Ingenio are delighted to be working for a $200m ARR, Series D business leading the Identity & Fraud space globally.
The EMEA VP Sales will own go‑to‑market strategy, execution, and revenue performance across the region. You will lead and scale a high‑performing enterprise sales organization, drive new business and expansion revenue, and partner closely with Marketing, Product, and Customer Success to deliver sustainable, predictable growth.
This is a highly visible, hands‑on leadership role reporting to the CRO (based in the US), with responsibility for setting regional strategy, building the team, and ensuring rigorous operating discipline across the pipeline and forecast. You will have extensive B2B sales experience and sales management experience, selling complex products in the Identity & Fraud space to large enterprises.
Responsibilities and Duties:
● Develop and execute the EMEA sales strategy aligned to company growth objectives, target segments, and product roadmap.
● Translate ARR and bookings targets into territory, segment, and rep‑level plans with clear quotas and activity expectations.
● Own pipeline creation, progression, and conversion; ensure accurate forecasting and predictable delivery of quarterly and annual goals.
● Build, lead, and develop a world‑class sales team, including account executives and outbound/SDR resources.
● Recruit and retain top talent; establish a high‑performance culture grounded in accountability, coaching, and continuous improvement.
● Implement clear operating rhythms (QBRs, forecast calls, deal reviews) that drive execution discipline and performance.
● Mentor and uplevel sales leaders to effectively run their businesses and develop succession depth.
● Personally engage on strategic opportunities, executive‑level negotiations, and key customer relationships across EMEA
● Partner with Customer Success on expansion, renewals, and executive sponsorship for top accounts.
● Ensure rigorous MEDDIC/enterprise sales best practices across discovery, solutioning, proposal, and commercial negotiation.
● Serve as an escalation point for major accounts and complex commercial or contractual issues.
Cross‑functional go‑to‑market alignment
● Partner with Marketing to align on ICPs, campaigns, lead quality, and pipeline targets by segment and region.
● Collaborate with Product and Product Marketing to refine positioning, pricing, and packaging in response to buyer feedback and competitive dynamics.
● Provide structured, data‑backed insights from the field to influence roadmap and GTM priorities.
● Align closely with Revenue Operations on territories, compensation plans, reporting, and tooling (CRM, enablement, forecasting).
● Own regional forecast accuracy, pipeline health metrics, and sales productivity KPIs; communicate performance to the executive team and Board as needed.
● Define and enforce sales processes, CRM standards, and inspection mechanisms to ensure data quality and visibility.
● Partner with Finance on planning, budgeting, compensation design, and scenario modeling for the EMEA business.
● Monitor market trends and competitive landscape; identify new vertical, product, or partnership opportunities.
Qualifications and Experience:
● 10+ years of progressive B2B sales experience, including 5+ years leading enterprise sales teams; experience selling Identity & Fraud technology is a mandatory requirement.
● Proven track record of owning and exceeding multi‑million‑dollar bookings targets across the EMEA region.
● Demonstrated success building and scaling teams in a high‑growth environment (e.g., $50M–$300M ARR stage or similar).
● Deep experience selling complex, multi‑stakeholder solutions to enterprise and mid‑market buyers with long sales cycles.
● Prior experience partnering with cross‑functional GTM (Marketing, CS, Product) and operating in a data‑driven, metrics‑oriented culture.
● Bias for action, resilience, and a growth mindset suited to a fast‑changing, results‑oriented environment.
Education
Bachelor’s degree required; MBA or other advanced degree a plus.
If this sounds like you, or you'd like to have a conversation to understand more, click apply. Today!