Location: Hybrid (approximately 2-3 days per week in the company's office, which is located in Brussels, Belgium)
Optimy
Optimy's mission is simple: we empower corporations globally to create meaningful social impact. Optimy's innovative SaaS platform enables over 350 global organizations to manage corporate social impact programs.
Optimy is proud to be a recognized leader in the social impact technology space. Optimy's software is the world's most configurable social impact platform that enables organizations to manage complete CSR programs including grants, sponsorships, donations, and volunteering programs. This enables organizations to save time and become more efficient as they work to amplify their positive impact, while measuring the ROI of social impact programs.
Opportunity
As we continue rapid expansion across Europe & North America, we are looking for a Director of Sales who will play a critical role in accelerating our growth, while leading a team of Account Executives and Account Managers.
As Optimy's Director of Sales you will lead 2 teams: New Sales & Account Management. Reporting directly to the CEO, you will oversee new logo revenue, expansion of existing accounts (cross-sell/upsell) and customer retention, working to achieve ambitious ARR growth and retention goals. You'll foster a highly collaborative, innovative, fast-paced, and data-driven culture focused on performance, resiliency and adaptability.
As the head of the Sales function, you will be accountable for the overall annual revenue objectives. You will support your team to close new deals, grow existing customer accounts, and secure strong account retention. In addition to giving recommendations, coaching and guidelines to your team, you will be a hands-on leader with your team (ie. joining calls, reviewing RFPs, assisting to close key accounts, etc.). Ideal candidates will have managed geographically dispersed sales and account management teams at SaaS/Software (B2B) companies.
This is an opportunity to combine strategic vision with hands-on leadership, and lead and empower an international sales organization throughout Europe and North America to exceed revenue targets. If you have experience building world-class teams, mentoring sales talent and making a difference, this is your chance to leave a lasting mark on both Optimy and the clients we serve.
Responsibilities
Lead and inspire an international sales team of ±5 Account Executives and ±4 Customer Success professionals located in Europe and Canada, creating a culture of ambition, high performance, collaboration and accountability
Set ambitious yet realistic targets, drive performance, turn strategic goals into measurable results while fostering career growth and empowerment for team members
Own revenue growth end-to-end, overseeing new business, upsells and renewals, while owning accurate forecasting and pipeline health
Support Account Executives in critical negotiations and deal closures to meet ARR targets and strategic goals
Oversee Account Management processes, including customer health tracking, and escalations, to ensure a seamless client experience
Lead Account Managers to drive cross-sell and upsell opportunities, maximizing client value and account expansion opportunities
Build a disciplined, data-driven pipeline, leveraging insights to optimize deal velocity, win rates and strategic opportunities
Establish and monitor revenue metrics across both Sales and Account Management, using analytics to drive accuracy in forecasts and identify growth opportunities
Develop and maintain dashboards for Sales and Account Management, providing visibility and actionable insights for the CEO and direct reports
Champion sales excellence, driving adoption of tools like HubSpot, Modjo, Topo and Sales Navigator and embedding best practices for operational rigour
Collaborate cross-functionally with Marketing, Operations and Finance to align strategies, optimize processes and scale performance globally
Shape the future of the team by leading recruitment, onboarding and talent development to cultivate high-performing sales professionals
Foster a high-performance culture where autonomy, recognition and accountability drive engagement and results
Be a strategic voice at the leadership table, providing insights and recommendations that shape company-wide decisions and growth initiatives
Requirements
Experience: Minimum of 4-7 years in a sales leadership position within SaaS/Software (B2B) companies
International: Experience selling in Europe & North America is highly preferred and experience driving international growth
Sales Success: Demonstrated history of meeting/exceeding quotas, with the ability to coach teams to do the same, you have a proven track record leading B2B SaaS Sales Teams
Leadership Skills: Proven experience managing, leading, coaching and inspiring Account Executives and Account Managers, with a hands-on approach, to drive results. Inspirational leader and coach, capable of developing talent, motivating teams, and creating a culture of accountability and success
Analytical & Strategic Mindset: Analytical, strategic, and results-oriented, with strong forecasting skills, pipeline management, and business acumen
Data-Driven: Ability to identify an issue, analyze data and draw conclusions. Ability to translate qualitative and quantitative insights into actionable strategies. Prior experience leading sales forecasting, budgeting and reporting on sales metrics.
Tools & Technology: In depth knowledge and extensive experience with CRM systems and sales enablement tools (HubSpot, Modjo, Topo, Sales Navigator) with a focus on driving adoption and best practices
Collaboration: A team player with strong cross-functional collaboration skills. Prior experience working cross-functionally, (with Marketing, Product, Finance, etc.)
Experience working in new business acquisition (net new logo) and account expansion (up-sell/cross-sell) across European and North American markets
Experience selling software solutions to large organizations and managing complex, enterprise and mid-market sales cycles
Experience working in a start up or scale up environment is a strong asset
Experience leading teams of over 6 sales professionals
Experience leading geographically dispersed teams is a strong asset
Exceptional communicator and influencer, able to build trust and drive alignment across teams and stakeholders
Familiarity in MEDDIC or similar sales methodologies.
Fluent in English is mandatory; proficiency in French or German is a strong asset
Benefits
The company offers competitive compensation and numerous benefits including:
Time Off: 20 days of paid leave with 5 extra holidays to recharge and unwind
Professional Learning & Career Development: Dedicated hours for training throughout the year to sharpen your skills and grow your career through an online platform (Udemy) and onsite trainers
Health: hospitalization insurance (DKV)
Growth: Be part of a mission-driven company committed to driving impactful change and sustainable growth
Seniority level
Director
Employment type
Full-time
Job function
Sales
Industries
IT Services and IT Consulting
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