Sales Director, New Business EMEA

Overview

In this role you will lead and scale the new business engine for EMEA, owning new logo acquisition and revenue growth. You’ll build and coach a team of Account Executives, establish a scalable operating rhythm, and collaborate cross-functionally to ensure a strong pipeline and execution. You’ll leverage AI-enabled solutions to expand the product footprint and drive high-velocity deals. This is a high-impact, entrepreneurial role reporting to the VP of Sales with broad regional influence.

Pay / Benefits

• Equity
• Unlimited Time Off
• Annual learning budget
• Home office budget
• Enhanced parental leave and childcare benefits
• Life insurance and medical coverage (BUPA)

Responsibilities

• Own the new business number for EMEA and close new logo revenue
• Lead and develop a team of AEs, focusing on coaching and independent performance
• Establish qualification criteria, territory planning, forecasting, and CRM hygiene
• Drive value-based, MEDDIC-aligned selling across product areas (transaction monitoring, agentic AI, ongoing screening)
• Coordinate with Revenue Operations, Marketing, and Enterprise to secure quality pipeline
• Represent EMEA in strategic conversations with senior decision makers; adapt AI tools to regional needs
• Define and refine the regional operating rhythm and enablement paths for new business motions
• Engage global leadership to feed regional insights into GTM strategy

Key requirements

• Proven sales leadership experience in SaaS/fintech/regtech or cloud environments
• Track record of building or scaling a new business function with hiring, ramping, and coaching AEs
• Strong discipline in pipeline generation and accountability for outbound activity
• Proficiency with MEDDIC methodology and consistent execution
• Coaching philosophy that develops independent operators and proactive performance management
• Comfort with ambiguity and fast-changing environments; entrepreneurial mindset
• Credibility to engage senior decision makers in fintechs, banks, and payment providers
• Data fluency in forecasting, territory prioritisation, and business metrics

• collaboration
• resilience
• initiative
• MEDDIC selling process
• pipeline management and forecasting
• data-driven decision making

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