Senior Director, Northern Europe (NEUR) Sales
We seek a dynamic and experienced Sales leader to head our Northern Europe (UK & Nordics) region within the EMEA Sales organization. This pivotal role involves defining and executing the regional growth strategy, focusing on driving net new Annual Recurring Revenue (ARR). With a strong customer-centric focus, you will collaborate closely with all Go-to-Customer (GTC) stakeholders to ensure positive customer outcomes.
We’re looking for a strategic, motivated sales leader with a proven track record of leading high-performing teams, particularly within a channel-first sales model. You will be a Thought Leader and spokesperson both internally and externally to the Cyber industry and partner community and work collaboratively with the EMEA Sales Leadership team and stakeholders to build and execute the regional GTM strategy. This is an opportunity to drive tremendous value in a role that is key to our EMEA growth strategy and Rapid7’s continued advancement and expansion.
About the Team
Our EMEA Sales organisation serves as a strategic partner for our customers, helping them achieve a more secure digital future. By leveraging the full value of our product portfolio our Sales teams create relevant solutions to meet our customers needs and keep them secure.
This position reports to our GM of EMEA based in Reading. Your region will be supported by Sales Engineers, Product Specialists, Channel Managers and Customer Success teams, all with the collective goal of best serving our customer base with best-in-class Cybersecurity solutions and services.
About the Role
As the Regional Sales Leader for the Northern Europe region, you will manage a team of sales managers and account executives who are responsible for the full sales lifecycle from creating initial interest through to deal closure. You will build out a go-to-market plan of both direct sales and through leveraging channel partnerships and oversee the day to day activities including sales forecasting and pipeline management in a high growth selling environment.
In this role, you will:
1. Create a culture of excellence within your team, consistently meeting or exceeding annual sales and revenue targets by inspiring and leading a team of Account Executives
2. Develop the Northern Europe sales strategy and generate new business opportunities and revenue growth across the region
3. Partner with the Go-to-Market leadership team as well as cross-functionally across other departments within Rapid7 to create the ultimate end-to-end customer experience
4. Create, develop and build strong and enduring channel partnerships in the region, leveraging your existing network and channel focused experience
5. Partner with sales operations and EMEA sales leaders to consistently evaluate sales processes and methodologies and ensure accurate sales forecasting for your region
6. Manage the development and performance of your team through on-going coaching. Identify and create development learning tracks with each team member
7. Manage teams remotely and locally in Reading, while also being willing to travel to meet with large distributed teams throughout EMEA
8. Utilise your experience of Enterprise selling in the Northern Europe region to motivate, inspire and drive the sales and provide mentorship and deal support across the teams
9. Establish individual and team budgets, quotas, activity metrics, and forecasts to support company business objectives
10. Foster a positive environment of collaboration and professional growth
The skills you’ll bring include:
11. Strong operational expertise: Demonstrate a track record of leading high performing sales regions.
12. Executive Sales Leadership: A motivational sales leader with a proven track record of building, developing, and coaching high-performing, engaged, and geographically dispersed teams to deliver phenomenal results.
13. Industry Expertise: 7+ years of progressive sales and high ARR growth experience gained within the cybersecurity SaaS space, specifically with recurring subscription revenue models.
14. Northern Europe Market expertise: Deep, verifiable experience and an established network in selling within the UKI market and preferably some experience in managing non UK based teams.
15. Strategic Go-to-Market: Proven ability to develop and execute regional sales strategies, including rigorous pipeline management, accurate sales forecasting, and expert use of a sales qualification framework such as MEDDIC.
16. Channel Mastery: Extensive channel sales experience and a strong existing network, with a proven ability to successfully build and lead a Channel-first business.
17. Consultative & Collaborative: Exceptional cross-functional collaboration, consultative selling, and interpersonal skills, with the ability to influence and partner with executive-level customers and partners.
18. Customer-Centric Mindset: An entrepreneurial, customer-centric approach with the drive to grow a key international territory while putting customer needs at the forefront of all decision-making.
19. Travel Readiness: Willingness to travel frequently across the EMEA region to manage distributed teams and meet with large customers and partners.
We know that the best ideas and solutions come from multi-dimensional teams. That’s because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.