As a seasoned sales leader, you will be responsible for developing comprehensive knowledge of our technology platform, product messaging, partner ecosystem, and competitor landscape.

Key responsibilities include:

• Developing and owning sales plans, compensation structures, and customer segmentation

• Ensuring the attainment of assigned sales quotas by 'leading from the front' and driving Elastic's sales methodology

• Fostering an environment of teamwork, transparency, creativity, and continuous improvement

• Establishing and maintaining collaborative relationships with representatives of the Open Source community and partner ecosystems

• Traveling regularly to assist in deal creation and closure, as well as meeting managerial needs and providing support to your team as required

• Partnering across Elastic's leadership community to ensure a seamless customer experience

To be successful in this role, you will need to have a consistent track record of leading teams to exceed quotas and objectives within a fast-paced and technical client acquisition-driven business.

You will also need to have strong SaaS sales leadership in the Financial Services market, executive-level relationships with key accounts, and the ability to operate in an entrepreneurial environment.

In addition to the above requirements, you will also need to have experience working within an Open Source model and be able to travel regularly.

This role offers a competitive salary range of $170,000-$268,800 USD, a variable component, and a total rewards package that includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, as well as a range of other benefits offered with a holistic emphasis on employee well-being.

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As a seasoned Sales Leader, you'll develop comprehensive knowledge of our technology platform, product messaging, partner ecosystem, and competitor landscape. You'll actively contribute to and own sales plan creation, compensation structures, and customer segmentation.

Your primary responsibility will be to ensure the attainment of assigned sales quotas by 'leading from the front' and driving Elastic's sales methodology. You'll foster an environment of teamwork, transparency, creativity, and continuous improvement.

You'll establish and maintain collaborative relationships with representatives of the Open Source community and partner ecosystems. Regular travel will be required to assist in deal creation and closure, as well as meet any managerial needs and provide support to your team as required.

Partnering across Elastic's leadership community to ensure a seamless customer experience is also a key aspect of this role.

In terms of qualifications, you'll have a consistent track record of leading teams to exceed quotas and objectives within a fast-paced and technical client acquisition-driven business. Strong SaaS sales leadership in the Financial Services market is also essential. Executive-level relationships with key accounts are a must.

Experience working within an Open Source model is a bonus point.

This role comes with a competitive salary range of $170,000-$268,800 USD, a variable component, and a total rewards package that includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

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The ideal candidate brings deep experience in B2B customer marketing within EMEA, with a strong affinity for the startup ecosystem and a proven track record of building customer advocacy programs from the ground up. You'll execute engagement strategies that resonate with technical founders, developers, and engineering leaders while navigating the diverse cultural nuances and market dynamics across European tech hubs.

Responsibilities:

• Develop compelling customer narratives,case studies, technical deep-dives, founder testimonials, thought leadership, video content,that resonate with EMEA startup audiences and showcase how AI-native companies are building with Claude
• Define the EMEA startup customer segmentation and tiering framework, mapping accounts from early-stage through growth-stage across European markets to guide advocacy prioritization and resource allocation
• Balance high-touch programming for marquee EMEA startup customers with scalable customer marketing initiatives that reach the broader developer and founder community across the region
• Design and execute personalized engagement strategies for strategic startup accounts, ensuring programming resonates with technical founders and engineering leaders while addressing regional market dynamics
• Orchestrate key moments programming including founder dinners, customer speaking opportunities at EMEA conferences, technical workshops, and startup showcase events across key tech hubs (London, Berlin, Paris, Amsterdam, Stockholm)
• Develop EMEA startup customer advisory programs that create authentic experiences and deepen relationships with highest-value accounts and influential founders across the region
• Partner with EMEA Startups Sales leadership and Venture Partnerships to identify expansion opportunities and ensure customer marketing initiatives directly support account growth and VC portfolio engagement
• Coordinate with strategic EMEA and global VC partners on co-marketing opportunities featuring portfolio company success stories
• Build and manage a regional programming calendar that balances customer advocacy activities with strategic account engagement across the EMEA startup ecosystem
• Identify and cultivate strategic customer relationships with founders and technical leaders across EMEA who can serve as powerful advocates and reference points for the startup community
• Create content that earns respect from technical audiences,authentic founder stories, technical implementation deep-dives, and developer-focused case studies tailored for EMEA markets

