Director, Sales – EMEA

This is a fully remote position, open to applicants in Europe.

📋 Description

• Implement the EMEA commercial strategy in alignment with the global business plan.

• Achieve quarterly and annual bookings and revenue targets.

• Develop and sustain an opportunity pipeline that surpasses growth expectations.

• Direct regional business planning, territory management, and account prioritization.

• Actively participate in strategic customer meetings, evaluations, demonstrations, negotiations, and contract discussions.

• Assist distributors and regional sales teams during significant development opportunities and enterprise sales efforts.

• Ensure disciplined management of opportunities throughout the sales lifecycle.

• Maintain precise forecasting and pipeline visibility using Salesforce.

• Promote regional CRM compliance and leverage AI-driven tools and analytics to enhance forecasting and sales productivity.

• Provide prompt reporting and business updates to executive leadership.

• Cultivate, recruit, manage, and strengthen relationships with EMEA distributors.

• Conduct regular business reviews with key strategic partners.

• Set performance expectations for distributors and hold them accountable for pipeline development, forecasting, training, and revenue growth.

• Collaborate with Global Channel Strategy & Enablement on partner programs and channel strategies.

• Build executive-level relationships with stakeholders in defense, law enforcement, customs, emergency response, NATO, and government agencies.

• Represent 908 Devices at conferences, trade shows, military demonstrations, and strategic customer events.

• Identify customer needs and relay market intelligence to Product Management and executive leadership.

• Work collaboratively with Applications, Product Management, Marketing, Customer Success, Operations, Finance, and Legal teams.

• Support product launches, pricing strategies, market development, and commercialization efforts.

• Share competitive insights and customer feedback that influence product development and corporate strategy.

• Oversee regional bookings, pricing, gross margin, and profitability.

• Ensure adherence to company policies, forecasting processes, business reviews, CRM standards, and public-company governance requirements.

• Maintain a disciplined operational rhythm focused on execution and accountability.

⛳️ Requirements

• Bachelor’s degree in Business, Engineering, Chemistry, Life Sciences, or a related technical field.

• At least 7–10 years of progressive sales experience, including leadership roles in international markets.

• Proven success in selling highly technical products through both direct and indirect sales channels.

• Experience in managing international distributors and channel partners.

• Strong understanding of government procurement processes across Europe and the Middle East.

• Experience in selling to defense, law enforcement, public safety, customs, CBRNE, or related government sectors.

• Exceptional communication, presentation, negotiation, and relationship-building skills at the executive level.

• Willingness to travel extensively within the EMEA region (approximately 50–70%).

• Preferred: Experience with analytical instrumentation, mass spectrometry, Raman spectroscopy, chemical detection, explosives detection, narcotics identification, or related technologies.

• Preferred: Experience working with NATO organizations and allied defense or security agencies.

• Preferred: Knowledge of international distribution models and government funding mechanisms.

• Preferred: Fluency in one or more European or Middle Eastern languages in addition to English.

🏝️ Benefits

• Opportunity to influence the growth of 908 Devices' international business during an exciting expansion phase.

• Collaborate closely with the Vice President of International Sales.

• Chance to drive expansion efforts across Europe, the Middle East, and Africa.

• Work with cutting-edge technologies that safeguard military personnel, first responders, law enforcement officials, and vital infrastructure.

• Join a team of curious, innovative individuals, creative problem solvers, risk-takers, and dedicated colleagues.