Sales Director - Northern Europe

About Us:

Onclusive is a world leader in media intelligence technology and services dedicated to supporting PR, Communications and Marketing professionals. We deliver leading-edge innovation, human expertise, and unmatched media reach in a suite of media management, monitoring and analysis solutions that support every stage of the communications cycle. Our unified platform and services enable our customers to make fast, accurate, data-driven decisions about their communications and marketing strategies, allowing them to prove and improve their value.

About the role:

The Head of Northern Europe is responsible for leading and scaling Onclusive’s Northern Europe sales organisation, driving new business acquisition, expansion revenue, and consistent forecasting accuracy.
This role combines hands-on sales leadership, strategic execution, and people development. The successful candidate will build a high-performance, data-driven sales culture aligned with modern sales best practices, while navigating the nuances of the market.
They will play a critical role in strengthening Onclusive’s market position in the UK, Nordics and DACH, increasing market share, improving deal quality and margins, and ensuring commercial excellence across pipeline management, CRM hygiene, and execution discipline.
Your Responsibilities:
Revenue & Growth Leadership

Own new business and expansion bookings for Northern Europe, delivering against quarterly and annual revenue targets

Drive consistent pipeline creation and coverage, ensuring predictable outcomes

Improve win rates, deal size, sales cycle efficiency, and product mix through value-based selling

Partner closely with Marketing, Customer Success, SDRs and Product to drive growth.

Sales Strategy & Execution

Translate global sales strategy into a clear, local execution plan for the region

Define territory, account, and segment strategies to maximise impact

Implement strong forecasting discipline, pipeline reviews, and deal inspection cadence

Identify risks early and put corrective actions in place to protect revenue outcomes

Team Leadership & Coaching

Lead, motivate, and develop a team of Account Executives

Create a culture of accountability, high standards, and continuous improvement

Coach sellers on discovery, qualification, negotiation, and closing

Actively support the team on strategic and complex opportunities when required

Performance Management

Set clear goals and KPIs aligned to revenue, pipeline, and activity expectations

Run regular performance reviews focused on outcomes, behaviours, and development

Identify skill gaps and implement targeted enablement and coaching plans

Make timely decisions on performance improvement and talent upgrades when needed

Operational Excellence & Data Integrity

Ensure Salesforce is used as a true system of record, with accurate and up-to-date data

Maintain high standards of CRM hygiene, forecasting accuracy, and reporting quality

Analyse performance trends across time periods to inform decisions and strategy

Contribute to board-ready reporting and insights when required

Cross-Functional & External Representation

Act as the senior sales leader for France internally and externally

Represent Onclusive at key customer meetings, industry events, and partner engagements

Collaborate with regional and global leaders to share best practices and insights

Who you are:

Proven experience leading B2B SaaS sales teams in the UK and Northern Europe.

5 Years leadership experience in a B2B Saas business

Strong track record of delivering new business growth and predictable forecasts

Experience selling complex, value-based SaaS solutions to mid-market and enterprise customers

Comfortable operating in a private-equity-backed or high-performance environment

Experience working cross-functionally with Marketing, CS, RevOps, and Product

Deep understanding of modern SaaS sales methodologies and funnel management

Strong forecasting, pipeline inspection, and revenue management capability

Advanced CRM experience (Salesforce preferred) and data-driven decision making

Strong commercial acumen with a focus on margins, deal quality, and long-term value

Fluent in English, another European language is a distinct advantage

What we offer:
We are a global fast growing company which offers a variety of opportunities for you to develop your skill set and career. In exchange for your contribution, we can offer you:

Competitive salary and benefits

Hybrid working in a team that is passionate about the work we deliver and supporting the development of those that we work with

A company focus on wellbeing and work life balance including initiatives such as flexible working and mental health support

A note on AI in our hiring processWe use AI-powered tools to support parts of our recruitment process, such as screening and scheduling. These tools help us work efficiently, but hiring decisions are always made by people.
During interviews and assessments, we ask candidates not to use AI tools. We want to understand your own thinking, communication style, and problem-solving approach.

We want the best talent available, regardless of race, religion, gender, gender reassignment, sexual orientation, marital status, pregnancy, disability or age.