Sales Manager, Mid Market & Enterprise - EMEA

About Ashby

• We’re building the next generation of enterprise software, starting with products that help talent leaders, recruiters, and managers unlock hiring excellence

• Series C raised last year, and growing ARR >100% YoY

• Have over 2000 amazing customers including OpenAI, Alan, Deliveroo, Allica Bank and Lemonade

• Multiple products to win both land-and-expand and material new business deals.

• Rapidly moving up-market with no signs of slowing down

• Implemented AI throughout the platform

• Known for our pace of innovation and advanced analytics

About this Role

TA tools in the Enterprise represent a huge market opportunity, a $1B+ TAM, and the incumbents are legacy players. We are displacing a collection of tools (ATS, Sourcing & CRM, Scheduling, Analytics, Offers & Approvals) with a consolidated talent suite. This is a proven playbook that Workday used to win the HCM market as customers realize value in a multitude of ways.

We are seeking an experienced Mid Market & Ent Sales Manager in EMEA to lead the segment and scale our team. There are four primary responsibilities that this sales leader will take on:

1. Be accountable for the revenue results of the MM & ENT segments in EMEA. Partner with senior AEs — use a team selling motion to maximize our win rates on the company's largest opportunities. Focus your team's energy on high-impact activities, and partner with Marketing on pipeline generation initiatives.

2. Make high quality hires in lock step with market demand. In general we believe that smaller, high caliber teams can achieve remarkable results. 

3. Provide consistent coaching to enable all sales reps to achieve their full potential. Identify themes for improvement with individuals and at the team level. Help reps grow in their sales career.

4. Establish a reputation for excellence by fostering alignment across Product, Marketing, Solutions Engineering & Professional Services creating a flywheel for future Mid-Market & Enterprise customer acquisition.

In this role, you’ll report to our EMEA Sales Director (Jack Hanratty) and have a significant impact in defining our EMEA go-to-market strategy. If we are even moderately successful relative to our ambition, we'll have an incredible growth story to tell in just a few years!

You could be a great fit if:

• 💼 You’ve managed a team of SaaS Mid Market and/or Enterprise Account Executives delivering $5M/yr+ at a company that has scaled from $10M to $50M or $20M to $100M

• 💰 You have helped win $500k+ SaaS deals, and can help your team see around corners on complex opportunities

• 🥇 You have a proven track record of hiring and onboarding AEs who can quickly become top performers, create their own pipeline and close both more tactical and strategic deals. You challenge and support them to continue to grow their careers.

• 📊 You have a strong mental model for what sales excellence looks like. At the same time, you're a lifelong learner and are open to new ideas and experimentation.

• 🤝 You are comfortable jumping into deals to establish executive relationships with customers and can facilitate peer-to-peer conversations between company leadership to elevate engagements. 

• 🤓 You become a product and industry expert. You connect the dots quickly. Customers and your team trust you to provide practical advice and relevant stories.

• ⚙️ You have sold a complex multi-product platform and have won many rip-and-replace sales motions. You love working with Revenue Ops to continually refine processes and tools.

Bonus

• You have sold to Talent and/or People leaders and are familiar with their pains and priorities

• You fluently speak German, French, Dutch and/or Swedish

You shouldn't apply if:

• You're a dashboard-and-forecast manager who doesn't like to get into the deals and daily operations

• You're not keen on learning our substantial product. "That's for SEs" isn't how we approach things here.

Our Philosophy

Here are a few key points that should give you an idea of what it is like to work with us:

• We're highly collaborative and we believe in a team-based sales motion to maximize our win rates on high impact deals

• We believe in developing subject matter expertise (not just on our product but also the TA space broadly) which allows us to provide a differentiated buyer experience

• We continue to make material investments in engineering and product because we know at the end of the day, having the best product makes winning new customers easier

We value a strong sense of ownership, principled thinking over decades of experience, and thoughtful & clear communication both internally and with customers.

Interview Process

Our interview process is designed so you can showcase your achievements and points of learning and apply those to a practical exercise. We'll provide you with sample customer calls and pipeline data so you can develop a well informed perspective on our product and the Enterprise segment. You’ll have opportunities to ask questions of our team throughout.

The interview process for this role is four rounds in the following order:

1. Intro Call (30 min) - You'll meet with Stephanie Fish, our Talent Partner to discuss your fit for the role and address questions about our market and solution

2. Experience Deep Dive (1 hr) - You'll walk Jack through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you've developed into the leader you are today

3. Panel Presentation (1 hr) - We'll provide you with pipeline data and seek your perspective on the segment. You'll discuss your approach to hiring, coaching and sales execution.

4. Final Round (2.5 hrs) - You'll have a set of four interviews with cross-functional leaders

Benefits

• Sell a product that our customers are truly excited about.

• Fairly set, achievable quotas. Typically, greater than 65% of AEs are at or above quota.

• Unlimited PTO with four weeks recommended per year

• Generous equipment, software, and office furniture budget. Get what you need to be happy and productive!

• 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable.

• ￡/€100/month education budget with more expensive items (like conferences) covered with manager approval.

• Extended health benefits for you and your dependents (subject to availability with our Employer of Record)

Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.