Develop and own the mid-market go-to-market strategy for France and Germany, including market segmentation, channel plays, and local legislative considerations
Lead, coach, and hold accountable a team of first-line sales managers, shifting their focus from individual deal involvement to building sustainable business processes
Design and execute MVP strategies, test assumptions quickly, and pivot based on data and feedback — scaling what works
Drive operational cadence across the team: weekly pipeline generation, forecast accuracy, and consistent enablement rhythms
Own recruitment and onboarding for the team, building out talent from target companies and adjacent markets
Partner cross-functionally with product, marketing, and enablement to adapt global programmes for local market needs
Report performance, risks, and opportunities clearly to VP-level stakeholders, maintaining transparency on forecast vs. productivity metrics

Proven experience in a second-line sales leadership role within a mid-market SaaS environment
Track record of building and scaling go-to-market motions in European markets, specifically France and/or Germany
Fluency in English; working proficiency in French or German strongly preferred
Comfortable with regular travel across the region to support team and customer-facing activities
Based in or willing to relocate to Paris or a major German city, with regular travel to the UK
Demonstrated ability to develop first-line managers, not just individual contributors — including running the business through leading indicators (activity metrics, pipeline coverage, ramp attainment) rather than lagging results alone.

Director, Mid-Market Sales

Key skills