iBase-t is the category-defining Manufacturing Execution Systems (MES) and Maintenance Repair and Overhaul (MRO) software platform purpose-built for Aerospace & Defense. Our Solumina platform is trusted by 9 of the top 10 A&D companies — including GE Aerospace, Northrop Grumman, Pratt & Whitney, Collins Aerospace, Rolls-Royce, and BAE Systems.

Backed by TA Associates, we are a Rule of 95 business (ARR Growth + EBITDA) with 133% Net Retention Rate and average contract lengths exceeding five years. Our North America business is strong and growing. EMEA is the next major growth theater — and this hire is the most important EMEA decision we will make.

THE EMEA OPPORTUNITY

EMEA represents a total addressable market exceeding $200M — comparable in size to our North America opportunity — and we have established a strong foundation to build from. We have paying customers across the UK, France, and beyond, a dedicated team of Account Executives and Solutions Engineers, and active pipeline across multiple high-value pursuits. The product is strong. The market fit is proven. What EMEA needs now is a leader who can take that foundation, build the commercial engine around it, and turn a strong start into a self-sustaining regional business.

This is not a build-from-zero role. You are inheriting a proven product, an established customer base, a live pipeline, and a team already in the field. The opportunity is to take what exists and scale it — to be the person who turns a strong regional start into a category-defining business.

This is a genuine P&L leadership role. The GM of EMEA is not a senior AE with a regional title — it is a business leader who owns the EMEA number, hires and develops the EMEA team, manages and expands our SI partnerships, and builds the operational infrastructure to scale. You will report directly to the Chief Revenue Officer and have full autonomy to build the EMEA motion the right way.

The EMEA strategy is built around our core platform strengths: MES and MRO are both strong entry motions depending on the customer — and the right GM will have a point of view on how to sequence them within each account and market. Lead with Solumina AI in every conversation — European A&D is facing backlogs growing faster than production capacity, mounting compliance pressure, and shop floors still running on paper and legacy systems that cannot scale. Solumina is the answer to all three. Prioritize deep expansion within early accounts and build tight references before moving aggressively to new logos.

What You Will Own

Full P&L ownership for EMEA — you own the number, the team, the partnerships, and the strategy
Leading and developing the existing EMEA team — a small team of Account Executives and Solutions Engineers are already in place; you will build around that foundation with Business Development resources as the business scales, and will have dotted-line influence over Implementation resources supporting EMEA accounts
Active pipeline across the UK and France — current active pursuits that need a senior executive to accelerate and close
SI partnership management and development — iBase-t has established SI relationships in EMEA that are critical to delivery scale and market reach; you will own these at the executive level and actively build new SI partnerships to expand our footprint across the region
Market entry into Germany, Benelux, and the Nordics — the second tier of EMEA expansion, with significant A&D ecosystems and strong defense budget tailwinds
Executive relationships at European primes — BAE Systems, Airbus, Safran, Thales, MBDA, and others. In European A&D, relationships are the long game and you need to be playing it from day one
Solumina AI positioning in EMEA — leading with AI in every customer conversation and positioning iBase-t as the AI-native MES/MRO platform before a competitor claims that ground in Europe
Forecasting and pipeline reporting — EMEA pipeline visibility into the global CRO and board cadence

PROFESSIONAL QUALIFICATIONS

Required

AI fluency — you use AI every day as standard equipment: account research, meeting preparation, competitive intelligence, pipeline management, team coaching. Candidates who are not actively and fluently using AI in their professional practice will not be a fit for this role.
7+ years in enterprise software sales or business leadership in EMEA, with experience at $500K+ average selling prices in complex, multi-stakeholder environments
Demonstrated experience building or scaling an EMEA business — not just carrying a quota, but owning a P&L, hiring a team, and being accountable for regional results
Deep Aerospace & Defense expertise — understanding of the European A&D ecosystem, procurement dynamics, compliance environment, and the relationships that drive decisions at the major primes
Bilingual — French fluency strongly preferred — the ability to lead executive conversations with French-speaking customers and partners is a meaningful advantage in this market, though exceptional candidates with strong EMEA A&D networks will be considered
Track record closing $500K+ enterprise software deals in European markets — understanding the longer sales cycles, consensus-driven buying processes, and relationship dynamics of European enterprise procurement
Executive presence — capable of representing iBase-t at the C-suite level at Europe's largest A&D companies and building relationships that open doors
Located in or willing to relocate to the UK or France — EMEA leadership requires physical presence in the primary markets

Strongly Preferred

Background in MES, MRO, MBE, ERP, PLM, or adjacent manufacturing software — ideally having competed against or worked at Siemens, Dassault, SAP, PTC, or Rockwell in EMEA
Existing relationships within the European A&D ecosystem — at Airbus, BAE Systems, Safran, Thales, Rolls-Royce, or their tier-one suppliers
Experience managing and building SI partnerships in EMEA — working with major systems integrators as a channel to market, co-selling, and extending delivery capacity
Experience with AI-powered software sales and Model-Based Enterprise (MBE) — two of iBase-t's fastest-growing and most strategically important product motions
PE-backed company experience — understanding the financial disciplines, reporting cadence, and growth expectations that come with institutional backing
Experience building in-region teams from a small base — hiring, developing, and retaining talent in a high-growth, resource-constrained environment

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