Enterprise Sales Director, EMEA

Company Description

BlueOptima gives CIOs, CTOs and CFOs objective, code-level evidence of software productivity, AI ROI and impact, quality, and engineering cost. We analyse more than 10 billion code revisions across 800,000+ developers and work with 9 of the top 16 universal banks. The business is profitable, bootstrapped and 20 years deep in enterprise relationships.

Our buyers already have the problem and the budget. Your job is to make sure we win the deals in front of us.

Job Description

The role

Run a team of four enterprise Account Executives selling £100k to £200k ARR deals to CTOs and CFOs across the UK and EMEA, and make sure every number they forecast is one you’d stand behind.

What you’ll actually do

Run the weekly forecast. You own the call, you challenge every commit, and you know which deals are real because you’ve been in them. Inspect deals against MEDDPICC in HubSpot every week. Economic buyer, champion, paper process and close date are evidenced or the deal comes out of commit. Hold the team to the operating cadence: pipeline hygiene, next steps, deal reviews and 1:1s.

You enforce process because you know it’s what makes the number predictable. Get into the deals. Joint calls, executive meetings, negotiation and procurement. You can hold a technical conversation with a VP Engineering without needing a solutions engineer in the room. Coach a team with a mix of experience, including AEs early in their closing careers.

Your coaching happens on live deals, not in workshops. Work with SDR leadership on the quality of meetings coming into the team, and with Customer Success on expansion inside the install base.

Qualifications

What you need

At least three years leading enterprise SaaS sales teams closing £100k+ ARR deals with multi-stakeholder buying groups. Direct experience selling into software engineering organisations: developer tooling, engineering analytics, observability, SDLC or DevOps platforms, or similar.