OverviewTitle: EMEA Sales LeaderRegion: Europe, Middle East, and Africa (EMEA)Reports to: Head of International (currently on leave; interim reporting to Kip)Work Policy: 4-day in-office workweek; preference for candidates who can travel frequently to meet customersOffice Location Preference: London (primary), open to Paris, Madrid, Cologne, or DubaiReason for Role CreationNewly created role to fill a leadership gap in the EMEA regionPreviously, EMEA was managed directly by the international leader, who has now been promoted to a global leadership roleNo dedicated EMEA leader for a while — 7 direct reports currently lack focused leadershipStrategic ObjectivesImprove regional sales performanceProvide dedicated leadership for Europe and the Middle EastIncrease partner engagement (currently rated 3–4/10)Introduce stronger operational rigor in the regionDrive expansion in key markets: London, Paris, GermanyStrengthen and scale sales strategyEstablish more structured regional managementTeam StructureDirect Reports: 7 (spread across London, Paris, Madrid, and Spain)Indirect Reports: Approximately 40 sales personnel across London, Paris, Madrid, and possibly DubaiSales Quotas:Annual Contract Value (ACV): $45 millionTotal Contract Value (TCV): $120 millionEach rep is expected to close $100K in new logos annuallyCandidate RequirementsBackground:Strong enterprise software sales experienceFamiliarity with data-focused platforms like Databricks, Snowflake, AWS, GCP, Salesforce, SAP, OracleLocation: Preferably London-based, but open to Paris or Germany if neededCultural Fit:Hands-on, detail-oriented, operationally rigorousMust thrive in a high-performance, growth-focused environmentEmbraces a "get things done" mindsetTravel: Must be comfortable being frequently on the road visiting customersBitcoin Strategy Alignment:Candidate must understand and be supportive of the company's Bitcoin investment philosophyInterviewers will ask: “What do you think about Bitcoin?” and whether the candidate personally invests in itCompany BackgroundFounded: 1989Core Business: Business Intelligence and Data AnalyticsStrategic Shift:Since 2020, major investor in BitcoinLargest corporate Bitcoin holder globally#1 performing stock in 2024Approximate market cap: $100 billionPartner EcosystemEngagement currently rated at 3–4/10Primary cloud/data partners: Google, AWS, AzureAlso works with Snowflake, DatabricksPrefers boutique/regional partners over large GSIsHiring ProcessProcess Flow:First interview with Andy (Recruiter)If approved, candidate moves to KipAdditional rounds with HR, Pre-sales teamCEO interview (likely, at later stage)No formal assessments for international or sales rolesCandidate sourcing:Andy will do direct sourcing and collaborate with Abby's teamInternal referrals are encouraged but go through the same processInternal hires may be subject to a reduced fee clauseScreening and EvaluationEvaluation Criteria:Operational leadership capabilitiesCultural fit with a fast-paced, hands-on, results-oriented teamUnderstanding and support of Bitcoin strategyScreening Tools:No formal assessmentsInitial video interviews used and shared via secure portalVideos are deleted post-hiringSourcing and TrackingCadence: Weekly Friday meetings at 10:30 AM CST to review candidate pipeline and discuss progressReports: Recruiting agency to provide weekly updates #J-18808-Ljbffr