Director, Sales

Akeneo is the leading AI-powered Product Data Platform that helps brands, manufacturers, distributors, and retailers unify product data and pricing to power better product experiences, smarter decisions, and business growth in an AI-driven commerce world.

We're all about experience - from the best-in-class product we build to the inspiring environment we create for our employees. You'll grow in a dynamic environment where your ideas and expertise will make an impact from day one. Our flexible work model empowers you to thrive, balancing professional success with personal fulfillment. At Akeneo, you’ll be part of a supportive and collaborative team that values open communication, shared successes, and meaningful relationships.

Learn more about our culture and values via our Career page.

Job description

We’re hiring a Director, Sales to lead our go-to-market efforts in the Central and Eastern European (CEE) region. You'll be responsible for implementing sales policies and processes within a dynamic, changing environment to drive revenue growth. Focused on optimising existing practices and driving change management, this role leads a sales team of 4 Account Executives to deliver high-impact tactical results. The Director, Sales will report to the GM & VP of Sales EMEA.

Your main responsibilities:

Process Implementation & Optimisation

• Implement and adapt sales policies and processes within a changing market environment to deliver agreed tactical revenue results.
• Identify structural inefficiencies within the sales cycle and drive change management initiatives to optimise performance and improve win rates.
• Adapt strategies based on experience, innovation, and resource management to overcome market challenges.

Sales Leadership & Performance Management

• Lead, empower, and guide the CEE regional sales team.
• Drive a culture of continuous improvement, accountability, and problem-solving.
• Act as an executive sponsor on complex, high-value deals, providing innovative solutions to resolve critical escalations.

Cross-Functional Alignment

• Connect with other lines of business (Marketing, Customer Success, Professional Services, Revenue Operations) to align cross-departmental practices and ensure cohesive execution.
• Drive significant cross-functional initiatives to achieve greater efficiency and effectiveness across the customer lifecycle.

Resource Management & Tactical Execution

• Manage sales resources effectively to meet and exceed pipeline and revenue targets.
• Analyse performance metrics to refine forecasting accuracy and guide mid-term tactical planning.

What we look for

• You have extensive background in B2B SaaS sales, with proven experience in sales leadership roles
• You have demonstrated success in driving change management, optimising sales processes, and managing resources effectively.
• You have deep expertise in enterprise deal strategy, long sales cycles, value-based selling methodologies, and working with partners.
• You have strong problem-solving skills, capable of adapting strategies based on experience, disruption, and innovation.
• You have an exceptional ability to connect and align practices with other business lines to drive mutual success.
• You have the ability to translate broader goals into tangible tactical results in a changing environment.
• You are proficient with AI tools and leveraging AI to boost your team’s efficiency.
• You speak German and English fluently.

You don't need to tick every box. We strongly encourage candidates from all backgrounds to apply. If you are excited about this opportunity but your experience is slightly different, we still want to hear from you!

Interview process

• 30-minute interview with a Talent Partner
• 45-minute interview with the GM & VP Sales EMEA
• 45-minute interview with the Director, Solutions Engineering EMEA
• 60-minute interview including a presentation

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