Onclusive
Vice President of Sales - EMEA
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About the role:
The Vice President of Sales, EMEA is responsible for leading and scaling Onclusive’s sales organisation across Europe, the Middle East and Africa. The role owns new business and expansion bookings across the region, ensuring sustainable growth, predictable revenue outcomes and consistent commercial execution.
As a senior member of the global Sales leadership team, the VP of Sales, EMEA will have a high-impact opportunity to shape Onclusive’s regional commercial strategy, strengthen sales leadership and accelerate growth across a diverse portfolio of markets. They will translate the global commercial strategy into a clear EMEA plan, lead regional sales leaders and their teams, and build a high-performance, data-driven sales culture. Combining strategic leadership with hands-on execution, they will strengthen Onclusive’s position across key markets and play an active role in major enterprise opportunities.
Your Responsibilities:
Revenue and Growth Leadership
- Reporting directly into the Chief Sales Officer this is a second Line leadership role with direct management of the Northern Europe sales Team along with having the Head of France and Head of Southern Europe as direct reports
- Own new business and expansion bookings against quarterly and annual targets.
- Develop and execute a regional growth strategy that increases market share, recurring revenue and customer lifetime value.
- Set clear commercial expectations and improve conversion, contract value, sales- cycle efficiency, product mix, margins and deal quality through value-based selling.
- Drive consistent pipeline creation and coverage to support predictable outcomes.
- Maintain a strong focus on strategic, complex and high-value enterprise deals.
- Identify risks early and implement corrective actions to protect revenue outcomes.
Regional Sales Strategy and Execution
- Translate Onclusive’s global sales strategy into an actionable EMEA plan, defining territory, segment and named-account priorities with regional leaders.
- Develop market-specific strategies, partnerships and routes to market that balance near-term performance with sustainable regional growth.
Leadership and Organisational Development
- Lead, motivate and develop regional sales leaders and their respective teams.
- Build a high-performance culture grounded in accountability, collaboration, continuous improvement and operating discipline.
- Coach regional leaders on sales strategy, forecasting, pipeline management, performance management and team development.
- Foster an inclusive and consistent commercial environment across EMEA markets.
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Performance Management and Sales Productivity
- Establish clear KPIs across revenue, pipeline, conversion, productivity and activity.
- Run structured business reviews focused on performance, risks and actions.
- Address underperformance and capability gaps through targeted coaching, development plans and talent upgrades where required.
- Improve ramp time, quota attainment and recurring-booking productivity.
Forecasting and Operational Excellence
- Own the accuracy and integrity of the EMEA sales forecast.
- Establish a consistent cadence of forecast calls, pipeline reviews, deal inspections and regional performance reviews.
- Ensure Salesforce remains the definitive system of record, maintaining accurate opportunity data, strong CRM hygiene, pipeline quality, stage progression and close-date discipline.
- Partner closely with Revenue Operations to improve reporting, territory design, capacity planning, sales processes and performance visibility.
Strategic Deals and External Representation
- Act as executive sponsor for selected strategic accounts and priority enterprise deals.
- Support regional teams in complex negotiation, commercial structuring and closing.
- Build senior relationships with prospects, partners and other relevant stakeholders.
- Represent Onclusive in strategic customer meetings, events and external forums as a spokesperson for its value proposition, commercial strategy and customer impact.
Cross-Functional Leadership
- Partner with Marketing and Business Development on target markets, demand generation, account prioritisation and pipeline creation.
- Partner with Customer Success to whitespace map and find expansion opportunities within our existing install base.
- Collaborate with Product and Product Marketing to strengthen positioning, competitive differentiation and product-market fit.
- Partner with Finance, Legal and Revenue Operations on pricing, contracts, approvals, forecasting and commercial governance.
- Represent EMEA Sales in executive planning, reviews and strategic initiatives.
Who you are:
Professional Experience
- Significant experience leading complex B2B SaaS or technology-enabled sales organisations across multiple EMEA markets.
- Documented success delivering sustained YoY sales growth of at least 15% CAGR as minimum
- At least 5 years of second-line sales leadership experience, leading regional sales directors, managers and geographically distributed teams across EMEA.
- Proven success leading complex, multi-stakeholder sales cycles and selling value-based solutions to mid-market and enterprise customers.
- Experience operating in a private-equity-backed, transformation-led environment.
- Demonstrated success operating across complex, cross-functional organisations.
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Commercial and Technical Skills
- Deep understanding of modern SaaS sales methodologies and funnel management.
- Advanced forecasting, pipeline inspection and revenue management skills.
- Data-driven, with the ability to translate performance insights into decisive action.
- Advanced CRM expertise, preferably Salesforce.
- Experience in deploying AI in GTM to improve efficiencies.
- Excellent communication, presentation, negotiation and stakeholder mgmt. skills.
- Willingness and ability to travel regularly across the EMEA region.
- Fluent written and spoken English; additional European languages are advantageous.
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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