RVP, Mid Market EMEA

 

Mid-Market Sales Leader EMEA

Location: London, UK. 

We are actively seeking a dynamic and experienced Sales Leader to spearhead our Mid-Market Sales team in the EMEA (Europe, Middle East, and Africa) and APJ region. As the Mid-Market Leader, you will be at the forefront of driving revenue growth, developing strategic sales initiatives, and managing a diverse and high-performing sales team. This is an exciting opportunity to join a rapidly expanding company and play a pivotal role in advancing Rubrik's market presence.

Responsibilities:

Sales Strategy and Execution

• Develop and execute sales strategy for the Mid-Market segment in EMEA, aligning with Rubrik's overall business objectives.
• Set ambitious revenue targets, sales quotas, and key performance indicators (KPIs) to foster sales growth.
• Identify and prioritise market opportunities, verticals, and target accounts with a focus on new customer acquisition.
• Cultivate strategic relationships with key customers, partners, and industry influencers to drive rapid growth and scale.

Team Leadership and Development:

• Recruit, train, mentor, and motivate a diverse and high-performing sales team, ensuring they have the necessary tools, resources, and training to excel.
• Recruit and coach leaders to build and enable Midmarket talent using the MEDDPICC sales process. 
• Set clear performance expectations and provide ongoing coaching and feedback to empower team members to achieve their targets.
• Foster a collaborative, innovative, and continuously learning culture within the sales team that celebrates diversity of thought and backgrounds.
• Conduct regular performance reviews, identify skill gaps, and implement development plans to enhance individual and team capabilities in an inclusive environment.

Customer Engagement and Relationship Management:

• Build and maintain strong relationships with key decision-makers in target accounts, demonstrating a deep understanding of their unique business needs, challenges, and pain points.
• Collaborate closely with the marketing and pre-sales teams to develop persuasive value propositions, presentations, and sales collateral that embrace diversity and cater to the Mid-Market segment.
• Ensure outstanding levels of customer satisfaction by delivering exceptional service, promptly resolving issues, and acting as a champion for customers within the organization, fostering an inclusive and customer-centric approach.

Sales Operations and Forecasting:

• Monitor sales activity, pipeline, and revenue forecasts meticulously to ensure accurate and timely reporting, embracing a data-driven and diverse perspective.
• Leverage CRM systems and sales analytics tools effectively to track sales performance, identify trends, and optimize sales processes with an inclusive lens.
• Collaborate seamlessly with cross-functional teams, including finance, legal, and operations, to ensure seamless sales operations and equitable deal closure.

Qualifications and Skills:

• Demonstrable track record of success in sales leadership roles within the enterprise SaaS space, ideally selling into IT / Security.
• 5+ years minimum sales leadership experience. We do also welcome strong first-line sales leaders with a proven record of building and coaching high-performing teams who are ready to step up into their first 2nd-line leadership role, as well as candidates with 2+ years of existing 2nd-line experience.
• Recent, direct quota-carrying experience as an individual contributor at a company with a comparable enterprise sales playbook to Rubrik's, ideally within cloud data management, backup, recovery, or security.
• Extensive experience managing and growing Mid-Market sales teams across the diverse regions of EMEA.
• Proven experience operating within a structured, playbook-driven SaaS sales environment, fluent in MEDDICC qualification, disciplined pipeline generation cadence, and command-of-the-message selling with hands-on use of Clari, Salesforce, and LinkedIn Sal