Senior Director, Key Accounts EMEA
Overview: You will lead a team of account executives who manage our most important customer relationships — the top named, global-logo accounts that carry the highest strategic value in the region. As the senior sales leader for your portfolio, you will set account strategy, coach your team through long, multi-stakeholder sales cycles, and personally engage with senior/CXO executives at the region's most important accounts. This is a senior leadership role with direct accountability for the region’s flagship accounts: you will work side-by-side with your team on strategic account plans, deal reviews, and executive engagement, while also partnering with executive Sales leadership on regional segment-wide planning.
What you will do:
Lead, coach, and develop a team of account executives responsible for strategic Key accounts across the region
Own the team’s forecast, pipeline quality, and quota attainment, and represent that forecast to the regional and executive Sales leadership team
Participate directly in executive meetings and key deal cycles at the team’s largest and most complex accounts
Set and review account plans, whitespace mapping, and multi-year strategies for named key accounts
Reinforce disciplined and consistent use of MEDDPICC and Precisely’s sales process in every deal review
Partner with Product, Customer Success, Solutions Engineering, and Finance on account strategy, escalations, and deal structuring
Recruit, onboard, and ramp new account executives, and build bench strength for future leadership roles
Approve deal structuring, pricing, and contract terms within delegated authority
As a member of the regional sales leadership team, contribute to territory design, headcount planning, and account assignment
Champion the team’s use of AI tools in account research, executive briefing preparation, forecasting accuracy and deal planning
What we are looking for
You may be a good fit if you have:
10+ years of strategic/named-account B2B software sales experience, including 3+ years in a sales leadership role managing teams. A Bachelor's degree is preferred; equivalent experience accepted
Demonstrated success managing a $1M+ ACV or strategic-account quota or selling into top-tier named/global logo accounts (e.g. Fortune 500 or equivalent) as an individual contributor before moving into leadership
Experience coaching a team on executive engagement, multi-threaded selling, and complex deal strategy
Proficiency with MEDDPICC sales methodology, CRM and forecasting tools (e.g., Salesforce, Clari, or similar)
Ability to travel as required, approximately 25-35% of the time
AI Skills/Knowledge: Precisely is an AI-first organization. All employees are expected to demonstrate proficiency in applying AI tools to accelerate their work, improve output quality, and eliminate low-value tasks. Candidates should be comfortable using generative AI tools (e.g., Claude, Microsoft Copilot) in their day-to-day workflows, able to evaluate AI-generated outputs critically, and open to continuously adopting new AI capabilities as they emerge.
Uses AI-based tools to prepare for executive meetings, summarize account history, and draft account plans
Coaches the team on evaluating AI-generated outputs critically before using them in internal or external presentations to executive stakeholders or customers
Stays current on new AI capabilities relevant to strategic account management, and applies them responsibly
Preferred Skills:
Prior experience managing a named/global logo portfolio directly, as an individual contributor or first-line sales leader
Prior experience in a private equity-backed or public SaaS environment
Experience with executive-sponsor programs, account-based selling frameworks, and multi-year account planning
Familiarity with renewal and expansion motions in a net-revenue-retention business
Other formal sales methodology certification (e.g. Command of the Message)
#LI-IH1