Strategic Sales Director, Iberia
About the role:
As a founding Strategic Sales Director for Iberia, you will own 8-12 of the largest strategic accounts across Spain and/or Portugal — IBEX35-caliber banking, telco, insurance, utilities, and travel enterprises. You'll run complex, multi-level sales cycles from 6 to 18 months, build both the business case and the technical win alongside your Solutions Consultant, and drive long-term land-and-expand strategy while continuing to bring in new logos.
As part of the founding Iberia team, you'll work alongside a 10-person Madrid-based org (SDR, SC, and Customer Success) and help shape the region's go-to-market strategy from the ground up.
Responsibilities:
Manage a portfolio of 8-12 top strategic accounts in Spain and/or Portugal
Generate your own pipeline — Cresta drives strong inbound, but Strategic AEs are expected to self-source roughly 50% of pipeline
Orchestrate complex, multi-level sales cycles (6-18 months) across buying committees, procurement, legal, and security
Build the business case and the technical win in partnership with your Solutions Consultant and extended team
Drive land-and-expand strategy with a long-term vision for each account, while continuing to prioritize new-logo acquisition
Partner closely with Product, Marketing, Customer Success, and Engineering to deliver an exceptional customer experience
Qualifications We Value:
8+ years of enterprise SaaS sales experience, including at least 4 years as a quota-carrying individual contributor selling into large Spanish enterprises (IBEX35 or equivalent: banking, telco, insurance, utilities, travel)
Verified track record closing deals of €500K+ ARR / €1M+ TCV, including at least one deal exceeding €1M TCV at an IBEX35-caliber account
New-logo hunting as your primary motion — majority of attainment historically from net-new logos rather than installed-base expansion
Experience navigating complex 6-18 month cycles, including RFPs, buying committees, and procurement/legal/security review in regulated industries
Existing C-level/VP network within Spanish enterprise accounts
Nice-to-Have:
CX / contact center / conversational AI domain exposure (CCaaS, WEM, analytics, virtual agents)
Experience opening a market or territory from zero for a hyper-growth vendor
Experience co-selling with SIs and channel partners (e.g. Accenture, Telefónica Tech, Sabio-type ecosystem)
Familiarity with Ley SAC and Spanish regulatory drivers in customer service
MEDDPICC (or equivalent) formally trained
Language & Travel:
Native or negotiation-grade Spanish, fluent English; Portuguese is a strong plus
Madrid-based, with travel across the Iberian Peninsula expected
Perks & Benefits:
We offer a comprehensive and people-first benefits package to support you at work and in life:
Comprehensive medical, dental, and vision coverage with plans to fit you and your family
Flexible PTO to take the time you need, when you need it
Paid parental leave for all new parents welcoming a new child
Remote work setup budget to help you create a productive home office
Monthly wellness and communication stipend to keep you connected and balanced
Compensation at Cresta
Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table.
The posted base salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family.
This role is variable target compensation eligible. There is potential to exceed target earnings when goals are surpassed.
OTE Range: TBD (comp benchmarking in progress) + Offers Equity
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