Note: The job is a remote job and is open to candidates in USA. 908 Devices develops handheld and portable analytical instruments that use complementary analytical technologies, software automation, and machine learning for critical health, safety, defense, and security applications. The Director, Sales – EMEA will lead commercial performance across Europe, the Middle East, and Africa by executing regional go-to-market strategy, growing strategic customer relationships, and developing the distributor network. The role is responsible for revenue growth, forecasting, channel performance, market expansion, and cross-functional execution.
Responsibilities
- Execute the EMEA commercial strategy in alignment with the international business plan established by the Vice President, International Sales
- Deliver quarterly and annual bookings and revenue objectives for the region
- Build and maintain a healthy opportunity pipeline capable of consistently exceeding growth targets
- Lead regional business planning, territory management, and account prioritization
- Lead by example in complex sales opportunities by personally engaging in strategic customer meetings, evaluations, demonstrations, negotiations, and contract discussions
- Support distributors and regional sales personnel during large development opportunities (LDOs) and enterprise sales pursuits
- Ensure disciplined opportunity management throughout the sales cycle
- Maintain accurate forecasting and pipeline visibility through disciplined Salesforce utilization
- Drive CRM compliance throughout the region while leveraging AI-enabled tools and analytics to improve forecasting accuracy and sales productivity
- Provide timely reporting and business updates to executive leadership
- Develop, recruit, manage, and strengthen distributor relationships throughout EMEA
- Conduct regular business reviews with strategic partners
- Establish measurable performance expectations for distributors and ensure accountability for pipeline development, forecasting, training participation, and revenue growth
- Collaborate closely with the Director, Global Channel Strategy & Enablement to ensure consistent execution of partner programs, enablement initiatives, and channel strategy
- Develop executive-level relationships with ministries of defense, law enforcement agencies, customs organizations, emergency response agencies, NATO member nations, and other government stakeholders
- Represent 908 Devices at industry conferences, trade exhibitions, military demonstrations, and strategic customer events
- Identify emerging customer requirements and communicate market intelligence back to Product Management and executive leadership
- Work closely with Applications, Product Management, Marketing, Customer Success, Operations, Finance, and Legal to ensure successful customer deployments and long-term customer satisfaction
- Support product launches, pricing initiatives, market development activities, and commercialization efforts throughout the region
- Share competitive intelligence and customer insights that influence future product development and corporate strategy
- Manage regional performance with attention to bookings, pricing strategy, gross margin, and profitability
- Ensure compliance with company policies, forecasting processes, quarterly business reviews, CRM standards, and public-company governance requirements
- Maintain a disciplined operating cadence focused on execution and accountability
Skills
- Bachelor's degree in Business, Engineering, Chemistry, Life Sciences, or a related technical discipline
- Minimum of 7–10 years of progressive sales experience, including leadership responsibilities within international markets
- Demonstrated success selling highly technical products through direct and indirect sales channels
- Experience managing international distributors and channel partners
- Strong understanding of government procurement processes throughout Europe and the Middle East
- Experience selling into defense, law enforcement, public safety, customs, CBRNE, or related government markets
- Excellent communication, presentation, negotiation, and executive relationship-building skills
- Ability to travel extensively throughout the EMEA region (approximately 50–70%)
- Experience with analytical instrumentation, mass spectrometry, Raman spectroscopy, chemical detection, explosives detection, narcotics identification, or related technologies
- Experience working with NATO organizations and allied defense or security agencies
- Knowledge of international distribution models and government funding mechanisms
- Fluency in one or more European or Middle Eastern languages in addition to English
Benefits
- The role offers an opportunity to help shape 908 Devices’ international business during an exciting period of growth.
- The Director, Sales – EMEA will directly influence the company’s expansion across Europe, the Middle East, and Africa.
- Work with curious and innovative people, creative problem solvers, risk-takers, and dedicated colleagues.
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