SUMMARY:
This is a first line manager role for the European sales team. With a team of ~7 professionals spanning Strategic and Mid-Market roles, the Regional Sales Manager is responsible for driving results across both transactional and strategic direct sales motions – from sub-$10k deals to $1M+ multi-year agreements.
KEY ACCOUNTABILITIES
* Lead, coach, and manage a team of sales professionals across:
o Strategic Account Executives (New Logos)
o Strategic Account Directors (Retention and Expansion)
o Mid-Market Account Managers (Retention and Expansion)
o Mid-Market New Business Representatives (New Logos)
* Deliver against annual new business, GRR, and NRR targets across the European region
* Balance strategic account development with transactional deal execution, supporting deal sizes ranging from <$10k to $1M+
* Provide technical sales leadership, including hands-on support with product positioning, demos, pricing, and negotiation
* Actively coach all team members
* Own team KPIs and reporting – ensuring visibility into activity, pipeline health, forecast accuracy, and conversion rates
* Embed consistent sales methodology and process discipline using Salesforce and other enablement tools
* Collaborate cross-functionally with the Legal, Marketing, Solutions Consulting, Indirect Sales and CustomerSuccess teams
* Support transformation initiatives within the sales function – including team structure, performance culture, and territory management
* Represent Europe in leadership meetings, providing insights and recommendations to improve regional performance
KNOWLEDGE, SKILLS AND COMPETENCIES
* Strong background managing high-performing, multi-role sales teams in a SaaS, data, or analytics business
* Proven ability to lead teams through both high-velocity transactional sales and complex enterprise deal cycles
* Familiarity with subscription and usage-based pricing models
* Demonstrated success in coaching and mentoring at all levels of experience and complexity
* Highly analytical and data-driven approach to performance management
* Comfortable leading in environments undergoing structural and cultural change
* Clear communicator with executive presence and commercial acumen
EXPERIENCE REQUIREMENTS
* Technical sales capability – confident in delivering product demos, value-based messaging, and customer engagement
* Proficiency in Salesforce CRM and modern sales technology platforms
* Experience in aviation, travel, or transport data solutions
* Exposure to leading sales methodologies (MEDDPICC, Challenger, SPIN, Sandler)
ABOUT THE COMPANY
OAG is a leading data platform for the global travel industry offering an industry-first single source for supply, demand, and pricing data.
We empower the global travel industry with high-quality, relevant datasets covering the whole journey from planning to customer experience.
Headquartered in the UK, with operations in the USA, Denmark, France, Germany, Singapore, Japan, China, and Lithuania.
For more information please visit: https://www.oag.com/
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