Criteo is launching Criteo Go, a self-serve, full-funnel display and performance platform designed to help small and mid-sized businesses accelerate growth through easy-to-activate, outcome-driven advertising. As Director SMB EMEA, you will lead a Barcelona‑based team of Account Strategists and Inside Sales representatives to drive this transformation across a diverse portfolio of mid‑long tail advertisers. You will be responsible for :
building and scaling Criteo’s inside sales organization for Criteo Go in EMEA, a self-serve, full-funnel display and performance platform designed to help small and mid-sized businesses accelerate growth through easy-to-activate, outcome-driven advertising;
translating Criteo’s Performance Media and Go! commercial priorities into actionable plans, ensuring your team delivers measurable revenue growth, product adoption, and incremental value for our clients while maintaining strong, trusted relationships with stakeholders;
This role is ideal for a people leader who is equally motivated by hitting ambitious targets and by elevating the quality, consistency, and impact of our client strategies.
1. Build & Scale the Go Sales Organization in EMEA
Design and launch an inside sales team
Hire, develop, and inspire sellers with a strong performance culture and career pathing
Define clear roles & capacity plans aligned to Go’s self-serve motion
2. Own Go Commercial Growth in EMEA
Own revenue performance for the Go sales-assisted segment, including: new customer acquisition, activation rate, spend expansion, retention and churn reduction
Establish a repeatable, scalable sales motion that complements the self-serve product experience
Partner with Marketing on demand generation, lead qualification, and funnel optimization
3. Lead Performance Media Tail Account Strategy in EMEA
Build, lead, develop and coach a high-performing team of Account Strategists focused on Criteo Go and Performance Media Tail clients across EMEA.
Define the strategic framework, standards, and best practices for advising SMB and long-tail clients on full-funnel, AI-powered strategies using Criteo Go.
Ensure high-quality onboarding, activation, and continuous optimization of Criteo Go campaigns, driving adoption of AI-automated budgeting, bidding, and creative at scale.
Set clear targets and coach the team to consistently deliver on revenue, ROAS, solution penetration, and client satisfaction across a large, self-service-oriented portfolio.
Foster a consultative, platform-first, AI-first mindset in the team; partner closely with Customer Care and cross-functional stakeholders to resolve client challenges and ensure excellent end-to-end experience.
Qualifications & Experience
8–12 years of commercial leadership experience, including meaningful time in inside sales, SMB ad sales, or self-serve platforms. The right candidate will have built or significantly scaled a team and demonstrated the ability to operate across a complex, multi-stakeholder environment
Strong understanding of marketing-led growth + sales-assisted motions
Demonstrated ability to partner cross-functionally with Product, Marketing, Ops, and Finance
Data-driven operator with strong business judgment and execution discipline
Inspirational people leader with a track record of developing future leaders
Leadership Characteristics
Builder mentality: thrives in ambiguity and enjoys creating structure
Customer-obsessed: deeply empathetic to customer needs and constraints
Execution-focused: translates strategy into action quickly
Collaborative: wins through influence, not hierarchy
Why This Role Matters
This role sits at the center of Criteo’s next growth chapter, unlocking scale through self-serve while maintaining the performance standards that define the company.
We acknowledge that many candidates may not meet every single role requirement listed above. If your experience looks a little different from our requirements but you believe that you can still bring value to the role, we’d love to see your application!
Who We Are:We’re Criteo, the Commerce Intelligence Platform. Criteo helps businesses turn shopper signals into commerce outcomes while delivering more relevant experiences for shoppers. We use proprietary commerce intelligence and AI decisioning to drive relevance for shoppers and performance for businesses.
At Criteo, our culture is as unique as it is diverse. From our offices across the globe or from the comfort of home, our 3,600 Criteos collaborate together to build an open, impactful, and forward-thinking environment.
We foster a workplace where everyone is valued, and employment decisions are based solely on skills, qualifications, and business needs—never on non-job-related factors or legally protected characteristics.
🏢 Ways of working – Our hybrid model blends home with in-office experiences, making space for both.
📈 Grow with us – Learning, mentorship & career development programs.
💪 Your wellbeing matters – Health benefits, wellness perks & mental health support.
🤝 A team that cares – Diverse, inclusive, and globally connected.
💸 Fair pay & perks – Attractive salary, with performance-based rewards and family-friendly policies, plus the potential for equity depending on role and level.
Additional benefits may vary depending on the country where you work and the nature of your employment with Criteo.
Skills Required
- 8-12 years of commercial leadership experience including inside sales, SMB ad sales, or self-serve platforms
- Proven experience building or significantly scaling an inside sales team
- Strong understanding of marketing-led growth and sales-assisted motions
- Demonstrated ability to partner cross-functionally with Product, Marketing, Ops, and Finance
- Data-driven operator with strong business judgment and execution discipline
- Track record as an inspirational people leader who develops future leaders
- Experience owning revenue performance metrics: new customer acquisition, activation, spend expansion, retention and churn reduction
- Ability to design and implement repeatable, scalable sales motions that complement a self-serve product experience
- Experience partnering with Marketing on demand generation, lead qualification, and funnel optimization
- Experience advising SMB and long-tail clients on full-funnel, AI-powered advertising strategies and adoption of AI-automated budgeting/bidding/creative
What We Do
Criteo is a global technology company that powers the world’s marketers and media owners with trusted and impactful advertising through our world-leading Commerce Media Platform, a suite of products that activates the world’s largest set of commerce data to drive better commerce outcomes. We help thousands of brands, publishers, and retailers reach and monetize audiences and are committed to supporting a fair and open internet that enables discovery, innovation, and choice.
