Sales Manager, Mid-Market - EMEA
Ashby · Germany · France · United Kingdom · Ireland · The Netherlands · Remote · United States
WHY JOIN SALES AT ASHBY
Sales at Ashby is a unique opportunity to sell a product customers genuinely love https://www.ashbyhq.com/customers during an AI-fueled market expansion. Over 5,000 companies rely on Ashby, including OpenAI, Doctolib, Bolt, Mistral and Monday.com http://Monday.com, and our business is durably growing faster than 100% year-over-year. We’re well funded https://www.ashbyhq.com/blog/culture/series-d, and on a path to profitability. That's exceptionally rare for a company at our scale, and puts us in the top 10% of benchmarks.
Nearly 1 in 3 of Ashby’s globally distributed team call Europe home! We’ve landed over 1000 customers in EMEA representing ~24% of our global revenue base, spread across UKI, DACH, France & the rest of the region. Clear evidence of strong product-market fit. We’re doubling down our investment in the region with in-market GTM, CS and Support resources. EU Data Residency and product localisation are committed and coming soon. We believe there is a meaningful opportunity to help modern teams move beyond legacy recruiting software.
Ashby replaces 3-5 tools in a consolidation & efficiency play that’s equally loved by recruiters and CFOs. We’re known as a clear AI-leader https://www.ashbyhq.com/ai in the recruiting space. We are rapidly extending from a best-in-class recruiting product toward a multi-product platform, expanding upmarket, into new industries, and internationally. For sales reps, that means a large market full of legacy tools, and a product portfolio that creates room for both new business and expansion. This is a chance to participate in how a category-defining company wins in its next phase of growth.
We are equally intentional about how we build the business. We have established a remote-first, high-performing sales organization that rewards learning and accountability. We use data to set achievable quotas https://www.ashbyhq.com/blog/culture/how-we-think-about-sales-quotas-and-incentives-at-ashby, and reward sustained impact with competitive compensation and meaningful upside. We prioritize coaching and career development, with AEs advancing to Enterprise & Leadership roles in just a few years — 38% of the team who have been here more than a year have been promoted or taken on a new role!
You will work with people who care about craft, customer outcomes, and winning together—without sacrificing the trust, autonomy, and balance required to do your best work over the long term. Don’t just take my word for it, see what the team has to say https://www.repvue.com/companies/Ashby about working here.
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ABOUT ASHBY
We’re building the next generation of enterprise software and we’re starting with a suite of products that empower talent leaders, recruiters, and hiring managers to be a driving force for revenue & efficiency via a holistic, data-centric talent strategy. Some of our recent highlights include:
- Raised series D last year & growing ARR >100% YoY, both Globally and in EMEA.
- Over 5,000 amazing global customers including some of the fastest growing EMEA Mid Market logos like Synthesia (UK), Camunda (Germany) & Alan.com http://Alan.com (FR).
- Rapidly moving up-market with no signs of slowing down.
- Implemented AI https://www.ashbyhq.com/blog/recruiting/ai-assisted-application-review-in-practice throughout the platform - Known for our pace of innovation and advanced analytics
- We have a clear buyer persona and large target market. Plus, we already have multiple products to sell. Revenue is growing >100% Y/Y and we've only taken the first steps towards a much larger opportunity. In short, it's the perfect time to join! 🚀
ABOUT THIS ROLE
We are seeking an experienced SaaS Sales Manager in EMEA to lead our Mid-Market Sales Team; which serves the 101-1,000 FTE market. There are three primary responsibilities that this sales leader will take on:
1. Be accountable for the revenue results of the segment. Understand the primary revenue drivers for the segment, focus your team's energy on high-impact activities, and partner with Marketing on pipeline generating initiatives.
2. Provide consistent coaching to enable all Account Executives to achieve their full potential. Identify themes for improvement with individuals and at the team level. Help reps grow in their sales career.
3. Make high quality hires in lock step with market demand. In general we believe that smaller, high caliber teams can achieve remarkable results.
