Regional Sales Manager Iberia

3 нед. назад

SpainEuropeSeniorHybrid

pipeline managementforecastingsales strategy

Cluster-level revenue operator responsible for improving sales execution and accelerating organic revenue growth across a group of portfolio SaaS companies in Iberia.

Обязанности

The Regional Sales Manager (RSM) is a cluster-level revenue operator responsible for improving sales execution and accelerating organic revenue growth across a group of portfolio companies. The role partners directly with Business Unit Leaders and CEOs to strengthen pipeline discipline, improve forecast accuracy, and elevate commercial maturity across the region.
Success is reflected in improved revenue predictability, stronger pipeline discipline, and sustained bookings growth across Business Units.

Требования

6-10 years total experience in B2B SaaS revenue roles, with at least 3-4 years in a sales management position, accountable for a team's bookings performance, not just personal pipeline contribution.
Track record of consistent revenue target attainment in a management role. You have owned a number and delivered against it, not only improved process quality.
Track record of implementing structured pipeline management: defining stage criteria, enforcing qualification standards, running deal reviews, and improving forecast reliability.
Experience diagnosing revenue performance across the full funnel: understanding where deals are lost, why cycles extend, and what structural issues limit growth.
Manages through CRM data: uses pipeline data to run structured deal reviews, identify risk, and hold sellers accountable to data quality. Familiar with Salesforce or HubSpot as a management tool.
Experience working with senior stakeholders (CEOs, founders, or general managers) on commercial performance, including navigating organizational resistance and earning trust before driving change.
Experience adapting sales management approach across companies at different sales maturity levels: able to calibrate coaching, process rigor, and expectations to fit the context.
Spanish fluency required. European B2B SaaS market experience required.
Private-equity-backed or multi-entity SaaS environment experience is a strong advantage.
You influence without authority. You work across multiple portfolio companies without direct line authority. You build trust quickly and drive change through credibility, clarity, and structured analysis.
You are hands-on with sales execution. You are comfortable stepping into real deals, reviewing opportunities with sellers, and diagnosing pipeline issues directly with the team.
You combine analytical thinking with commercial instinct. You interpret pipeline data, but you also understand the practical realities of closing deals.
You communicate clearly and directly. You surface commercial risks early and challenge assumptions constructively, including when performance doesn't meet expectations.
You are pragmatic in complex environments. Portfolio companies vary in maturity and commercial model. You bring discipline without imposing rigid processes that don't fit the situation.

Другое

acquires and builds vertical SaaS businesses across Europe. Our portfolio spans more than 40 companies serving niche markets where software is mission-critical: fleet management, logistics, professional services, and more. We take a long-term ownership approach: we buy, invest, and build. We don't flip. 6 companies are in Iberia, and we expect continuous growth in portfolio size and performance across all regions.
We are building a small, high-impact HQ revenue team responsible for lifting the commercial capability of our portfolio companies, not managing them, but setting standards, identifying risk, and accelerating performance. This role reports to the Sales Director, under the umbrella of 's CRO.
Drive new and expansion bookings growth across the cluster, with consistent focus on prospecting, opportunity development, and account growth.
Reduce volatility in bookings performance and increase revenue consistency across the cluster.
Strengthen proactive sales behavior across outbound, account expansion, and opportunity reactivation channels.
Improve sales execution across the full funnel, from lead generation to closing and account retention.
Enforce disciplined use of sales methodologies and qualification standards.
Lead deal reviews and targeted coaching to improve win rates, reduce cycle times, and develop seller capability.
Improve forecast reliability across Business Units (target: ≤5% variance).
Enforce opportunity qualification standards and structured pipeline reviews.
Ensure pipeline visibility reflects realistic execution capacity and surface revenue risks early to Business Units and leadership.
Monitor sustained underperformance patterns and ensure timely corrective action plans are implemented.
Ensure transparency in quota design, attainment measurement, and sales capacity planning.
Support commission structure alignment with business goals.
Contribute to annual, quarterly, and monthly commercial planning by reality-checking growth assumptions against pipeline health, execution capacity, and historical performance feasibility.
Diagnose revenue performance across segments, teams, and funnel stages: identifying where revenue is generated, stalled, or lost.
Provide feedback on pricing discipline, discounting practices, packaging effectiveness, and ICP conversion efficiency.
Translate performance signals into executive-level recommendations and commercial action plans.
Support coordinated commercial activation initiatives to increase sales engagement and revenue conversion effectiveness across the cluster.
Act as strategic commercial partner to CEOs and BU Leaders, representing 's revenue expectations and performance discipline.
Challenge growth assumptions constructively and escalate persistent underperformance when required.
In the first 12 months:
Full visibility into the commercial funnel, aligned with HQ reporting standards.
Acceleration of organic recurring revenue growth across the region.
Improved reliability of pipeline data and forecast accuracy.
Sales pipelines that more accurately predict bookings performance.
Reliable visibility of quota attainment and seller productivity.
Deal reviews embedded across portfolio sales teams, resulting in higher win rates and shorter sales cycles.
Revenue per seller increasing steadily across the cluster.
Structured coaching and seller development: designing and running structured 1:1s, deal reviews, and field accompaniment to build individual seller capability, not just inspect opportunities.
Pipeline discipline and forecasting: reading a pipeline critically, identifying risk early, and improving forecast reliability.
Change management in resistant environments: driving commercial process adoption across teams that didn't initially want it; able to build momentum without relying on formal authority.
Commercial planning and challenge: building a bottom-up view of what revenue targets are achievable, pressure-testing top-down assumptions, and presenting credible alternatives to leadership.
Commercial storytelling: presenting clear, honest risk assessments to CEOs and senior leadership; able to lead a QBR that drives decisions rather than just reviews numbers.