head of sales - Madrid - STATION F

    STATION F
    STATION F Madrid

    hace 6 días

    Descripción
    About AB Tasty


    Lea el resumen de esta oportunidad para comprender qué habilidades, incluidas las habilidades interpersonales relevantes y el dominio de paquetes de software, se requieren.

    AB Tasty is a global leader in AI-powered experience optimization solutions, enabling brands to personalize, experiment, recommend, and search to deliver exceptional experiences across their websites and apps.

    Our integrated platform offers web and API-based solutions that help companies align their digital, e-commerce, and product teams, maximizing digital impact to create seamless and engaging experiences for their customers.

    Since our founding in 2009, AB Tasty has established itself as a key player in the industry, with offices across North America, Europe, and Asia Pacific (Australia and Singapore).


    Leading brands such as Kering, McDonald's, L'Oréal, Disneyland Paris, and LVMH use AB Tasty's platform to achieve their revenue goals by maximizing the impact of their digital initiatives.

    We foster a collaborative environment where teams work together to exceed expectations and deliver tangible results for our clients.

    We are committed to continuous innovation and exploring cutting-edge technologies to ensure we provide state-of-the-art solutions. Every project is an opportunity to push boundaries and make a real impact on user satisfaction.

    Role Overview

    As Head of Sales for Spain & Italy, you will own regional new business and expansion performance across two strategic markets.

    You'll lead a combined team of direct and dotted-line reports, including Account Executives (AEs) and Key Account Managers (KAMs), in close partnership with Marketing, Pre-Sales, Customer Success, Partners, and RevOps.

    You'll report to our Co-CEO and play a visible role in shaping regional go-to-market strategy, building pipeline, closing strategic deals through your team, and driving operational excellence.

    Responsibilities

    Own the regional revenue plan and deliver on the business objective: scale ARR across Spain and Italy

    Build, lead, and coach a high-performing team structured around Account Executives (AEs) and Key Account Managers (KAMs); manage 6 direct reports and ~15 total reports including dotted-line team members

    Define and execute the regional GTM strategy (Spain + Italy): segmentation, territory plans, partner motion, and enterprise focus-aligned with AB Tasty's platform

    Drive consistent pipeline generation:
    enable a rigorous outbound culture, partner with Marketing and Partners, and enforce qualification frameworks (e.g., MEDDIC, SPICED, Challenger) for forecast accuracy and speed-to-revenue

    Lead complex enterprise pursuits:
    orchestrate exec alignment, solution engineering, legal, security, and procurement to accelerate cycles, while ensuring your team "owns the deal" end to end

    Coach to excellence:
    implement deal reviews, call coaching (Gong), territory reviews, and career development plans; hire, onboard, and ramp talent to productivity targets

    Establish strong operating cadence:
    weekly forecasts, pipeline health reviews, win/loss analysis, and KPI dashboards to drive predictability and accountability

    Partner with Customer Success and KAMs to expand strategic accounts: upsell/cross-sell across AB Tasty's portfolio

    Develop the regional partner ecosystem to amplify reach, co-sell, and influence pipeline and ARR

    Be the voice of the customer regionally: channel market feedback to Product, Marketing, and Leadership to refine positioning, pricing, and roadmap for Spain and Italy

    Model AB Tasty culture and values; foster a resilient, performance-driven, and collaborative team environment across markets

    What You'll Bring

    Proven success as a Sales Director (or equivalent) leading enterprise SaaS sales teams; MarTech experience is a must-have

    Track record of scaling revenue and teams across multi-country regions; comfortable with dotted-line leadership and matrixed collaboration

    Demonstrated ability to hire, coach, and retain top talent; you love managing and enabling others to win

    Mastery of enterprise sales methodologies (MEDDIC, SPICED, Challenger) and operational rigor in Salesforce and Gong; strong forecasting discipline

    Executive presence and stakeholder management with C-levels; able to report to and collaborate closely with the CEO

    Languages:
    Fluent Spanish and Italian required; strong English preferred

    Ability to travel across Spain and Italy

    Behavioral strengths:
    self-driven, resilient, hands-on professional with high standards and a builder's mindset

    If you don't meet 100% of these qualifications, tell us why you'd still be a great fit for this role in your application

    Why You'll Love It Here

    Make a real impact:
    directly influence our success and be a player in the company's growth

    Ownership & autonomy:
    we believe in trust - no micromanagement, just the freedom to excel and take charge of your own journey

    International culture:
    collaborate with a diverse, global team across 8 countries

    Accelerate your career:
    vast opportunities for professional development, education, and upward mobility

    Flexible work:
    up to 3 remote days per week

    AB Tasty is an equal opportunity employer and we value diversity.

    xugodme We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status or disability status.

    Additional Information


    Contract Type:
    Full-Time


    Location:
    Madrid

    Possible partial remote

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