Sales Director Emea

As a Sales Director for the EMEA market, you will lead our push towards reinventing the supply chain industry by transforming the way ocean & air freight is bought and sold.

You will be responsible for coaching and developing our Account Executives, who are focused on acquiring new enterprise clients across our key European markets. You'll report directly to the CRO and combine hands-on sales leadership with strategic execution, requiring deep expertise in mentoring high-performing teams while maintaining direct involvement in complex enterprise deals.

We are looking for a seasoned freight & supply chain expert with a passion for transformative tech solutions

Location: Hamburg, Oslo, London or remote within one of these countries.

Key Responsibilities
- In this role, you will:

- **Lead and develop our European sales team**: Lead recruitment, development, and performance management of Account Executives, implementing coaching frameworks that reduce ramp time and drive consistent quota attainment.
- **Drive predictable revenue growth through disciplined execution**: Own new business targets for Europe, assist the team where needed and ensure systematic deal progression from qualification through close — with focus on enterprise freight buyers and multi-year contract value.
- **Implement value-based selling methodologies at scale**: Establish repeatable sales processes that leverage Xeneta's differentiated data positioning, enabling teams to leverage the world’s largest index of real-time ocean & air freight rate data into complex enterprise sales cycles.
- **Optimize sales effectiveness through data-driven management**: Build rigorous pipeline management and performance tracking systems, using sales analytics to identify improvement opportunities and maximize team productivity.
- **Execute strategic market development initiatives**: Collaborate with Marketing and Product teams to refine European ICP targeting, competitive positioning, and go-to-market strategies that accelerate market penetration and customer acquisition velocity.

Skills, Knowledge and Expertise
- We are looking for a sales leader with the following experience and expertise:

- **Sales Leadership & Team Development**
- Proven track record leading sales teams of Account Executives, with demonstrated success in improving individual and team performance through structured coaching.
- Experience attracting, hiring, and retaining top sales talent in competitive European markets, managing distributed teams across multiple countries.
- **Industry & Solution Expertise**
- Deep understanding of freight, logistics, and supply chain ecosystems, with experience selling to BCOs, procurement teams, or logistics decision-makers managing significant shipping volumes.
- Proven success selling tech/SaaS platforms, data products, or analytics solutions to enterprise buyers, navigating complex, multi-stakeholder sales cycles.
- **Sales Process & GTM Optimization**
- Expertise in implementing structured sales methodologies with demonstrated improvement in win rates, deal velocity, and forecast accuracy.
- Strong track record of pipeline management discipline, including accurate forecasting and systematic deal progression.
- **Enterprise SaaS Growth & Expansion**
- Consistent achievement of new business targets and AE quotas of 1m+ ARR, with experience managing complex enterprise deals and multi-year contracts.
- Proven ability to analyze sales performance data and implement systematic changes that drive measurable increases in team productivity and revenue results.
- Among your personal qualities, we are looking for:

- **Empathetic & Motivational Leadership**: Inspiring leader who builds trust, motivates the team, and develops talent with humility.
- **Curious with Growth Mindset**: Eager to learn and develop, and instill the same mindset in the team.
- **Resilient & Calming Nature**: Navigates obstacles, ambiguity and change with confidence and positive energy.
- **Strategic Thinking & Business Acumen**: Makes sound business decisions based on data, that focus team efforts on highest-impact revenue activities.
- **Collaborative Influence**: Excels at cross-functional partnership and can communicate with conviction across all levels and functions.

**Benefits**:

- We can offer the following to our future leader:

- **Growth opportunity**: The chance to shape and lead a critical sales function in a rapidly scaling company.
- **Solid Compensation Package**: Competitive base salary, uncapped commission, and equity participation.
- **Real Industry Impact**: You'll work with world-leading brands and help shape how supply chains operate globally—an experience that sets you apart professionally.
- **Transparent, Empowering Culture**:We believe in open communication, shared ownership, and empowering people to drive change.
- **Global Community**: From company-wide trips to weekly team activities, you’ll be part of a tight-knit international team that values conn