Head of Sales EMEA, Charles River Development, Managing Director

Overview

In this role you lead CRD’s regional sales strategy and performance across Europe, the Middle East and Africa. You will build a high-performing sales organization and own revenue growth through new business, client expansion, and pipeline development. You’ll align go‑to‑market efforts with product direction and collaborate across functions to meet regional needs. Your leadership and client engagement will help shape CRD’s presence in a competitive market and drive strategic outcomes.

Pay / Benefits

• inclusive development opportunities
• flexible work-life support
• paid volunteer days
• vibrant employee networks

Responsibilities

• Own and deliver annual bookings and revenue targets for the EMEA region, driving new business, expansion, and pipeline growth
• Lead, coach, and develop a regional sales team including enterprise account executives and business development professionals
• Shape and execute the regional go-to-market strategy across CRD’s client segments in EMEA
• Serve as senior executive relationship owner for top client and prospect engagements and represent CRD at industry forums
• Coordinate with Product Management, Marketing, Client Management, Professional Services, and Alpha Platform teams to align commercial priorities with product delivery
• Promote AI-enabled selling through tooling, digital engagement, and data-driven sales practices
• Establish and maintain a disciplined sales process with discovery, qualification, executive engagement, forecasting, and deal governance

Key requirements

• Bachelor’s degree; MBA or equivalent strongly preferred
• 10+ years of enterprise sales experience in financial services technology or fintech with a track record of meeting/exceeding targets
• 5+ years of senior sales leadership experience managing managers and regional teams
• Deep familiarity with institutional investment management landscape and key client types
• Experience managing complex, long-cycle enterprise deals with multiple executive stakeholders
• Experience with investment management software platforms preferred
• Strong commercial acumen including forecasting, pipeline analytics, and CRM (Salesforce preferred)
• Willingness to travel within EMEA and internationally; exceptional executive communication and presentation skills
• Familiarity with AI and digital selling tools and a data-driven operating approach

• Executive presence and credibility
• Consultative, trusted-advisor mindset
• Operational discipline and data literacy
• CRM platforms (Salesforce)
• Forecasting and pipeline analytics
• AI-enabled selling tools

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