Own and scale Utila's enterprise sales motion across Europe and the Middle East — driving new business and consistently closing high-value deals
Recruit, manage, and coach a team of high-performing sales reps, setting individual and team quotas and holding the team accountable to them
Build and execute a regional GTM strategy in collaboration with BD, Partnerships, Marketing and Leadership
Partner closely with Product to share market and customer feedback, helping shape the roadmap and sharpen positioning for institutional buyers
Develop strong executive relationships with customers and partners, positioning Utila as a long-term strategic infrastructure provider
Own pipeline forecasting and revenue targets across the team, maintaining high standards of deal qualification, CRM hygiene, and reporting

6+ years of enterprise B2B SaaS sales experience with a strong track record of closing complex, high-ACV deals in Europe and the Middle East
4-5+ years of experience managing and developing sales teams, with a track record of building high-performing reps and hitting team quotas
Strong understanding of digital assets and stablecoins, and how traditional enterprises and institutions are adopting them
Experience selling technical or infrastructure products, ideally in fintech, crypto, security, payments, or regulated environments
Proven ability to navigate long sales cycles and manage multiple stakeholders across business, legal, compliance, and engineering teams
High EQ, with strong skills in coaching, motivating, and developing talent
Strong consultative selling skills, with the ability to translate complex technology into clear business value
High ownership, autonomy, and execution mindset, comfortable operating in a fast-growing startup environment

Sales Lead – Europe and Middle East

Key skills