Vice President of Sales, EMEA

About the Role and Company

Octave is a global leader in Physical Security and Enterprise Incident Management software solutions, serving critical sectors such as finance, transportation, utilities, and smart cities. With over 7,000 employees in 45 countries, Octave transforms complex operational data into actionable insights to enhance performance, resilience, and incident response.

We are searching for a highly motivated Vice President of Sales for the EMEA region to lead sales strategies and revenue growth. This role involves managing a team of sales professionals and collaborating with partners to expand Octave's market share in key verticals.

Key Responsibilities

• Craft and implement a strategic sales roadmap aimed at increasing revenue from top-tier accounts.
• Spot and cultivate key strategic partnerships to broaden product offerings.
• Steer strategic planning and execute sales initiatives across the EMEA region.
• Prioritize high-value account opportunities and tailor market-driven approaches to meet revenue goals.
• Forge and sustain senior-level relationships with partners and clients as a trusted advisor.
• Anticipate client needs and proactively manage concerns and prospects.
• Collaborate closely with partner program directors to enhance alliance and client relationships.
• Direct and mentor a sales team composed of vertical sales managers, inside sales reps, and pre-sales engineers.
• Establish performance standards, foster professional growth, and ensure accountability.
• Recruit elite sales talent and nurture a collaborative, ambitious, and customer-centric culture.
• Manage pricing strategies, contract negotiations, and revenue forecasting aligned with financial goals.
• Identify upsell, cross-sell, and partnership expansion opportunities within accounts.
• Work cross-functionally with Product, Services, PreSales, Marketing, and Finance teams to align sales strategies with overall business objectives.
• Influence organizational stakeholders to prioritize strategic accounts amid a matrix environment.
• Leverage market data and CRM tools (preferably Salesforce) to monitor sales performance, pipeline, and forecast accuracy.

Qualifications and Experience

• At least 15 years in software sales, including a minimum of 10 years in sales leadership with partner program development experience.
• Strong background in Physical Security, VMS, PSIM, Access Control, Video Analytics, or Enterprise Incident Management markets is highly preferred.
• Bachelor's degree in a business or technical discipline is preferred.
• Proven track record of leading high-performing sales teams and managing large strategic and midsize accounts.
• Experience in achieving and surpassing sales targets including new business development via partner channels.
• Strong organizational skills with a results-driven approach in complex global environments.
• Advanced expertise in CRM platforms and business systems.
• Excellent interpersonal, negotiation, communication, and presentation skills.

Additional Information

The position can be based in various locations across Europe including Barcelona, Bonn, Bruchsal, Ballerup, Dortmund, Ratingen, Geneva, Ghent, Hoofddorp, Lodz, Garching b. München, Oulu, Rungis CEDEX, and Swindon, but operates remotely.

Octave is committed to fostering an inclusive, diverse, and equitable workplace where all employees are valued and supported to reach their full potential. Respect and openness form the foundation of our culture.