RVP, Mid Market EMEA

Mid-Market Sales Leader EMEA

Location:
London, UK.

We are actively seeking a dynamic and experienced Sales Leader to spearhead our Mid-Market Sales team in the EMEA (Europe, Middle East, and Africa) and APJ region. As the Mid-Market Leader, you will be at the forefront of driving revenue growth, developing strategic sales initiatives, and managing a diverse and high-performing sales team. This is an exciting opportunity to join a rapidly expanding company and play a pivotal role in advancing Rubrik's market presence.

Responsibilities:

Sales Strategy and Execution

• Develop and execute sales strategy for the Mid-Market segment in EMEA, aligning with Rubrik's overall business objectives.

• Set ambitious revenue targets, sales quotas, and key performance indicators (KPIs) to foster sales growth.

• Identify and prioritise market opportunities, verticals, and target accounts with a focus on new customer acquisition.

• Cultivate strategic relationships with key customers, partners, and industry influencers to drive rapid growth and scale.

Team Leadership and Development:

• Recruit, train, mentor, and motivate a diverse and high-performing sales team, ensuring they have the necessary tools, resources, and training to excel.

• Recruit and coach leaders to build and enable Midmarket talent using the MEDDPICC sales process.

• Set clear performance expectations and provide ongoing coaching and feedback to empower team members to achieve their targets.

• Foster a collaborative, innovative, and continuously learning culture within the sales team that celebrates diversity of thought and backgrounds.

• Conduct regular performance reviews, identify skill gaps, and implement development plans to enhance individual and team capabilities in an inclusive environment.

Customer Engagement and Relationship Management:

• Build and maintain strong relationships with key decision-makers in target accounts, demonstrating a deep understanding of their unique business needs, challenges, and pain points.

• Collaborate closely with the marketing and pre-sales teams to develop persuasive value propositions, presentations, and sales collateral that embrace diversity and cater to the Mid-Market segment.

• Ensure outstanding levels of customer satisfaction by delivering exceptional service, promptly resolving issues, and acting as a champion for customers within the organization, fostering an inclusive and customer-centric approach.

Sales Operations and Forecasting:

• Monitor sales activity, pipeline, and revenue forecasts meticulously to ensure accurate and timely reporting, embracing a data-driven and diverse perspective.

• Leverage CRM systems and sales analytics tools effectively to track sales performance, identify trends, and optimise sales processes with an inclusive lens.

• Collaborate seamlessly with cross-functional teams, including finance, legal, and operations, to ensure seamless sales operations and equitable deal closure.

Qualifications and Skills:

• Demonstrable track record of success in sales leadership roles within the enterprise SaaS space, ideally selling into IT / Security.

• 5+ years minimum sales leadership experience. We do also welcome strong first-line sales leaders with a proven record of building and coaching high-performing teams who are ready to step up into their first 2nd-line leadership role, as well as candidates with 2+ years of existing 2nd-line experience.

• Recent, direct quota-carrying experience as an individual contributor at a company with a comparable enterprise sales playbook to Rubrik's, ideally within cloud data management, backup, recovery, or security.

• Extensive experience managing and growing Mid-Market sales teams across the diverse regions of EMEA.

• Proven experience operating within a structured, playbook-driven SaaS sales environment, fluent in MEDDICC qualification, disciplined pipeline generation cadence, and command-of-the-message selling with hands-on use of Clari, Salesforce, and Linked In Sales Navigator.

• Experience hiring, enabling, and developing first-line sales leaders.

• Experience building relationships with channel and alliance partners to create a velocity business.

• Understanding of cloud data management, backup, recovery, and security solutions preferred.

• Exceptional leadership, communication, and interpersonal skills, with the ability to influence and inspire individuals from diverse backgrounds.

• Demonstrated ability to develop and execute strategic sales plans and achieve revenue targets.

• Strong analytical skills, with the ability to leverage data-driven insights to make informed business decisions.

• Excellent negotiation, presentation, and relationship-building skills, fostering an inclusive and culturally sensitive approach.

• Ability to thrive in a fast-paced, dynamic, and rapidly evolving environment, celebrating the diverse voices and ideas that contribute to success.

Rubrik's Sales organization is a united group of elite cross-functional sales professionals that help companies & government entities achieve resilience against cyberattacks,…