Imubit · 2 months ago
Director of Enterprise Sales (EMEA)
United States
Full-time
Remote
Director/Executive
8+ years expImubit is a pioneer in AI-for-industry, delivering an AI optimization platform that is redefining how entire industries operate. The Director of Enterprise Sales will lead and grow the enterprise sales function across EMEA, building and mentoring a high-performing sales team while personally driving complex software sales into industrial markets.
Artificial Intelligence (AI)Chemical EngineeringMachine LearningOil and Gas
No H1B
Responsibilities
Lead and grow the EMEA enterprise sales team: Hire, train, and coach a team of Enterprise Account Executives to high performance. Set clear goals and mentor your team of sellers, developing their skills through ongoing feedback and hands-on coaching
Drive strategic sales campaigns: Personally own and execute full-cycle sales on select strategic accounts – from initial prospecting and value discovery through to negotiation, closing, and expansion. Lead by example in the field, showing how to land and expand large enterprise deals
Develop and execute sales strategy: Define the go-to-market plan for enterprise accounts in EMEA, including territory planning, account segmentation, and targeted vertical strategies. Continually refine our sales process and playbook to shorten cycles and increase win rates
Orchestrate complex deal cycles: Build and execute multi-threaded deal plans that engage stakeholders across operations, technical, and executive teams. Guide customers through pilots, technical evaluations, cybersecurity reviews, and procurement processes. Develop multiple champions within each account and align each stakeholder with a tailored value proposition and ROI
Articulate Imubit’s value: Become a subject matter expert in Imubit’s AI optimization platform and the business problems it solves. Lead consultative discussions and workshops to connect Imubit’s capabilities to a client’s strategic objectives (throughput, margin improvement, energy efficiency, etc.). Deliver compelling executive presentations and technical deep-dives as needed to build credibility and urgency
Navigate enterprise processes: Anticipate and manage hurdles in complex sales – from budget objections to legal and compliance requirements. Engage senior buyer executives with confidence, speaking their language whether it’s financial metrics or process reliability. Negotiate master agreements and navigate enterprise procurement with a solutions-oriented approach
Cross-functional collaboration: Work closely with Imubit’s Marketing, Product, Solutions, and Delivery teams to ensure our sales efforts are well-supported and coordinated. Provide market feedback to product development, partner on account-based marketing campaigns, and strategize with solutions engineers on key accounts. Align with Customer Success on handoffs to guarantee client success and referenceability
Pipeline management & forecasting: Establish and maintain rigorous sales operations practices. Ensure Salesforce hygiene, accurate pipeline tracking, and a disciplined weekly cadence for deal reviews and forecast updates. Use data to drive decisions and proactively adjust course to hit quarterly and annual targets
Represent Imubit externally: Be an evangelist for Imubit’s mission and technology. Attend and speak at industry conferences, trade shows, and networking events to increase Imubit’s visibility. Build relationships with industry influencers and potential channel partners in your region. Champion Imubit’s thought leadership in AI for industrial transformation
Own your number: Take full ownership of the EMEA enterprise revenue target. Break down the goal into actionable plans and ensure both you and your team are consistently delivering on quotas and key performance indicators. Instill a winning mindset and culture of accountability within the team
Qualification
Required
8+ years of success in enterprise B2B software or solutions sales, including closing complex $1M+ deals, preferably in areas like enterprise AI, advanced analytics, or big data platforms
Demonstrated experience building or managing a sales team or region
Deep understanding of complex, multi-stakeholder sales cycles and how to win them
Ability to align cross-departmental decision makers, navigate enterprise procurement and budgeting processes, and craft business cases that resonate with both technical and financial audiences
Ability to learn the fundamentals of a customer's business/process and credibly engage with subject matter experts
Fluent in modern sales methodologies and frameworks (MEDDIC/MEDDPICC, Challenger Sale, SPIN, etc.) and able to instill that rigor in a team
Excellent communication and negotiation skills at the executive level
Ability to build trust with skeptical, conservative buyer personas as well as visionary champions
Ability to excel in a fast-paced, ambiguous environment
Ability to take ownership, move with urgency, and find a way to get things done
Preferred
Experience selling into capital-intensive industries (energy, oil & gas, chemicals, manufacturing, etc.) is strongly preferred, but not strictly required
Experience in a startup or high-growth company is a bonus
Company
Imubit
AI process optimization platform for process manufacturing
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$50.02MKey Investors
Spider Capital
2021-08-16Series B· $30M
2019-03-01Series A· $17.7M
2016-12-23Seed· $2.32M
Leadership Team
Gilad Cohen
CEO & Co-Founder
Meir Tseitlin
Co-Founder, Head of Experimental Technologies
Recent News
Petroleum Economist
2024-01-25
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