Financial Services · 1.1k people
Head of Sales & Account Management - EMEA
Posted 10 Aug
What’s this role about? Lead the commercial performance of the EMEA region by managing a team of Sales Executives, Account Managers, and PreSales. Drive new logo acquisition and account expansion while ensuring accurate forecasting and strategic C-suite negotiations for tier-one financial institutions.
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Company
About Smartstream Smartstream unlocks trusted, intelligent data insights – clearly, consistently, and without compromise. Empowering leading global financial institutions and enterprises with innovative solutions that deliver accurate, timely data insights to streamline operations, reduce costs, and meet regulatory demands with confidence. By harnessing data at the core of customer operations, Smartstream drives smarter, faster outcomes across reconciliations, liquidity, collateral, corporate actions, fees, and reference data solutions. smart.stream
Smartstream
Stay ahead in a fast changing world by making operations smarter and more streamlined through data insights.
Responsibilities
- Regional forecast accuracy within a defined tolerance band, quarter on quarter
- MEDDIC embedded as the operating qualification rhythm across all nine direct reports, evidenced in deal reviews and Salesforce hygiene
- Demonstrable progression on strategic account plans across tier-one and tier-two banks
- Attainment or overachievement against the EMEA regional ARR target
- A stable, high-performing team with clear succession depth on each key account
- AI minded for efficiencies and outcomes.
Qualification
- Own the EMEA regional number across new business, renewals, upsell and cross-sell
- Deliver accurate weekly, monthly and quarterly forecasts to executive leadership
- Lead complex multi-year commercial negotiations, including renewals, restructures, acceleration clauses and multi-product commercial constructs
- Act as executive sponsor on strategic accounts and lead client escalations where required
- Champion the adoption of AI-enabled tools and workflows across the regional team to drive productivity, sharpen deal intelligence and improve commercial outcomes
- Directly manage a team of nine Sales Executives, Account Managers and PreSales spread across the region
- Run structured deal reviews, coaching sessions and quarterly Account Management Business Reviews (AMBRs) with rep-level accountability
- Drive CRM hygiene, pipeline discipline and stage-funnel balance across the team
- Recruit, develop and retain commercial talent capable of selling into tier-one financial institutions
- Embed MEDDIC as the operating qualification standard across every opportunity in the region
- Apply MEDDIC discipline in weekly pipeline reviews and stage-gate progression
- Coach the team on qualifying out early, elevating the economic buyer, and building genuine internal champions rather than coaches
- Own the linkage between MEDDIC qualification quality and forecast accuracy
- Partner with Pricing, Legal, Product, Professional Services and Finance to structure winning commercial proposals
- Work with Marketing on regional demand generation, ABM strategy and event planning
- Feed structured field intelligence back into Product on competitive positioning, feature gaps and buying-centre dynamics
- Uphold the standardised pricing and quote initiation workflow, ensuring every formal quote is anchored to a live Salesforce Opportunity
- Ensure software and Professional Services opportunities are structured correctly for accurate revenue recognition
- Maintain the regional KYC and account planning framework to underpin strategic account coverage
- 10+ years of enterprise software sales management experience, with a demonstrable record of leading and scaling regional sales teams selling complex, multi-year software subscriptions into financial institutions
- Deep MEDDIC expertise — not just familiarity, but proven experience embedding MEDDIC as the operating rhythm across a distributed sales team, including in weekly deal inspection and forecast calls
- Strong track record of overachievement against multi-million ARR targets in fintech, capital markets technology, banking software or adjacent enterprise B2B categories
- Experience negotiating complex commercial constructs: multi-year term deals, perpetual licence migrations, acceleration clauses, extended support arrangements and asymmetric renewal structures
- Confident operating at C-suite level (CFO, COO, CIO, Head of Operations) inside tier-one and tier-two banks
- Experience managing across a culturally and geographically diverse region — comfort with the operating realities of EMEA, Middle East and Africa markets
- Fluent user of Salesforce for pipeline management, forecasting and rep accountability
- Prior exposure to TLM, reconciliations, payments, collateral or liquidity technology
- Second language relevant to the region (for example Arabic, French, German or a South Asian language)
Benefits
- Company pension scheme
- Private medical cover
- Life Insurance
- Electric Car Scheme and Cycle to Work Scheme
- Access to internal and external learning through the People Leader Learning Path and our global Udemy programme
- Hybrid working, in line with our Global Hybrid Working Policy
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