Title: EMEA Sales Leader Region: Europe, Middle East, and Africa (EMEA) Reports to: Head of International (currently on leave; interim reporting to Kip) Work Policy: 4-day in-office workweek; preference for candidates who can travel frequently to meet customers Office Location Preference: London (primary), open to Paris, Madrid, Cologne, or Dubai Reason for Role Creation Newly created role to fill a leadership gap in the EMEA region Previously, EMEA was managed directly by the international leader, who has now been promoted to a global leadership role No dedicated EMEA leader for a while — 7 direct reports currently lack focused leadership Strategic Objectives Improve regional sales performance Provide dedicated leadership for Europe and the Middle East Increase partner engagement (currently rated 3–4/10) Introduce stronger operational rigor in the region Drive expansion in key markets: London, Paris, Germany Strengthen and scale sales strategy Establish more structured regional management Team Structure Direct Reports: 7 (spread across London, Paris, Madrid, and Spain) Indirect Reports: Approximately 40 sales personnel across London, Paris, Madrid, and possibly Dubai Sales Quotas: Annual Contract Value (ACV): $45 million Total Contract Value (TCV): $120 million Each rep is expected to close $100K in new logos annually Candidate Requirements Background: Strong enterprise software sales experience Familiarity with data-focused platforms like Databricks, Snowflake, AWS, GCP, Salesforce, SAP, Oracle Location: Preferably London-based, but open to Paris or Germany if needed Cultural Fit: Hands-on, detail-oriented, operationally rigorous Must thrive in a high-performance, growth-focused environment Embraces a "get things done" mindset Travel: Must be comfortable being frequently on the road visiting customers Bitcoin Strategy Alignment: Candidate must understand and be supportive of the company's Bitcoin investment philosophy Interviewers will ask: “What do you think about Bitcoin?” and whether the candidate personally invests in it Company Background Founded: 1989 Core Business: Business Intelligence and Data Analytics Strategic Shift: Since 2020, major investor in Bitcoin Largest corporate Bitcoin holder globally 1 performing stock in 2024 Approximate market cap: $100 billion Partner Ecosystem Engagement currently rated at 3–4/10 Primary cloud/data partners: Google, AWS, Azure Also works with Snowflake, Databricks Prefers boutique/regional partners over large GSIs Hiring Process Process Flow: First interview with Andy (Recruiter) If approved, candidate moves to Kip Additional rounds with HR, Pre-sales team CEO interview (likely, at later stage) No formal assessments for international or sales roles Candidate sourcing: Andy will do direct sourcing and collaborate with Abby's team Internal referrals are encouraged but go through the same process Internal hires may be subject to a reduced fee clause Screening and Evaluation Evaluation Criteria: Operational leadership capabilities Cultural fit with a fast-paced, hands-on, results-oriented team Understanding and support of Bitcoin strategy Screening Tools: No formal assessments Initial video interviews used and shared via secure portal Videos are deleted post-hiring Sourcing and Tracking Cadence: Weekly Friday meetings at 10:30 AM CST to review candidate pipeline and discuss progress Reports: Recruiting agency to provide weekly updates