About the Company
Our client is an enterprise AI platform that automates complex customer service interactions across voice, email, chat, WhatsApp, and SMS. They help large enterprises reduce customer service costs, improve operational efficiency, and deliver better customer experiences through AI Agents that integrate with existing CRM, CCaaS, and ERP systems.
Their clients span utilities, insurance, telecoms, and retail. With strong net revenue retention, customers who deploy the platform consistently expand. Under new CEO leadership and full Board commitment, the company is rebuilding its go-to-market across Southern Europe and the UK.
They compete at the enterprise level in a segment that is largely open at the local level across their target markets.
The Role
The company has a clear ICP, a defined GTM, and a restructured revenue organization. What they need now is the leader who makes it execute — consistently, at the right pace, across multiple markets simultaneously.
This person will own the number. They will report directly to the CEO and lead a team that includes Regional Sales Managers, a Head of Solutions, a Head of Partnerships, and a Customer Success Manager. They will be the person who translates strategy into closed enterprise deals.
This is a player-coach role. The successful candidate will close their own strategic deals while developing a high-performing team. They are in the market, in the room, and on the calls — not managing from a distance. They have carried a quota in enterprise SaaS before and can prove what they closed.
Deal sizes range from €75K ARR at entry to €250K+ for strategic accounts, with a clear expansion path. The model is land and expand — the entry deal opens the account, the relationship grows it.
What This Person Will Lead
Own the revenue number
Accountable for total ARR closed across all markets — new logos and expansion.
Run weekly pipeline reviews with clear decisions. Maintain minimum 4x pipeline coverage.
Protect and grow retention — expansion is part of every AE's target.
Lead and develop the revenue team
Manage Regional Sales Managers — all player-coaches with their own quotas.
Lead the Head of Solutions (pre-sales), Head of Partnerships, and Customer Success Manager.
Define clear ownership across roles and accounts — remove ambiguity.
Validate all proposals and commercial structures.
Approve all discounts jointly with the CEO.
Build pipeline — directly and through the team
Enterprise sales is relationship-driven: networking, events, referrals, and targeted outreach.
Ensure partner-sourced pipeline grows to 30%+ within 12 months.
Work with the VP of Marketing on a joint planning cadence aligned with market priorities.
Enforce process and CRM discipline
HubSpot is the single source of truth — no offline tracking.
Ensure every deal follows the defined sales cycle with clear exit criteria.
Review stalled deals for disqualification, not inflation.
Assign a commercial owner to every account from day one.
Sell Professional Services with conviction
Professional Services is essential to delivering results in 30–60 days after go-live.
Train and coach the team to defend PS pricing and handle objections confidently.
Ensure proposals follow a two-document structure: executive proposal and statement of work annex.
Minimum Requirements
8–15 years of B2B sales experience, with 4+ years leading an enterprise SaaS sales organization.
Proven individual contributor track record closing enterprise deals.
Multi-market leadership across European markets.
Enterprise consultative sales: 6–12 month cycles, multi-stakeholder, relationship-based.
Experience with partner channels and co-selling motions.
Strong CRM discipline (HubSpot or equivalent).
Sector experience in CX, CCaaS, AI automation, utilities, banking/insurance, telecoms, retail, or BPO is a plus.
Player-coach mindset: strategic leader who still closes deals.
What Good Looks Like in the First 90 Days
30 days — Every account has a named owner in the CRM. Pipeline cleaned against ICP. Stalled deals disqualified.
60 days — Weekly pipeline rhythm established. Proposal committee running. PS pricing defended.
90 days — A qualified, predictable enterprise pipeline established, with clear deal progression, partner-sourced pipeline activated, and a team executing at a consistent sales rhythm.
What the Company Offers
Direct report to the CEO with full authority over the revenue organization — Sales, Solutions, Partnerships, and Customer Success.
A structured revenue team already in place.
A clear ICP, a defined GTM, and a Board committed to rebuilding the commercial engine.
Enterprise references that open doors across major verticals.
A largely open enterprise AI market across Southern Europe and the UK.
Strong net revenue retention — the installed base grows when deployed correctly.
Based in Southern Europe with flexibility. Regular travel across markets required.
Skills Required
- 8-15 years of B2B sales experience
- 4+ years leading an enterprise SaaS sales organization
- Proven individual contributor track record closing enterprise deals
- Multi-market leadership across European markets
- Experience with enterprise consultative sales involving 6-12 month sales cycles and multiple stakeholders
- Experience with partner channels and co-selling motions
- Strong CRM discipline, with HubSpot or equivalent experience
- Sector experience in CX, CCaaS, AI automation, utilities, banking or insurance, telecoms, retail, or BPO
- Player-coach mindset with the ability to lead strategically while closing deals
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What We Do
Ambilio is an enterprise AI product and consulting firm that helps organizations build AI capabilities and move from strategy to live deployment. It serves as one accountable partner across assessment, product development, analytics, and adoption, with expertise in generative AI, artificial intelligence, and AI consulting. The company combines technology and advisory services to support enterprise AI implementation and practical, measurable business outcomes.
