Vice President, Sales EMEA

Role overview

Octave’s Physical Security organization is hiring a growth-focused Vice President of Sales for EMEA to shape the regional sales approach and accelerate revenue expansion. The business serves as a global technology provider in Physical Security and Enterprise Incident Management, supporting customers worldwide with video management, data analytics, and incident management tools used across sectors such as banking, transportation, utilities, and smart cities.

You will report to the VP of Global Sales and will be responsible for building and carrying out strategies that strengthen revenue and deepen engagement with partners and enterprise clients in priority verticals. This role includes leadership of a sales organization made up of vertical sales managers, inside sales representatives, and pre-sales engineers, along with active coaching and hands-on support to help the team achieve ambitious goals.

Location and workplace

Work is remote. The role is associated with the following possible short locations: Barcelona, Spain; Bonn, Germany; Bruchsal, Germany; Ballerup, Denmark; Dortmund, Germany; Ratingen, Germany; Geneva, Switzerland; Ghent, Belgium; Hoofddorp, Netherlands; Lodz, Poland; Garching b. Muenchen, Germany; Oulu, Finland; Rungis CEDEX 1, France; and Swindon, United Kingdom.

Req Id: 2835.

Key responsibilities

You will be expected to define and deliver the regional sales agenda, strengthen strategic accounts, and lead a high-performing team while keeping commercial execution tightly aligned with company goals.

Strategic planning and execution

• Create and implement a sales strategy centered on revenue growth in the company’s most important and highest-value accounts.
• Spot promising partnerships, alliances, and relationships that can broaden current product lines or open the door to new offerings.
• Own regional account planning and drive execution against the plan.
• Design and apply market-led tactics that support revenue objectives.
• Identify and focus effort on the opportunities that can deliver the greatest impact within existing accounts.

Customer and relationship management

• Develop durable senior-level relationships with major partners and clients, serving as a trusted business advisor and executive sponsor.
• Stay ahead of client needs and respond early to concerns, risks, and expansion opportunities.
• Work closely with the Director of Partner Programs to strengthen relationships with partners, alliances, and key customers.

Sales leadership and team development

• Direct the sales team through coaching, mentorship, and performance oversight.
• Define clear performance standards, reinforce growth through coaching, and build accountability across the team.
• Make sure the team has the training, tools, and support needed to succeed.
• Hire and develop strong sales talent while encouraging collaboration, ambition, and a customer-first mindset.

Commercial and financial management

• Manage pricing approach, contract discussions, and revenue forecasting.
• Ensure sales plans are aligned with company financial targets and budget priorities.
• Deliver or surpass financial and pipeline-generation goals, with a strong emphasis on enterprise software opportunities.
• Uncover expansion opportunities in accounts through upselling, cross-selling, and partner growth.

Cross-functional collaboration

• Partner with Product, Services, PreSales, Marketing, and Finance to align account strategy with broader business priorities and deliver integrated solutions.
• Influence internal stakeholders to focus on strategic account requirements.
• Operate effectively in matrixed environments and coordinate resources around shared objectives.

Analytics and reporting

• Use market intelligence to prioritize sales effort.
• Work with CRM and reporting systems to track performance and pipeline health.
• Monitor, analyze, and present key account metrics, forecast quality, and pipeline progress.

Qualifications

The position calls for a senior sales leader with extensive software sales experience, proven success with partner-led growth, and strong executive presence. Physical Security experience is strongly preferred. A bachelor’s degree in a technical or business discipline is preferred.

About Octave

Octave develops mission-critical software that helps organizations make better decisions across the full asset lifecycle: Design, Build, Operate, and Protect. The platform supports performance, safety, and reliability in environments where failure is not acceptable.

By transforming complex operational data into practical insight, Octave combines expertise, real-world conditions, and enterprise-scale intelligence to improve performance, resilience, and incident response where it matters most. The company has more than 7,000 employees across 45 countries.

Why join Octave

Octave emphasizes trust, support, and forward momentum, aiming to give people the resources they need to grow and contribute meaningfully. The company promotes an inclusive environment where differences are valued and equal opportunity is a core principle. Respect, openness, and individuality are encouraged throughout the workplace.

Equal opportunity

Octave states that it is committed to diversity, inclusion, and fairness for all employees and candidates. Everyone is welcome, and the organization does not discriminate.