Sales Manager, Europe

Vital Source® is hiring a(n) Sales Manager, Europe & Africa to contribute to our Sales team.

Summary:

Vital Source® is hiring a Sales Manager for Continental Europe and Africa.

Institutions and publishers across Europe and Africa are moving to digital course materials at different speeds, in different languages and under different buying models. This role sells to both: directly to universities, colleges and professional bodies, and to the publishers whose content they use. It owns new business and growth across markets including the Nordics, Benelux, the DACH countries, France, Central and Eastern Europe, and Sub-Saharan Africa, led by South Africa.

The Middle East and North Africa are covered separately.

The ideal candidate has a strong record in consultative B2B sales across several European markets, adapts easily between cultures and buying processes, and speaks at least one European language in addition to English.

Vital Source is a mission-driven company delivering affordable, impactful learning to anyone, anywhere.

• Owns new business and account growth in Continental Europe and Africa as a generalist, selling to publishers and directly to institutions.
• With publishers: distribution and fulfilment through Vital Source, codes and eCommerce, Explore terms, courseware (Area9), Bookshelf+ and platform agreements, and usage data back to the publisher.
• With institutions:
  Sylla syllabus intelligence, Explore collections and perpetual library licences, fulfilment and enterprise agreements, Bookshelf® and LMS integration, and renewals that show return on investment.
• Prospects for new customers through outreach, networking, events and lead follow-up; qualifies them against Vital Source's ideal customer profile.
• Runs the full sales cycle: discovery, solution design, proposals, pricing, negotiation and close, working through Deal Desk and the contract request process.
• Owns the renewal and expansion strategy for every account in the territory and protects recurring revenue; the UK-based Inside Sales team handles renewal administration, order processing and onboarding paperwork.
• Builds a market-by-market plan for the territory, prioritising countries by revenue potential and route to market (direct, publisher-led or through resellers).
• Takes over and grows existing accounts in Spain, Italy and Portugal through a structured handover from the LATAM team, alongside the rest of the territory.

• Supports the regional plan for strategic publishers whose relationships are owned by the International leadership team, and co-sells with those publishers' local academic and sales teams; agreements with them are led by the relationship owner.
• Directs smaller publishers to Vital Source's aggregator partners (Core Source and Bookwire) rather than direct agreements, in line with the International operating model.
• Develops local publishers, distributors and resellers across Europe and Africa, including national and language-specific publishers, to extend Vital Source's reach into markets it does not cover directly.

• Met or exceeds quarterly and annual revenue targets for the territory.
• Keeps Salesforce complete and current: opportunities, next steps, close dates, contract requests and activity, so forecasts are accurate.
• Delivers Vital Source capability presentations and product demonstrations to buyers, academics, librarians and publisher teams.
• Works with Customer Success, Product, Marketing, Finance and Legal to onboard customers and publishers and resolve issues.
• Shares market and competitor insight with the Head of region and the wider International team.
• Plans travel to make the most of each trip, combining customer, publisher and event meetings with clear objectives and follow-up.
• Represents Vital Source at regional conferences and trade events, including the Frankfurt Book Fair.

• Net sales against the territory plan, split between new business and growth in existing accounts.
• Pipeline coverage of at least three times the next two quarters' target, with a written next step on every open opportunity.
• Renewal retention across the account book, with no renewal lost for lack of contact.
• Forecast accuracy and Salesforce hygiene reviewed weekly with the Head of region.
• In the first six months: a completed handover of inherited accounts, an account plan for each top-20 account and publisher, and an agreed territory plan.

• Bachelor's degree or…