement and coaching plans
- Make timely decisions on performance improvement and talent upgrades when needed
Operational Excellence & Data Integrity
- Ensure Salesforce is used as a true system of record, with accurate and up-to-date data
- Maintain high standards of CRM hygiene, forecasting accuracy, and reporting quality
- Analyse performance trends across time periods to inform decisions and strategy
- Contribute to board-ready reporting and insights when required
Cross-Functional & External Representation
- Act as the senior sales leader for France internally and externally
- Represent Onclusive at key customer meetings, industry events, and partner engagements
- Collaborate with regional and global leaders to share best practices and insights
Who You Are
- Proven experience leading B2B SaaS sales teams in the UK and Northern Europe.
- 5 Years leadership experience in a B2B Saas business
- Strong track record of delivering new business growth and predictable forecasts
- Experience selling complex, value-based SaaS solutions to mid-market and enterprise customers
- Comfortable operating in a private-equity-backed or high-performance environment
- Experience working cross-functionally with Marketing, CS, RevOps, and Product
- Deep understanding of modern SaaS sales methodologies and funnel management
- Strong forecasting, pipeline inspection, and revenue management capability
- Advanced CRM experience (Salesforce preferred) and data-driven decision making
- Strong commercial acumen with a focus on margins, deal quality, and long-term value
- Fluent in English, another European language is a distinct advantage
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What We Offer
We are a global fast-growing company which offers a variety of opportunities for you to develop your skill set and career. In exchange for your contribution, we can offer you:
- Competitive salary and benefits
- Hybrid working in a team that is passionate about the work we deliver and supporting the development of those that we work with
- A company focus on wellbeing and work-life balance including initiatives such as flexible working and mental health support
A Note on AI in Our Hiring Process
We use AI-powered tools to support parts of our recruitment process, such as screening and scheduling. These tools help us work efficiently, but hiring decisions are always made by people. During interviews and assessments, we ask candidates not to use AI tools. We want to understand your own thinking, communication style, and problem-solving approach. We want the best talent available, regardless of race, religion, gender, gender reassignment, sexual orientation, marital status, pregnancy, disability, or age.
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