IPC Systems
EMEA Sales Director
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Director of Sales, EMEA
DEPARTMENT: Sales
REPORTING TO: VP Head of Sales EMEA
OFFICE LOCATION: London
ROLE TYPE: Hybrid, Full-time
IPC is a global fintech company that puts people at the center of innovation. With a strong global footprint, we empower financial institutions and capital markets with advanced cloud-based trading communications and managed connectivity solutions.
Through our portfolio of communications and connectivity solutions, we focus on solving business challenges and adapting to regulatory changes in the fast-paced global financial markets. This enables our clients to maintain consistent market access, a strong competitive advantage, and enhanced operational efficiency.
Join a team that is dedicated to delivering groundbreaking products and making a significant impact on our clients' success.
Overview of the Team
Led by VP, Head of Sales EMEA, the organization supports strategic growth, account expansion, and client transformation initiatives across Europe.
Team Structure
- Regional Sales Account Executives: Provide regional leadership and market execution while driving new business acquisition and customer growth across the region.
- Strategic & Global Account Executives: Lead key customer relationships and strategic account development – Who will report to VP of Sales directly.
- Sales Specialist: Provides sales expertise and supports strategic opportunities across EMEA for various products and services.
Geographic Footprint
- United Kingdom
- France & Southern Europe
- Germany, Austria & Switzerland (DACH)
- Global Strategic Accounts
Combining local market presence with regional coordination to deliver consistent execution, executive engagement, and long-term growth across the financial markets community.
Role Overview
The Director of Sales serves as the primary leadership layer between the Vice President of Sales and the Staff sales. This role is responsible for leading, developing, and enabling a team of Regional Sales Account Executives to achieve ambitious revenue targets while maintaining a high-performance sales culture.
The Director of Sales acts as both a people leader and commercial operator, ensuring opportunities are effectively progressed, risks are proactively managed, and complex customer situations receive the appropriate level of executive support. Working in close partnership with the regional VP Sales, the Director provides operational leadership, coaching, and deal oversight while serving as a trusted escalation point for both customers and internal stakeholders.
How You Will Make an Impact
Team Leadership & Performance Management
- Lead, coach, and develop a team of Regional Account Executives across the EMEA region.
- Establish a high-performance culture focused on accountability, customer engagement, execution excellence, and business outcomes.
- Conduct regular performance reviews, coaching sessions, pipeline reviews, and career development conversations.
- Partner with Sales Enablement and Revenue Operations to improve sales productivity and effectiveness.
- Support talent management activities, including recruitment, onboarding, succession planning, and employee development.
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Deal Leadership & Commercial Execution
- Provide active oversight of strategic opportunities and key sales pursuits across the region.
- Partner with Regional Sales Account Executives to help shape deal strategy, qualification, stakeholder management, and negotiation approaches.
- Ensure pipeline opportunities progress effectively through the sales cycle and receive appropriate management attention.
- Identify commercial risks early and implement actions to improve forecast accuracy and conversion performance.
- Drive consistent execution of sales methodology, pipeline management, and forecasting disciplines.
- Drive comprehensive account planning and coverage strategies across complex financial institutions, establishing executive relationships and influence across Technology, Operations, Finance, Trade Desk, and Business Leadership teams.
- Develop multi-level stakeholder engagement plans that increase organizational penetration, and position IPC as a strategic partner for technology modernization, operational transformation, and trading workflow innovation.
Executive Escalation & Customer Support
- Serve as a senior escalation point for complex customer situations, commercial negotiations, and internal decision-making.
- Support Regional Sales Account Executives with executive-level customer engagement where additional leadership presence is required.
- Partner with cross-functional teams, including Product, Operations, Customer Success, Legal, and Finance, to resolve issues and remove barriers to closing business.
- Represent the sales organisation in regional leadership discussions and operational review meetings.
Business Partnership & Operational Leadership
- Act as a trusted partner to the VP Sales EMEA, helping translate regional strategy into day-to-day execution.
- Provide visibility into team performance, pipeline health, market trends, and operational challenges.
- Support implementation of regional sales initiatives, process improvements, and organisational change programmes.
- Help drive consistency, accountability, and best practice across the sales organisation.
Key Success Measures
- Achievement of regional sales and revenue targets.
- Team attainment and quota performance.
- Forecast accuracy and pipeline health.
- Sales cycle progression and opportunity conversion rates.
- Employee engagement, retention, and development.
- Successful management of customer escalations and strategic opportunities.
- Adoption of sales processes, tools, and operating standards.
Essential Skills and Experience to be Successful in this Role
- Experience selling into, or leading teams selling into, financial services, capital markets, enterprise technology, or highly regulated customer environments.
- Familiarity with complex solution sales involving cloud, connectivity, communications, SaaS, data, or managed services offerings.
- Previous experience operating in a regional or matrixed sales organisation, with the ability to balance global direction with local market execution.
- Strong understanding of enterprise account planning, strategic deal qualification, customer expansion, and renewal or retention dynamics.
- Experience partnering with Customer Success, Product, Operations, Legal, Finance, and Revenue Operations to improve customer outcomes and commercial execution.
- Comfortable using CRM and sales performance data to identify trends, improve forecasting, and drive targeted coaching or intervention.
- Experience supporting organisational change, sales transformation, or process improvement initiatives within a commercial environment.
- Relevant degree, professional qualification, or continued professional development in business, sales leadership, management, or a related discipline.
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What’s in It for You?
At IPC, your compensation is only part of the package. We are committed to investing in a range of programs and initiatives to improve the overall experience of our employees.
In addition to a collaborative, high-performing team environment, we’re pleased to offer benefits including:
- Competitive Base Salaries
- Private Medical Insurance, Dental Insurance and Optical Reimbursement
- Salary Sacrifice Pension Scheme
- 25 Holidays per Year Plus Public Holidays
- Additional Time off for Charity Work and Volunteering
- Tuition Reimbursement
- Certification Bonus Program
- Access to “IPC University” our Internal E-Learning Platform
- Enhanced Parental Leave
- Wellness Program
- Fitness Membership
- Cycle to Work Scheme
- Season Ticket Loan
- Employee Referral Scheme
Further information about your benefits will be provided during your onboarding process.
Additional Information
At IPC, we believe that hybrid working creates an inclusive, flexible environment where employees can perform at their best, and teams can collaborate, innovate, and celebrate successes together. We spend around 60% of our time in the office and around 40% of our time working remotely. Some employees may be required to work from the office or client sites more than 60% of the time, if required by their role and/or client needs.
Your precise work schedule will be determined by you and your Line Manager before commencement of employment with IPC.
You can explore more about our culture, offerings and commitment on www.ipc.com/careers/ and www.ipc.com/about-us/about-ipc/.
IPC’s Work Culture
The IPC work culture is one that fosters inclusion, prioritizes innovation, and maximizes potential. We are a global ecosystem, full of diverse people that together made IPC what it is today.
Our strength as an organization is the sum of our different backgrounds, perspectives, skills and geographies; supported by an ironclad commitment to constructive dialogue and open-mindedness. We live and breathe our commitment to innovation by embracing bold ideas, seizing new opportunities and striving for excellence. Our people have continued to deliver ground-breaking solutions to our clients for over 50 years.
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