Director, Mid-Market Sales - Mainland Europe

About the role:

We're hiring a Director of Mid-Market Sales to lead and scale our go-to-market motion across France, Germany and the Netherlands. This is a second-line leadership role reporting to the VP of EMEA, with responsibility for an existing team of 5 first-line managers and account executives.

You'll be joining at a pivotal moment — the foundation is in place, but the playbook still needs to be built. You'll own market strategy, team development, and the operational rigour required to turn early traction into a repeatable, scalable business. This isn't a role for someone who wants to manage; it's a role for someone who wants to build.

In this role you will:

• Develop and own the mid-market go-to-market strategy for France and Germany, including market segmentation, channel plays, and local legislative considerations
• Lead, coach, and hold accountable a team of first-line sales managers, shifting their focus from individual deal involvement to building sustainable business processes
• Design and execute MVP strategies, test assumptions quickly, and pivot based on data and feedback — scaling what works
• Drive operational cadence across the team: weekly pipeline generation, forecast accuracy, and consistent enablement rhythms
• Own recruitment and onboarding for the team, building out talent from target companies and adjacent markets
• Partner cross-functionally with product, marketing, and enablement to adapt global programmes for local market needs
• Report performance, risks, and opportunities clearly to VP-level stakeholders, maintaining transparency on forecast vs. productivity metrics

Minimum requirements for the role:

• Proven experience in a second-line sales leadership role within a mid-market SaaS environment
• Track record of building and scaling go-to-market motions in European markets, specifically France and/or Germany
• Fluency in English; working proficiency in French or German strongly preferred
• Comfortable with regular travel across the region to support team and customer-facing activities
• Based in or willing to relocate to Paris or a major German city, with regular travel to the UK
• Demonstrated ability to develop first-line managers, not just individual contributors — including running the business through leading indicators (activity metrics, pipeline coverage, ramp attainment) rather than lagging results alone

An ideal candidate also has:

• A bias for operational rigour: you set high standards, follow through on accountability, and build systems that don't depend on heroics
• "Figure it out" mentality — comfortable in ambiguity, able to build an MVP strategy with limited data, and quick to read signals and adjust
• Thrives as the challenger — knows how to reframe the conversation and displace incumbents rather than competing on features
• Has built pipeline in markets where demand isn't fully established — coaches teams to create opportunities, not just close them
• Experience coaching managers who over-index on individual deals, and the leadership style to shift behaviour without losing talent
• Strong instincts around hiring: you know what good looks like across cultures and can recruit, assess, and land strong candidates
• A leadership style that complements executive-level stakeholders — you handle the detail, accountability, and day-to-day operational grip so they can focus on the bigger picture