The Role
The Head of Sales will lead revenue growth and scale the sales function across EMEA, develop partnerships, and manage a multicultural sales team, while utilizing data-driven strategies for pipeline management and process optimization.
Summary Generated by Built In
About the Role
We are looking for a commercially driven and strategically minded Head of Sales to lead and scale our sales function across EMEA. This is a senior leadership role responsible for driving revenue growth, building a high-performance multicultural sales team, and deepening relationships with enterprise and mid-market clients. The ideal candidate brings the gravitas to engage C-suite stakeholders, the commercial instinct to spot and close opportunities, and the operational discipline to build repeatable, scalable sales processes.
You are first and foremost a commercial leader, someone who understands markets, builds relationships, and drives revenue with precision. But when the sales engine stalls, you don't delegate the problem. You roll up your sleeves, get under the bonnet, diagnose what's broken, and fix it. You're as comfortable rebuilding pipeline processes and restructuring teams as you are closing seven-figure deals.
You will lead a regional and multicultural sales team spanning Europe and Africa, driving revenue through direct sales and strategic OEM/Hyperscaler partnerships. You are data-obsessed, commercially sharp, and known for building high-performing teams from the ground up.
Key Responsibilities
Revenue Growth & Strategy
- Own and deliver against annual revenue targets across new business and account expansion
- Define and execute the go-to-market sales strategy in alignment with the company's growth objectives across EMEA
- Identify new market opportunities, verticals, and service lines to pursue
- Maintain a healthy, accurately forecasted pipeline and report on it regularly to the executive team
OEM & Hyperscaler Partnerships
- Develop, manage, and grow strategic partnerships with OEMs and Hyperscalers (AWS, Azure, GCP)
- Turn alliance relationships into measurable revenue streams across multiple EMEA geographies
- Represent CloudPlexo within partner ecosystems and co-sell programmes
Team Leadership
- Lead, mentor, and grow a multicultural team of account executives, business development managers, and sales staff across the EMEA region
- Set clear performance expectations, conduct regular coaching sessions, and manage performance constructively
- Spot high-potential talent, coach them into leadership roles, and build a pipeline of future sales leaders within the organisation
- Build a culture of accountability, continuous learning, and client-centricity within the sales team
Data-Driven Sales Execution
- Build and enforce a data-driven sales culture; pipeline analytics, conversion metrics, and forecasting models drive decisions, not gut feel
- Implement and enforce CRM discipline (pipeline hygiene, opportunity tracking, activity logging)
- Use data to identify bottlenecks, optimise conversion rates, and allocate resources effectively
Sales Operations & Process
- Audit current sales processes, tools, and team structures; identify inefficiencies and rebuild where needed
- Design and optimise end-to-end sales processes, from lead generation through to contract closure
- Work closely with marketing to align on campaigns, lead quality, and pipeline contribution
- Develop pricing strategies, proposal templates, and commercial frameworks for different service offerings
Client Relationships
- Serve as an executive sponsor for key accounts and strategic prospects
- Build and maintain strong relationships with decision-makers and influencers at the CIO, CTO, and CFO level
- Represent the company at industry events, conferences, and client meetings
Cross-Functional Collaboration
- Partner with delivery, technical pre-sales, and solutions architecture teams to craft compelling proposals and SOWs
- Collaborate with finance on deal structuring, commercial terms, and revenue recognition
- Feed client and market insights back into service development and product strategy
Requirements
Experience
- 15+ years of progressive B2B sales experience in corporate technology sales, with a proven track record of consistently meeting or exceeding revenue targets in complex sales environments
- Demonstrated success selling IT consulting, managed services, cloud solutions, or professional services
- Proven experience leading regional and/or multicultural sales teams across multiple EMEA markets
- Experience managing and growing a sales team of 5 or more
Skills & Competencies
- Strong command of consultative and value-based selling methodologies (e.g., MEDDIC, Challenger, SPIN)
- Data-driven mindset — you live in dashboards, CRM analytics, and pipeline reports. Decisions are backed by numbers
- Strong commercial and negotiation acumen — ability to structure deals, negotiate contracts, and understand P&L implications across different regulatory and commercial environments
- Analytical proficiency in CRM tools (Salesforce, HubSpot, or equivalent) and sales reporting
- Ability to translate complex technical solutions into clear business value for non-technical buyers
- Excellent executive presence and communication skills — written, verbal, and in presentations
- Cross-cultural fluency — comfortable operating across European, Middle Eastern, and African business environments
- Proven ability to diagnose and fix underperforming sales functions — you've inherited broken engines and rebuilt them
Personal Attributes
- A natural leader who inspires and motivates others
- Hunter mentality balanced with strong relationship management skills
- A great talent spotter and builder of leaders — you develop people, not just pipelines
- Highly organised with the ability to manage multiple priorities without losing focus
- Integrity-led approach to sales — focused on building long-term client partnerships, not just closing deals
Desirable Qualifications
- OEM / Hyperscaler sales experience — direct experience selling through or alongside AWS, Azure, GCP, or similar hyperscaler partner ecosystems
- Bachelor's degree in Business, Technology, or a related field (MBA is an advantage)
- Existing network of CIO/CTO-level contacts in relevant industries (e.g., financial services, telecoms, public sector, healthcare)
- Familiarity with common IT consulting service areas: cloud transformation, cybersecurity, data & analytics, digital transformation
- Experience working within or alongside an AWS Partner Network organisation
- Multilingual capability is a plus
Benefits
- A senior leadership seat at the table with direct input into company strategy
- The opportunity to build and shape a sales organisation during a high-growth phase across EMEA
- Clear progression path and genuine career development opportunities
- A diverse, ambitious team operating at the cutting edge of cloud and AI
- Competitive base salary with performance-based commission and bonus structure
- Comprehensive benefits package including health insurance and pension
- Flexible working arrangements
Skills Required
- 15+ years of experience in B2B sales
- Experience leading multicultural sales teams
- Strong command of consultative and value-based selling methodologies
- Proven success in selling IT consulting or cloud solutions
- Ability to translate complex solutions into business value
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
CloudPlexo is a global cloud-native and AI consulting firm that specializes in cloud migration, AI integration, and cybersecurity solutions. They help startups, SMBs, and enterprises build, scale, and optimize on AWS, offering services like cloud automation, data management, and cost optimization.
