Vice President, Sales – Northern Europe

This is a fully remote position, open to applicants in United Kingdom, +2 more countries.

📋 Description

• Take ownership of the sales strategy, operational plan, and commercial performance for the designated geography, market, or business unit.

• Lead a large and intricate sales organization through General Managers, country leaders, sales directors, and functional leaders.

• Convert company strategy into actionable market, segment, and channel plans.

• Allocate resources to high-return opportunities while establishing a consistent operational cadence.

• Be accountable for revenue, ARR, billing, retention, and profitability targets.

• Set up weekly, monthly, and quarterly operating rhythms for forecasting, pipeline management, conversion rates, renewals, and execution.

• Provide accurate forecasts and ensure adherence to CRM discipline, stage criteria, opportunity evaluations, and accountability measures.

• Assess performance and take action when results, pipeline quality, or productivity do not meet expectations.

• Serve as the executive sponsor for strategic opportunities and key customers.

• Enhance organizational capability through workforce planning, recruitment, onboarding, leadership development, succession planning, and performance management.

• Optimize organizational structure, territories, quotas, and capacity.

• Drive execution across direct sales, partner-led initiatives, service-provider arrangements, distribution channels, and strategic alliances.

• Define the partner and distribution strategy while fostering executive relationships with MSPs, MSSPs, distributors, and technology partners.

• Align enterprise, commercial, service-provider, renewal, and channel teams for cohesive operation.

• Collaborate with marketing on demand generation, market development, account-based initiatives, and pipeline contributions.

• Cultivate senior relationships with strategic customers, prospects, and partners.

• Convey market insights internally to Product, Marketing, and executive leadership.

• Work alongside Solutions Engineering, Marketing, Customer Success, Revenue Operations, Finance, Product, and Legal teams.

• Represent Acronis at customer meetings, partner events, industry forums, and executive engagements.

• Function effectively within a global matrix environment.

⛳️ Requirements

• Bachelor's degree in Business Administration, Marketing, Technology, or a related field.

• 12+ years of progressive experience in B2B technology sales and business development.

• A minimum of 8 years in senior sales leadership roles.

• Significant responsibility in second-line leadership.

• Proven track record of leading a large, complex sales organization across multiple markets or countries.

• Extensive experience in cybersecurity, cyber resilience, data protection, cloud, SaaS, or another recurring-revenue technology business.

• Strong history of achieving sustained ARR and revenue growth, enhancing forecast accuracy, scaling pipeline generation, and boosting sales productivity.

• Familiarity with enterprise, commercial, and partner-led sales strategies, including MSPs, MSSPs, distributors, resellers, and strategic alliances.

• Experience in managing annual plans, budgets, headcount, and resource allocation effectively.

• Proven ability to build leadership teams, manage performance, develop successors, and lead organizations through transformation or rapid growth.

• Established executive credibility with senior customers, partners, and industry stakeholders.

• Strong skills in strategic planning, forecasting, pipeline inspection, performance management, and execution.

• In-depth understanding of recurring-revenue economics, pricing, margins, renewals, partner models, and complex deal structures.

• Fluency in the cybersecurity market.

• Proficient in English.

• Willingness and capability to travel frequently across designated markets and internationally.

🏝️ Benefits

• Equal opportunity employer.

• Global environment with international exposure.