From our founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, your data just arrives in your warehouse, canonical and ready to query, no engineering or maintenance required. As we watch more and more companies leverage our technology to become truly data-driven, we’re proud not only of our growth but also of the fact that we’ve grown without compromising our core values.
 
Integrity.
We do the right thing, even when it's harder in the short run. We challenge the status quo by reasoning from first principles.
 
Initiative.
Fivetran belongs to all of us. We take ownership and are accountable for getting things done. Through curiosity, learning, and coaching, we grow as individuals and teams.
 
One team, one dream.
We share the pains and successes of our customers, partners and colleagues. We seek, gather, and trust a diverse group of teammates with different perspectives to guide Fivetran's progress.
 
If these values resonate with you, we’d love to hear from you.

About the role: 

The Head of Enterprise EMEA will own all enterprise sales in EMEA for the company and will develop the sales strategy and plan to meet aggressive new customer and partner revenue goals, helping Fivetran continue its explosive, triple digit year-over-year growth The role reports to Nathaniel Spohn, General Manager for EMEA for Fivetran, and can be seated in Dublin, London, Paris or Munich. 

Core Business Outcomes

  • Increase YOY enterprise bookings as a portion of overall revenue from 19% to 25%+ 
  • Create a scalable playbook for enterprise  
    • Validate selling motion and customer journey - create EMEA enterprise-specific sales playbooks for the EMEA enterprise sales organization to support our shift to an upstream, land and expand, consumption-based business model
    • Partner closely with marketing, customer success and product teams to create enterprise GTM strategy including: target market, tools/software needed, value proposition, competitive advantages, product roadmap, pricing strategy, marketing strategy, business development strategy (e.g. outbound), and goals
    • Standardize a repeatable sales processes around forecasting, metrics for success, outbounding (direct and through partners), and funnel creation to scale a productive and accountable commercial sales team 
  • Uplevel, hire, and scale the EMEA enterprise sales organization
    • Hire and coach - create an environment of team efficiency and positivity to scale
    • Establish process to drive the repeatable sales motion with playbook 
    • Increase team efficiency and productivity through best in class coaching and process 
    • Create training program using command of the message, MEDDPICC, and Challenger Sales methodologies 
  • Collaborate cross-functionally with marketing, customer success, alliances, operations, and analytics to ensure adequate pipeline creation to reach revenue goals

Attributes

  • Rigor and discipline with process
  • Relationship driven and highly empathic - connects with the team and cares for the people they lead
  • Through gaining respect of the team, motivates individuals to take a high level of responsibility and accountability for personal success and professional growth
  • Able to listen and learn from team, “learn together, let's figure this out”
  • Not afraid to roll-up sleeves and get hands dirty 
  • High energy

Experience

  • Significant contribution to the success of a high-growth software company 
  • Experience managing high performing teams with a similar up and coming Enterprise GTM motion
  • Ideally experience with data and consumption based pricing models 

Perks of Working with Us:

    • Dental, and Health Insurance Benefits
    • Equity in early-stage, Series C Startup
    • A healthy work culture 
    • Virtual team building events throughout the year
Shaped by the real-world needs of data analysts, Fivetran technology is the smartest, fastest way to replicate your applications, databases, events and files into a high-performance cloud warehouse. Fivetran connectors deploy in minutes, require zero maintenance, and automatically adjust to source changes — so your data team can stop worrying about engineering and focus on driving insights. To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.
 
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