SVP Sales, Industry Solutions – Europe

This is a fully remote position, open to applicants in United Kingdom, +4 more countries.

📋 Description

• Lead Oku’s commercial operations across Europe and the MEA region.

• Take ownership of the FY2026 revenue plan for Europe, focusing on recurring revenue, new named accounts, and Platform & AI offerings.

• Safeguard and grow recurring Harmony revenue through strategies for renewal, retention, utilization, and account growth.

• Generate new revenue in key markets and named accounts within the UK, MEA, DACH, and Nordics.

• Create a pipeline for future years targeting strategic accounts and Oculomics CDSS opportunities.

• Establish the sales strategy for Europe, including quota and territory design, compensation strategy, capacity planning, pipeline standards, and forecasting processes.

• Recruit, onboard, mentor, and ensure accountability for sales executives' performance.

• Provide field teams with essential sales tools, ROI models, demonstration flows, and customer references.

• Direct the Europe field sales and Customer Success teams with established objectives and accountability.

• Increase the installed base across Harmony, IRIS, Oculomics CDSS, and referral-network solutions.

• Collaborate with Onboarding and Customer Support teams to enhance customer adoption and ongoing success.

• Hire and lead a European Industry Solutions Executive.

• Develop scalable frameworks for connected-care solutions tailored for corporate optometry.

• Engage with senior customer stakeholders and advocate for European customer needs within Product and Marketing.

• Organize Key Opinion Leader (KOL) engagement opportunities.

• Formulate and implement software distribution strategies in European markets.

• Identify and contract distribution partners, set targets, enable partner teams, and oversee channel performance.

• Manage channel conflicts while complementing the direct commercial model.

• Co-sell alongside Topcon field teams.

• Collaborate with Oku’s Pharma team on data contributions, trial recruitment, and pharma-sponsored initiatives.

• Work with Global Marketing on regional priorities, customer insights, and field requirements.

⛳️ Requirements

• Over 12 years of experience in B2B SaaS or healthcare technology sales.

• More than 5 years in senior sales leadership positions at the VP or SVP level.

• Proven track record of achieving substantial revenue quotas, leading precise forecasting, and scaling healthcare SaaS revenue across Europe.

• Experience in leading sales for corporate optometry, optical retail, managed vision, or similar multi-site clinical network from executive engagement to large-scale deployment.

• Demonstrated capability in building and leading new-logo sales teams as well as Customer Success or retention teams.

• Practical experience in quota and territory design, compensation planning, sales capacity planning, recruitment, and team development.

• Experience in developing and managing indirect software channels in Europe, encompassing partner selection, contracting, enablement, and performance management.

• Ability to co-sell with an established field organization and create effective sales enablement materials.

• Strong executive communication skills, commercial acumen, cross-functional influence, and the ability to operate across various European markets.

• Bachelor's degree required.

• Must be based in Europe with the capability and willingness to travel approximately 50% of the time.

• Preferred: Experience in eyecare, optometry, ophthalmology, retinal imaging, digital health, diagnostics, or medical devices.

• Preferred: Experience across multiple markets, including the Nordics, DACH, UK, EMA, and MEA.

• Preferred: Familiarity with European reimbursement and public health screening economics, including NHS pathways.

• Preferred: Background in teleretinal screening, EMR or data platforms, AI-enabled clinical decision support, Class II SaMD, or oculomics.

• Preferred: MBA.

🏝️ Benefits

• Flexible remote work arrangement with access to a hub.

• Approximately 50% travel to customer locations and industry events.

• Opportunities for career growth and gaining new perspectives.

• A collaborative, diverse, and global team environment.