Description
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 optimize 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 LinkedIn 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.
If you are a passionate, results-oriented sales leader who thrives in a dynamic environment, we would be delighted to receive your application. Join Rubrik and help shape the future of cloud data management - you won't just hit a number, you'll help build a legacy in one of the fastest-growing categories in cybersecurity.
Rubrik’s Sales organization is a united group of elite cross-functional sales professionals that help companies & government entities achieve resilience against cyberattacks, malicious insiders, and operational disruptions. We offer continuous professional growth and opportunity through our world-class sales enablement program. Our One Rubrik selling approach provides all the resources you need to exceed your goals, maximize your earnings potential, and take your career to the next level. All this while doing something truly purposeful, protecting the world's data.
Join Us in Securing and Accelerating the World's AI Transformation
Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.
Linkedin | X (formerly Twitter) | Instagram | Rubrik.com
Inclusion @ Rubrik
At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.
Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.
Our inclusion strategy focuses on three core areas of our business and culture:
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Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.
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Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.
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Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.
Equal Opportunity Employer/Veterans/Disabled
Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at hr@rubrik.com if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.
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