Enterprise Sales Director, EMEA
At a glance
Director-level Sales Leadership role at BlueOptima. London · full-time · no salary stated · we estimate £74,200–£110,000.
BlueOptima has not published a salary for this role. The figure below is our estimate, not theirs.
growthroles summary, based on the employer's posting.
What you'll do
- Lead four enterprise account executives selling six-figure annual deals to technology and finance leaders across the UK and EMEA
- Run weekly forecasts, test each commitment against deal evidence, and take ownership of the number
- Review opportunities in HubSpot using MEDDPICC, checking buyers, champions, procurement steps and close dates
- Join customer calls and negotiations, coach through active deals, and help AEs build their closing skills
- Work with SDR leaders on meeting quality and Customer Success on growth within current accounts
What you bring
- At least three years leading enterprise SaaS teams on deals worth £100k or more in annual recurring revenue
- You have sold to software engineering teams, such as in developer tools, observability or another listed area
- You can explain your forecasting record with figures and use MEDDPICC or a comparable framework to qualify deals
- You can build your own views and reports in HubSpot or Salesforce
Who this fits
This suits a hands-on sales leader who wants to coach AEs directly and stay involved in technical deals with engineering buyers. You will manage a team rather than lead through other managers, with responsibility across the UK and EMEA. The role is hybrid in London, with three office days and two remote days each week.
From the employer
BlueOptima gives CIOs, CTOs and CFOs objective, code-level evidence of software productivity, AI ROI and impact, quality, and engineering cost. We analyse more than 10 billion code revisions across 800,000+ developers and work with 9 of the top 16 universal banks. The business is profitable, bootstrapped and 20 years deep in enterprise relationships. Our buyers already have the problem and the budget. Your job is to make sure we win the deals in front of us.
The role
Run a team of four enterprise Account Executives selling £100k to £200k ARR deals to CTOs and CFOs across the UK and EMEA, and make sure every number they forecast is one you'd stand behind.
What you'll actually do
- Run the weekly forecast. You own the call, you challenge every commit, and you know which deals are real because you've been in them.
- Inspect deals against MEDDPICC in HubSpot every week. Economic buyer, champion, paper process and close date are evidenced or the deal comes out of commit.
- Hold the team to the operating cadence: pipeline hygiene, next steps, deal reviews and 1:1s. You enforce process because you know it's what makes the number predictable.
- Get into the deals. Joint calls, executive meetings, negotiation and procurement. You can hold a technical conversation with a VP Engineering without needing a solutions engineer in the room.
- Coach a team with a mix of experience, including AEs early in their closing careers. Your coaching happens on live deals, not in workshops.
- Work with SDR leadership on the quality of meetings coming into the team, and with Customer Success on expansion inside the install base.
What you need
- At least three years leading enterprise SaaS sales teams closing £100k+ ARR deals with multi-stakeholder buying groups.
- Direct experience selling into software engineering organisations: developer tooling, engineering analytics, observability, SDLC or DevOps platforms, or similar. You understand how software gets built.
- A track record of forecast accuracy you can talk through with numbers.
- Real fluency with MEDDPICC or an equivalent qualification framework, used as an inspection tool, not a training slide.
- Comfort in HubSpot or Salesforce at the level of building your own views and reports.
This role is not for you if
You want to lead through other managers, you haven't sold a technical product to engineering buyers, or you see process and forecasting as admin. This is a hands-on role in a sales organisation that is still being built.
What success looks like
Within 90 days the forecast you submit holds. Within six months every deal in commit is fully qualified in HubSpot and the team's pipeline is inspected weekly without the CRO in the room. Within a year the team is hitting its number and the newer AEs are closing on their own.
Where this leads
As the sales organisation grows, this role grows with it into wider regional leadership, based on results.
Benefits
🏢 London HQ, 3 days in office, 2 remote
🏖️ 32 days holiday including bank holidays
👶 12 weeks paid maternity and paternity leave
🌍 4 weeks per year flexible remote working from anywhere
🗓️ Annual leave purchase of up to 10 extra days
🖥️ Work from home equipment allowance
📚 Sponsored learning opportunities
🚲 Cycle to work scheme, 🐾 pet friendly office, and 🎉 team socials
Stay connected with us on LinkedIn or keep an eye on our career page for future opportunities!
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