Director of Account Executives

Position Overview

As Regional Sales Director, you will manage a team of Account Executives to drive new and expansion revenue growth within our existing EMEA customer base by increasing product adoption and renewals. Your primary objective is new and expansion revenue generation, with a strong focus on closing complex deals and accelerating opportunities across Strategic, Enterprise, Mid-Market, and SMB segments.

You will lead a high-performing team focused on managing a smaller number of high-value opportunities, prioritizing depth over breadth in customer engagement. Success in this role is measured by bookings, pipeline creation, and deal velocity.

Reporting to the EMEA Sales VP, you will have a broad range of leadership responsibilities, including deal leadership, revenue acceleration, and executive selling excellence. As TraceLink’s product suite continues to evolve to address an expanding range of supply chain challenges, this role is ideal for an adaptable leader with a strong growth mindset who thrives in opportunity-driven environments.

Responsibilities

• Develop and execute a strategic sales plan for markets and solutions to meet revenue and bookings goals.

• Manage and motivate a team of 5–7 Account Executives focused on new and expansion revenue within the pharmaceutical supply chain sector.

• Drive revenue acceleration by focusing on complex, high-value opportunities and ensuring strong pipeline creation and deal velocity.

• Coach team members on deal strategy, negotiation tactics, objection handling, and executive alignment, supporting them through active sales cycles from research to close.

• Maintain deep involvement during critical stages of the sales process, including RFP preparation and submission, negotiations, and late-stage executive alignment.

• Act as an escalation resource in late-stage and high-impact deals to help secure successful outcomes.

• Create and implement individual account plans to move opportunities through the sales cycle efficiently, ensuring strong deal leadership and time-bound execution.

• Engage in episodic, opportunity-driven customer interactions, with deep, deal-specific involvement during active sales cycles.

• Establish and maintain strong executive-level relationships within the existing client base, focusing on expansion, retention, and long-term strategic value.

• Articulate forward-looking value propositions that clearly communicate the future impact and ROI of TraceLink solutions.

• Present results in QBRs and provide accurate forecasting of bookings, pipeline health, and deal progression.

• Collaborate with Sales Ops, Marketing, and other internal stakeholders to develop compelling program proposals tailored to customer needs.

• Attend industry conferences and build strategic partnerships to unlock new opportunities.

• Maintain high-level knowledge of TraceLink’s solutions, including Track & Trace, Supply Chain Digitalization, and Predictive Analytics.

• Foster a high-performance culture that tolerates variability in approach while maintaining accountability for revenue outcomes, and that retains key employees while encouraging professional growth.

Skills and Qualifications

• 10+ years of sales experience in software or SaaS solutions, with demonstrated success closing complex, enterprise-level deals.

• Proven track record of increasing revenue through new business and expansion opportunities.

• Strong executive selling skills with the ability to present complex topics to C-Suite and senior leaders across Supply Chain, Procurement, Finance, Compliance, and IT.

• Demonstrated excellence in deal leadership, revenue acceleration, and negotiation management.

• Experience managing high-value, complex sales cycles with multiple stakeholders.

• Fluent in English and French, Spanish, or Italian.

• High-level written and verbal communication skills, including executive summaries, RFPs, customer presentations, and internal stakeholder alignment.

• Strong analytical capabilities with the ability to resolve complex customer and internal challenges.

• Ability to work autonomously, manage multiple priorities, and adapt in a dynamic, evolving environment.

• Willingness and ability to travel internationally.

• Bachelor’s degree or equivalent experience.