Overview

Title: EMEA Sales Leader

Region: Europe, Middle East, and Africa (EMEA)

Reports to: Head of International (currently on leave; interim reporting to Kip)

Work Policy: 4-day in-office workweek; preference for candidates who can travel frequently to meet customers

Office Location Preference: London (primary), open to Paris, Madrid, Cologne, or Dubai

Reason for Role Creation

• Newly created role to fill a leadership gap in the EMEA region
• Previously, EMEA was managed directly by the international leader, who has now been promoted to a global leadership role
• No dedicated EMEA leader for a while — 7 direct reports currently lack focused leadership

Strategic Objectives

• Improve regional sales performance
• Provide dedicated leadership for Europe and the Middle East
• Increase partner engagement (currently rated 3–4/10)
• Introduce stronger operational rigor in the region
• Drive expansion in key markets: London, Paris, Germany
• Strengthen and scale sales strategy
• Establish more structured regional management

Team Structure

• Direct Reports: 7 (spread across London, Paris, Madrid, and Spain)
• Indirect Reports: Approximately 40 sales personnel across London, Paris, Madrid, and possibly Dubai
• Sales Quotas:
  • Annual Contract Value (ACV): $45 million
  • Total Contract Value (TCV): $120 million
  • Each rep is expected to close $100K in new logos annually

Candidate Requirements

• Background:
  • Strong enterprise software sales experience
  • Familiarity with data-focused platforms like Databricks, Snowflake, AWS, GCP, Salesforce, SAP, Oracle
• Location: Preferably London-based, but open to Paris or Germany if needed
• Cultural Fit:
  • Hands-on, detail-oriented, operationally rigorous
  • Must thrive in a high-performance, growth-focused environment
  • Embraces a "get things done" mindset
• Travel: Must be comfortable being frequently on the road visiting customers
• Bitcoin Strategy Alignment:
  • Candidate must understand and be supportive of the company's Bitcoin investment philosophy
  • Interviewers will ask: “What do you think about Bitcoin?” and whether the candidate personally invests in it

Company Background

• Founded: 1989
• Core Business: Business Intelligence and Data Analytics
• Strategic Shift:
  • Since 2020, major investor in Bitcoin
  • Largest corporate Bitcoin holder globally
  • #1 performing stock in 2024
  • Approximate market cap: $100 billion

Partner Ecosystem

• Engagement currently rated at 3–4/10
• Primary cloud/data partners: Google, AWS, Azure
• Also works with Snowflake, Databricks
• Prefers boutique/regional partners over large GSIs

Hiring Process

• Process Flow:
  1. First interview with Andy (Recruiter)
  2. If approved, candidate moves to Kip
  3. Additional rounds with HR, Pre-sales team
  4. CEO interview (likely, at later stage)
• No formal assessments for international or sales roles
• Candidate sourcing:
  • Andy will do direct sourcing and collaborate with Abby's team
  • Internal referrals are encouraged but go through the same process
  • Internal hires may be subject to a reduced fee clause

Screening and Evaluation

• Evaluation Criteria:
  • Operational leadership capabilities
  • Cultural fit with a fast-paced, hands-on, results-oriented team
  • Understanding and support of Bitcoin strategy
• Screening Tools:
  • No formal assessments
  • Initial video interviews used and shared via secure portal
  • Videos are deleted post-hiring

Sourcing and Tracking

• Cadence: Weekly Friday meetings at 10:30 AM CST to review candidate pipeline and discuss progress
• Reports: Recruiting agency to provide weekly updates