You may be a good fit if you:

• Have 6+ years of B2B customer marketing experience within SaaS or technology companies, ideally within EMEA markets or with significant EMEA responsibility
• Have a proven track record building customer advocacy programs from scratch, with demonstrated success in customer storytelling, advocacy program development, and account engagement
• Have experience marketing to and building relationships with high-growth EMEA startups and technical founders
• Can speak credibly to technical audiences,understand AI concepts, developer workflows, and technical use cases well enough to identify and tell compelling stories
• Have a strategic yet hands-on approach,ability to balance high-touch marquee customer programming with scaled programs, understanding when each approach is appropriate
• Have deep understanding of EMEA market dynamics, regional preferences, and cultural nuances that inform customer engagement strategies within the startup ecosystem
• Have exceptional storytelling abilities,can identify compelling customer narratives and bring them to life across multiple formats that feel authentic, not corporate
• Have a fast-paced working style with strong bias to action,comfortable shipping 80% solutions quickly and iterating, with ability to pivot as priorities shift
• Can thrive in ambiguity and startup environments, building programs with minimal guidance
• Have a background in B2B tech, ideally with experience at fast-paced scale-ups or developer-focused companies
• Currently based in EMEA region, and if applicable, willing to relocate to London

Strong candidates may also:

• Have experience building relationships with EMEA VCs, accelerators, or partnering with VC firms to drive portfolio engagement and co-marketing
• Have previous experience at leading AI companies or marketing AI/ML products specifically
• Have experience in community building, customer advisory programs, or founder community management
• Have former founder experience or early employee at a successful startup
• Have experience scaling customer marketing programs across multiple European markets
• Have fluency in additional European languages (French/German)

Role-specific policy: For this role, we expect all staff to be able to work from our London office at least 2 days a week. We encourage you to apply even if you might need some flexibility for an interim period of time for relocation.

Deadline to apply: None. Applications will be reviewed on a rolling basis.

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings (“OTE”) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary: £160,000-£160,000 GBP

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Key responsibilities include:

• Conducting monthly distributor performance reviews to identify areas for improvement and develop action plans to address underperformance
• Forecasting monthly sales for distributors and direct accounts, taking into account market trends and competitor activity
• Managing distributor inventory levels to ensure they are in line with Castrol guidelines
• Supporting the implementation of Castrol Branded Workshop offers and ensuring distributors understand the approach to direct and indirect sales efforts
• Acting as a single point of accountability for ensuring distributors comply with all HSSE, Product Quality, Brand, and Ethical standards

To be successful in this role, you will need to have a minimum of 5 years of experience in managing sales, a proven track record in achieving sales targets, and excellent customer and channel management skills.

In addition to your technical skills, you will also need to have strong communication and interpersonal skills, with the ability to build and maintain relationships with distributors, key workshop owners, and internal cross-functional teams.

As a Distributor Business Specialist, you will be working closely with the Region Manager to develop and implement sales strategies that drive business growth and increase market share.

If you are a motivated and results-driven individual with a passion for sales and customer management, we encourage you to apply for this exciting opportunity.

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What you'll do

You will develop and deliver value-based messaging for Ansys Structures products in collaboration with Product, Sales, and Marketing teams.

• Develop and deliver value-based messaging for Ansys Structures products in collaboration with Product, Sales, and Marketing teams.
• Lead go-to-market planning, including market sizing, customer segmentation, channel partner engagement, and regional sales alignment.

What you need

• Expertise in translating product functionality into clear customer value propositions and messaging.
• Proven track record managing complex projects and global product marketing campaigns.

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