In this role, you’ll report to our Head of Sales, EMEA (Jack Hanratty https://www.linkedin.com/in/hanrattyjack/) and have a significant impact in defining our go-to-market strategy. The best part about Mid-Market is the combination of high velocity and high value deals and we're already very good at winning both. If we are even moderately successful relative to our ambition, we'll have an incredible growth story to tell in just a few years.
YOU COULD BE A GREAT FIT IF:
- 💰 You’ve managed a team of Account Executives delivering multi-million ARR/yr at a growth-stage SaaS company.
- 🥇 You have a proven track record of hiring and onboarding new Account Executives who quickly become top performers. You challenge and support them to continue to grow their careers.
- 🌎 You have experience managing sales teams in the DACH, French and/or across EMEA markets.
- 👩🏫 You’re a teacher and a coach who loves helping reps hone their craft. You can quickly identify skill or knowledge gaps and deliver coaching that is empathetic and drives tangible improvement.
- 📊 You have a strong mental model for what sales excellence looks like. At the same time, you're a lifelong learner and are open to new ideas and experimentation.
- 🤝 You are comfortable jumping into deals to establish executive relationships with customers. You do so without ‘boxing out’ your team.
- ⚙️ You have an operational mindset and have identified bottlenecks and implemented solutions to accelerate deal flow. You love working with Revenue Ops to continually refine processes and tools.
- 🤓 You become a product and industry expert. You connect the dots quickly. Customers and your team trust you to provide practical advice and relevant stories.
BONUS
- You were a high performing Enterprise AE and have upmarket deal strategy experience
- You have sold complex platform applications to Talent and/or People leaders
- You are fluent in German and/or French
YOU SHOULDN'T APPLY IF:
- You're a dashboard-and-forecast manager who doesn't like to get into the deals and daily operations
- You're not keen on learning about our substantial product. "That's for SEs" isn't how we approach things here.
- Your sole experience is in the UKI market.
OUR PHILOSOPHY
Here are a few key points that should give you an idea of what it is like to work with us:
- We're highly collaborative and we believe in a team-based sales motion to maximize our win rates on high impact deals
- We believe in developing subject matter expertise (not just on our product but also the TA space broadly) which allows us to provide a differentiated buyer experience
- We continue to make material investments in engineering and product because we know at the end of the day, having the best product makes winning new customers easier
We value a strong sense of ownership, principled thinking over decades of experience, and thoughtful & clear communication both internally and with customers.
INTERVIEW PROCESS
Our interview process is designed so you can showcase your achievements and points of learning and apply those in a practical exercise. We'll provide you with some Ashby-specific data so you can develop a well informed perspective on our business and solutions engineering involvement. You’ll have opportunities to ask questions of our team throughout.
The interview process for this role is four rounds in the following order:
1. Intro Call (30 min) - You'll meet with Recruiting to discuss your fit for the role and address questions about our market and solution
2. Experience Deep Dive (1 hr) - You'll walk Jack (Head of Sales, EMEA) through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you've developed into the leader you are today
3. Presentation (1 hr) - We’ll give you some Ashby data, and have you present a perspective on our business and your approach to sales leadership.
4. Final Round (2 hrs) - You'll have a set of four interviews with cross-functional interviewers
BENEFITS
- A product that our prospects & customers are truly excited about https://www.ashbyhq.com/customers
- Competitive salary, commission and equity.
- 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable.
- Unlimited PTO with four weeks recommended per year.
- Generous equipment, software, and office furniture budget. Get what you need to be happy and productive!
- $100/month education budget with more expensive items (like conferences) covered with manager approval.
- Extended health benefits for you and your dependents (subject to availability with our Employer of Record)
We're in the talent acquisition software business. We run the end-to-end hiring process through our own platform, and ensure a level playing field for all candidates. Reaching out to hiring managers or recruiters directly won't improve your odds of success. Please focus your energy on the quality of your application.
Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.
Ashby is committed to a fair and transparent hiring process. We confirm that this advertisement is for an active, existing vacancy within our organization. Please be advised that we may use artificial intelligence-driven tools to assist our recruitment team in screening, assessing, and selecting candidates for this position.