Sales Director, Elastic

About Emerald

Emerald’s talented and experienced teams grow our customers’ businesses 365 days a year with products that create connections, deliver content, and drive commerce. We produce over 140 annual events, create and deliver content through print and digital channels, and power commerce through our seamlessly integrated in-person and digital platforms and channels. For more information, please visit http://www.emeraldx.com.

Elastic, powered by Forge, is seeking an EU Sales Director to build and lead our sales presence across Europe. This is a hands-on leadership role: you will own all revenue, pipeline, and prospecting outcomes across the EU and associated regions, while directly managing and developing a team of Account Executives. You will set regional strategies, drive team performance against quota, and personally engage in developing strategy and cultivate executive relationships as Elastic scales its footprint in Europe.

The ideal candidate combines proven enterprise SaaS sales leadership with proven team management experience, executive-level presence, and the operational discipline to run a full-funnel regional sales organization — from prospecting and pipeline generation through forecasting, expansion, and close.

Travel requirement: approximately 30–40%, primarily within Europe, with periodic travel to US/global offices.

Key Responsibilities

Regional Leadership & Team Management

• Own full P&L-level accountability for EU (and associated region) revenue, pipeline health, and quota attainment
• Manage, recruit, hire, onboard, and develop a team of Account Executives and Senior Account Executives across the region
• Set individual and team quotas, territories, and account assignments in partnership with sales leadership
• Coach reps on pipeline generation, deal strategy, negotiation, and forecasting discipline through regular 1:1s and deal reviews
• Build a repeatable regional prospecting motion — outbound, trade shows, partner-sourced, and channel-driven — to ensure consistent new-logo pipeline creation
• Represent the EU region in global sales leadership planning, QBRs, and forecast calls

Strategic Revenue Ownership & Growth

• Own and consistently exceed annual regional quota across net-new and existing enterprise accounts
• Drive net-new revenue, account expansion, and long-term customer value across Europe and associated regions
• Operate with a P&L mindset, demonstrating strong budget awareness and commercial prioritization
• Identify market trends, vertical opportunities, and regional whitespace for expansion across Europe
• Develop and execute multi-year regional go-to-market strategy aligned to company growth objectives

Executive Relationship Leadership

• Establish trusted-advisor relationships with C-suite and senior decision makers at strategic accounts
• Personally engage in the region's largest and most complex opportunities alongside the AE team
• Map complex stakeholder ecosystems, including influencers, champions, blockers, and buying committees
• Navigate enterprise procurement, security, finance, and executive approval processes across multiple European markets
• Resolve conflict and manage escalations while protecting long-term partnership value
• Leverage an established professional network to accelerate regional pipeline and deal velocity

Operational Excellence & Forecasting

• Maintain disciplined pipeline management with full transparency and accuracy across the entire EU team
• Deliver reliable regional forecasts across quarterly and annual horizons to global sales leadership
• Instill structured sales methodology and process discipline across the team to progress deals efficiently
• Effectively leverage sales and marketing assets to drive conversion and deal quality regionally
• Shorten sales cycles while protecting deal size and strategic positioning

Product & Solution Leadership

• Develop deep expertise in product architecture, capabilities, and differentiation
• Translate technical functionality into compelling business value and ROI narratives, and coach the team to do the same
• Position solutions strategically within customer technology ecosystems across varied European verticals
• Provide market and customer feedback from the region to inform product roadmap and pricing

Required Experience & Qualifications

• 5–10+ years of Enterprise Sales, Strategic Accounts, or Sales Leadership experience in SaaS or enterprise software
• Prior experience managing, coaching, or leading a team of Account Executives, ideally within a European or multi-country territory
• Documented history of meeting or exceeding quotas as both an individual contributor and/or team leader (multi-year performance preferred)
• Experience selling complex, high-ACV SaaS/B2B solutions into mid-market and enterprise organizations across European markets
• Demonstrated success building and scaling outbound and inbound pipeline across a region
• Strong executive-level communication and presentation skills; fluent in English, additional European languages a plus
• Demonstrated ability to manage long, multi-stakeholder, cross-border sales cycles
• Advanced pipeline management and forecasting discipline; proficient in Hubspot or similar CRM
• Ability to travel up to 30–40% across Europe and periodically internationally

Preferred Background

• Experience with or selling for or against platforms such as NetSuite, SAP, HubSpot, Adobe, Oracle, Shopify, or similar enterprise ecosystems
• Vertical or multi-industry enterprise selling experience within European retail, e-commerce, or B2B digital commerce
• Exposure to digital commerce, ERP, CRM, or integrated SaaS platforms
• Prior experience within the Outdoor industry is a plus

Core Competencies

• Strategic Vision & Commercial Acumen
• Market intelligence and vertical insight across European markets
• Financial awareness and deal economics; P&L mindset
• Executive presence and narrative-driven selling

People Leadership

• Talent development, coaching, and performance management
• Territory and quota design
• Building team culture and a repeatable regional playbook

Relationship Mastery

• Complex, cross-border stakeholder navigation
• Long-term trust building
• High-stakes negotiation and conflict resolution

Operational Discipline

• Process-driven deal execution across a team
• Forecast accuracy at the regional level
• Pipeline health and velocity management

Product & Value Translation

• Technical fluency
• Business outcome storytelling
• ROI-focused selling

About Elastic

Powered by Forge, Elastic Suite is a globally adopted B2B e-commerce platforms, offering efficient sales tools and robust merchandising solutions for brands of all sizes, in all verticals. By building relationships between brands and retailers, Elastic is leading the way for 365 digital commerce.

About Emerald

At Emerald, we strive to foster a diverse and inclusive community. We actively recruit and champion candidates who bring new perspectives from varied professional backgrounds and experiences, and we are intentional about ensuring a positive hiring experience for everyone. Our job postings don’t contain experience inflation, and most don’t require college degrees. Instead, they’re crafted to focus on outcomes and transferable experiences that are assessed in a structured interview process carried out by trained hiring teams. 

COMPENSATION & BENEFITS

Target Compensation: $125,000 - $175,000 plus Sales Incentive Plan eligible

Please note that this range reflects a reasonable estimate of the target compensation for this position. This range may ultimately vary based on a candidate’s qualifications and may be higher where required by applicable law. 

We offer a competitive benefits package designed to strengthen our employees’ physical and mental health, including unlimited vacation for exempt employees, flexible working locations, 401(k) plan with a company match, medical/dental/vision coverage with inclusive provisions including transgender services and fertility benefits, parental and caregiver leave, dependent, commuter and FSA benefits, professional development programs like Toastmasters, and mental wellness tools.

If you need accommodation in our application process or have questions about our posted salary range, please email our Talent Acquisition team at [email protected].