EMEA Sales Leader

About Oversight

Oversight is the world’s leading provider of AI-based spend management and risk mitigation solutions for large enterprises. Based in Atlanta, GA, USA, Oversight works with many of the world’s most innovative companies and government agencies to digitally transform their spend audit and financial control processes.

Oversight’s AI-powered platform works across our customers’ financial systems to continuously monitor and analyze all spend transactions for fraud, waste, and misuse. With a consolidated, consistent view of risk across their enterprise, customers can prevent financial loss and optimize spend while strengthening the controls that improve compliance. Learn more.

Position Overview: Job Purpose

Oversight is seeking a dynamic, results-oriented Manager/Coach to lead the Sales team in EMEA. The Manager will be responsible for providing strategic guidance, fostering collaboration, and driving the success of the EMEA Account Executives as they work to grow the Oversight platform’s market presence and drive business in the EMEA region. This role blends leadership, coaching, and strategy to ensure the team meets and exceeds sales goals, while also embodying the company’s values and mission in the marketplace.

Candidate Characteristics

The ideal candidate will be a seasoned sales leader with extensive experience in managing and coaching enterprise sales teams, particularly in the financial technology or SaaS space. You will be an advocate for the Account Executives, helping them refine their skills, enhance their sales processes, and navigate complex enterprise sales cycles.

Responsibilities 

• Sales Leadership & Strategy:
  1. Lead, coach, and inspire the Account Executives to achieve and exceed sales targets within the EMEA region.
  2. Develop and execute tailored sales strategies for the EMEA market, ensuring alignment with broader business objectives.
  3. Oversee the execution of account planning and partner engagement strategies, ensuring that Channel Account Executives consistently develop and drive sales opportunities with SAP Concur partners and direct prospects.

• Coaching & Development:

  1. Provide continuous mentorship and training to Account Executives, focusing on enterprise SaaS sales, AI technology, and back-office financial solutions.
  2. Work with the team to sharpen their ability to manage long sales cycles, navigate complex procurement processes, and close large deals (typically $250k+).
  3. Develop and implement best practices for pipeline management, opportunity qualification, and solution selling techniques
  4. Conduct regular one-on-one coaching sessions and sales reviews to identify opportunities for improvement and development.

• Collaboration & Partner Management:

  1. Foster a collaborative, high-performance environment that encourages teamwork and knowledge sharing among the team and the Oversight Partners.
  2. Establish and nurture strong relationships with key partners, including SAP Concur, to ensure a seamless go-to-market strategy and maximize sales success.
  3. Support Channel Account Executives in partner negotiations, deal structuring, and leveraging partner networks to drive new business.

• Performance Monitoring & Reporting:

  1. Track team performance metrics (e.g., pipeline health, deal progression, quota attainment), and provide regular updates to senior leadership.
  2. Help Account Executives stay on track with their individual sales goals, and proactively address any obstacles preventing progress.
     1. Analyze sales data and trends to refine strategies and improve overall team performance.

• Sales Methodology & Process Adherence:

  1. Champion the use of the Oversight B2B SaaS sales methodology, ensuring that the team follows the process and adheres to solution messaging.
  2. Help integrate feedback from the sales team into the methodology and sales processes to continuously improve efficiency and effectiveness.

• Cultural Leadership & Company Values:

  1. Serve as a role model of Oversight’s values, fostering a positive, ethical, and high-energy team culture.
  2. Encourage collaboration, integrity, and innovation, ensuring that the team’s actions are aligned with the company’s mission and customer-first mentality.

Skills 

• Excellent communication and presentation skills, with the ability to effectively coach both individual contributors and senior leadership.
• Strong analytical and problem solving skills, with the ability to diagnose issues and implement solutions quickly
• A collaborative, empathetic, and supportive leadership style that drives results and fosters team cohesion.
• High energy, positive attitude, and resilience in the face of challenges.
• High emotional intelligence (EQ) with the ability to assess team dynamics, identify developmental opportunities, and motivate individuals to succeed.
• Results-oriented with a focus on continuous improvement and achieving goals.

Qualifications and Experience 

• 5+ years of enterprise sales leadership experience, with at least 3 years managing high-performance sales teams, preferably within the SaaS, AI, or financial technology sectors.
• Proven track record of coaching teams to success in large, complex sales environments.
• Hands-on experience in selling SaaS solutions and working with enterprise clients.
• Strong understanding of partner ecosystems, especially in the context of B2B sales and channel partnerships (e.g., SAP Concur, Salesforce).
• Experience in developing and implementing sales training programs and using CRM tools (Salesforce preferred).

Education

• Bachelor’s degree or equivalent professional experience. MBA a plus.
• Sales methodology training (e.g., Challenger Sales, Solution Selling).