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)

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