Lead, coach, and develop a team of Presales Consultants across Europe, fostering a culture of accountability, collaboration, continuous learning, and high performance. Drive team effectiveness through regular coaching, performance management, career development, and enablement initiatives that elevate individual and team capabilities. Establish operational rigor across the Presales organization, driving consistency, repeatability, process excellence, resource planning, and scalable best practices. Partner closely with Sales leadership to support opportunity qualification, deal strategy, and account planning for key prospects and strategic opportunities. Participate in pipeline and forecast reviews, providing a Presales perspective to improve forecast accuracy and support informed business decisions.
Engage directly in strategic customer interactions, including executive presentations, discovery workshops, and high-impact solution demonstrations. Monitor and analyze key performance indicators (KPIs), providing insights and recommendations through regular business reviews. Collaborate cross-functionally with Product Management, Professional Services, Customer Success, and Sales teams to ensure alignment on customer needs, market trends, and business priorities. Act as the voice of the customer, providing market feedback and solution insights to influence product direction and go-to-market strategies.
Drive continuous improvement initiatives that enhance the effectiveness, scalability, and overall impact of the Presales function. Support the growth and evolution of the team through talent planning, recruitment, onboarding, and organizational development as the business expands. Travel up to 60% across the UK and Europe to support customer engagements, team development, internal collaboration and business growth initiatives.
Qualifications
- Minimum of 3 years of experience in Sales, Presales, Solution Consulting, Sales Engineering, or a related customer-facing role within a SaaS or enterprise software environment.
- Demonstrated experience driving operational rigor, process improvement, and scalable best practices within a Sales or Presales organization.
- Strong executive presence with the ability to engage confidently with senior stakeholders, deliver compelling presentations, and facilitate strategic customer conversations.
- Experience supporting complex sales cycles through opportunity qualification, account strategy development, value-based selling, and solution positioning.
- Working knowledge of Sales and Presales (MEDDICC, Challenger, Value Selling, Demo2Win) methodologies and best practices, with the ability to apply structured approaches to opportunity management and customer engagement.
- Proven ability to build strong partnerships across Sales, Product Management, Professional Services, and Customer Success organizations.
- Strong analytical, organizational, and communication skills, with the ability to manage multiple priorities in a fast-paced environment.
- Fluent in English, with excellent written and verbal communication skills.
- Previous people management experience, including coaching, mentoring, and developing customer-facing teams.
- Experience leading geographically distributed teams across multiple countries and cultures.
- Domain expertise in Human Capital Management (HCM), Workforce Management (WFM), Payroll, or related enterprise software solutions.
- Experience supporting Small Business and Mid-Market sales organizations.
- Experience working across multiple European markets and navigating diverse customer and business environments.
- Experience building, scaling, or transforming a Presales organization to support business growth.
- Experience leveraging pipeline analytics, business metrics, forecasting processes, and capacity planning to drive informed decision-making and operational excellence.
- Experience using AI-powered tools and workflows to enhance productivity, improve decision-making, and drive operational efficiency in a customer-facing organization.
- Experience with Presales automation and value-selling platforms, such as Consensus, ValueCore, or similar solutions.
- Additional European language skills, such as German, Dutch, French, or Spanish.
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