optro - Area Director, Sales (EMEA- Commercial)

• Drive customer acquisition, landing net new logos through high-velocity sales motion • Recruit and enable top talent at scale, targeting exceptional salespeople who possess high intelligence, robust EQ, character and general coachability • Lead AEs in achieving individual, team, and organizational quotas. Build existing accounts to six and seven-figure ARR sizes, spearheading Cross-Sell and Up-Sell campaigns across the team • Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning • Ensure the sales team is working cohesively with Operations, Sales Engineering, and other internal/external teams and stakeholders • Build out a predictable business focused on the end-to-end value-led sales process • Lead pricing and contract negotiations with Executive Buyers, typically CFOs • Listen and comprehend customer pain points, goals and objectives to tailor Optro’s products and services • Present a compelling solution of the Optro's suite of products to clients using the information found in the discovery phase • Engage with C-level prospects to position Optro's strategic value proposition and drive the deal to closure • Leverage a values-based sales process to work with multiple client personas to close new business • Use a MEDDICC-based sales qualification methodology to manage sales resources and report sales forecasts • Stay ahead of industry trends, competitive activity, and client opportunities • Attend trade shows, industry events, client meetings, and conferences • Engage and build relationships with Optro Partners and Alliances to help drive new pipeline growth and close new business • Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together • Attributes for a successful candidate • 7+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software, preferably SaaS GRC, finance, ERP, CRM, procurement, or adjacent sectors with 2+ years of people management experience • Experience leading sales in an early-stage, high-growth enterprise B2B SaaS environment • Proven line-of-business selling experience and ability to engage at a C-Suite level within enterprise accounts • Ability to build and lead a sales organisation, including quota-carrying and multi-product forecasting experience • Excellent cross-organization collaboration and partnership skills. A natural desire to build mutually beneficial working relationships at all levels • Experience devising sales strategy and contributing to enablement programs • A clear understanding of value-based selling with multiple examples of success • Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results. • perks may vary based on eligibility/location • Our Company Values • Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset. • Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes. • Drive innovation: Create the future. Continuously improve what exists and invent what’s next. • Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success. • Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve. • Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information. • We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.