Kinsta - Head of Sales (EMEA/APAC)
Requirements
• Team leadership & performance: • Lead the day‑to‑day performance of the EMEA/APAC Account Executive team. • Drive regional new revenue attainment through effective leadership and execution. • Ensure AEs respond to and manage inbound and outbound leads effectively and on time. • Hold reps accountable to activity standards, qualification rigor, and follow‑up discipline. • Support team‑selling efforts on larger or enterprise deals. • Foster a high‑performance, collaborative culture across EMEA and APAC. • Support hiring and onboarding of new AEs as needed. • Coaching, development & performance management: • Run regular 1:1s focused on pipeline progression, skill development, and performance. • Listen to calls weekly and provide actionable feedback to improve win rates. • Coach reps on deal strategy and support complex or strategic opportunities. • Partner with the Head of Sales Enablement on roleplays and structured skill‑development sessions. • Conduct annual performance reviews and implement performance improvement plans where required. • Recommend compensation adjustments and advancement opportunities based on performance. • Pipeline, forecasting & data‑driven execution: • Own forecasting accuracy and pipeline health across EMEA and APAC. • Lead weekly pipeline review meetings to inspect deal quality, stage progression, and risks. • Monitor pipeline coverage, deal velocity, and conversion rates; identify revenue leakage early and drive corrective actions. • Evaluate discount requests and ensure deal quality and profitability. • Partner with Sales Operations on quota setting and territory planning. • Track and analyze key performance metrics (revenue attainment, win rates, pipeline coverage, SLAs) and recommend improvements. • Cross‑functional collaboration & strategic impact: • Partner with Marketing, RevOps, and Customer teams to improve conversion and revenue efficiency. • Surface regional insights that inform broader go‑to‑market strategy and company OKRs. • Ensure team execution aligns with company growth priorities and regional expansion goals. • Represent the region in leadership discussions and performance reviews. • 3+ years of experience as a Head of Sales/ AE Manager / Sales Manager leading quota‑carrying Account Executives. • 5+ years of experience as an individual contributor (AE) in B2B tech/SaaS sales. • Demonstrated track record of leading teams to hit or exceed new business revenue targets. • Strong background in running pipeline reviews, forecasting, and performance management. • Experience working with international/remote teams; EMEA/APAC exposure strongly preferred. • Excellent people leadership, coaching, and feedback skills. • Strong command of pipeline management, forecasting, and sales process discipline. • Data‑driven mindset with ability to interpret and act on performance metrics. • Strong deal strategy skills (qualification, objection handling, pricing/discounting). • Clear, confident communication and presentation skills in English. • Proficiency with modern CRM and sales tools (e.g., HubSpot, Salesforce or similar). • Comfortable working with reports/dashboards to manage performance. • Fluent written and spoken English; additional languages are a plus.
Responsibilities
• Team leadership & performance: • Lead the day‑to‑day performance of the EMEA/APAC Account Executive team. • Drive regional new revenue attainment through effective leadership and execution. • Ensure AEs respond to and manage inbound and outbound leads effectively and on time. • Hold reps accountable to activity standards, qualification rigor, and follow‑up discipline. • Support team‑selling efforts on larger or enterprise deals. • Foster a high‑performance, collaborative culture across EMEA and APAC. • Support hiring and onboarding of new AEs as needed. • Coaching, development & performance management: • Run regular 1:1s focused on pipeline progression, skill development, and performance. • Listen to calls weekly and provide actionable feedback to improve win rates. • Coach reps on deal strategy and support complex or strategic opportunities. • Partner with the Head of Sales Enablement on roleplays and structured skill‑development sessions. • Conduct annual performance reviews and implement performance improvement plans where required. • Recommend compensation adjustments and advancement opportunities based on performance. • Pipeline, forecasting & data‑driven execution: • Own forecasting accuracy and pipeline health across EMEA and APAC. • Lead weekly pipeline review meetings to inspect deal quality, stage progression, and risks. • Monitor pipeline coverage, deal velocity, and conversion rates; identify revenue leakage early and drive corrective actions. • Evaluate discount requests and ensure deal quality and profitability. • Partner with Sales Operations on quota setting and territory planning. • Track and analyze key performance metrics (revenue attainment, win rates, pipeline coverage, SLAs) and recommend improvements. • Cross‑functional collaboration & strategic impact: • Partner with Marketing, RevOps, and Customer teams to improve conversion and revenue efficiency. • Surface regional insights that inform broader go‑to‑market strategy and company OKRs. • Ensure team execution aligns with company growth priorities and regional expansion goals. • Represent the region in leadership discussions and performance reviews.
Benefits
• Annual remote expense budget. • Flexible PTO. • Paid parental leave. • Annual professional development budget: available after one year with Kinsta. • Annual professional development budget: • Sabbatical: available after three years with Kinsta (and every three years thereafter). • Sabbatical: • Location-specific healthcare benefits (including vision and dental) for employees hired in the UK, and Hungary. • Pension plan for employees hired in the UK • Pension plan • By applying to one of our positions, you agree to the processing of the submitted personal data in accordance with Kinsta's Privacy Policy, including the transfer of your data to the United States. • #LI-Remote, #IHSRemote
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