Sales Manager (Mid-Market, Europe, Middle East, Africa)

• We are seeking an experienced SaaS Sales Manager in EMEA to lead our Mid-Market Sales Team; which serves the 101-1,000 FTE market. There are three primary responsibilities that this sales leader will take on:
• Be accountable for the revenue results of the segment. Understand the primary revenue drivers for the segment, focus your team’s energy on high-impact activities, and partner with Marketing on pipeline generating initiatives
• Provide consistent coaching to enable all Account Executives to achieve their full potential. Identify themes for improvement with individuals and at the team level. Help reps grow in their sales career
• Make high quality hires in lock step with market demand. In general we believe that smaller, high caliber teams can achieve remarkable results
• In this role, you’ll report to our Head of Sales, EMEA (Jack Hanratty) and have a significant impact in defining our go-to-market strategy
• The best part about Mid-Market is the combination of high velocity and high value deals and we’re already very good at winning both. If we are even moderately successful relative to our ambition, we’ll have an incredible growth story to tell in just a few years

Benefits

• $100/month education budget with more expensive items (like conferences) covered with manager approval
• Unlimited PTO with four weeks recommended per year
• Twelve weeks of fully paid family leave
• 10-year exercise window for stock options - you shouldn’t feel pressure to purchase stock options if you leave Ashby, do it when you feel financially comfortable
• Generous equipment, software, and office furniture budget

• You’re not keen on learning about our substantial product. “That’s for SEs” isn’t how we approach things here
• You’re a dashboard-and-forecast manager who doesn’t like to get into the deals and daily operations
• You’ve managed a team of Account Executives delivering multi-million ARR/yr at a growth-stage SaaS company
• You shouldn’t apply if:
• You were a high performing Enterprise AE and have upmarket deal strategy experience
• You are fluent in German and/or French
• You have sold complex platform applications to Talent and/or People leaders
• You have a proven track record of hiring and onboarding new Account Executives who quickly become top performers. You challenge and support them to continue to grow their careers
• You’re a teacher and a coach who loves helping reps hone their craft. You can quickly identify skill or knowledge gaps and deliver coaching that is empathetic and drives tangible improvement
• You have a strong mental model for what sales excellence looks like. At the same time, you’re a lifelong learner and are open to new ideas and experimentation
• You are comfortable jumping into deals to establish executive relationships with customers. You do so without ‘boxing out’ your team
• You have an operational mindset and have identified bottlenecks and implemented solutions to accelerate deal flow. You love working with Revenue Ops to continually refine processes and tools
• You become a product and industry expert. You connect the dots quickly. Customers and your team trust you to provide practical advice and relevant stories

• Our interview process is designed so you can showcase your achievements and points of learning and apply those in a practical exercise. We’ll provide you with some Ashby-specific data so you can develop a well informed perspective on our business and solutions engineering involvement. You’ll have opportunities to ask questions of our team throughout
• The interview process for this role is four rounds in the following order:
• Intro Call (30 min) - You’ll meet with Recruiting to discuss your fit for the role and address questions about our market and solution
• Experience Deep Dive (1 hr) - You’ll walk Jack (Head of Sales, EMEA) through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you’ve developed into the leader you are today
• Presentation (1 hr) - We’ll give you some Ashby data, and have you present a perspective on our business and your approach to sales leadership
• Final Round (2 hrs) - You’ll have a set of four interviews with cross-functional interviewers