About The Role

You will lead a team of Account Executives working on enterprise accounts across the UK and EMEA, with deal sizes typically in the £100k to £200k ARR range. You will be cultivating a culture of success and continuous improvement through your coaching. Your leadership will guide the team through complex sales cycles and ambitious growth targets.

You will use sales data and team performance metrics to identify opportunities for improvement. Implement actionable insights to enhance sales tactics and team productivity, leveraging coaching frameworks to work side by side with your team members.

You will work in close partnership with Marketing and SDR leadership to identify new pipeline generation opportunities, and with Customer Success leadership to surface expansion opportunities within the install base.

Required

Enterprise SaaS sales leadership: At least 3 years managing sales teams closing complex enterprise deals in the £100k to £200k+ ARR range.
Engineering domain experience: Direct experience selling into software engineering organisations is required. This means you have sold developer tooling, engineering analytics, observability, SDLC platforms, or similar products and can hold a credible technical conversation with VP Engineering and CTO buyers without leaning on a solutions engineer. You do not need to have been a developer, but you do need to understand how software gets built.
Executive-level selling: Comfortable engaging CIO, CTO, VP Engineering and CFO buyers. You can hold the room with credibility and navigate multi-stakeholder deal structures.
Hands-on coaching style: Demonstrated ability to develop your team through direct involvement in sales activities, including joint calls and co-selling, to ensure team members reach their potential.
Data-driven decision making: Highly analytical, you leverage pipeline and performance data to make informed decisions and adapt quickly to capitalise on new opportunities.
Structured sales methodology: Exposure to value-based selling methodologies and the MEDDPICC discovery framework in multi-stakeholder environments.

Valued

Experience with AI products, AI governance, or engineering productivity measurement.
Background in land-and-expand motions within large enterprise accounts.
Open to using AI to amplify your own skills and strengthen your work, demonstrating curiosity, willingness to learn, and sound judgement in applying AI responsibly to improve efficiency and impact.

Why This Role Makes Sense Right Now

AI governance and engineering ROI measurement have moved from nice-to-have to board priority in the last 18 months. The buyers are funded, the problem is urgent, and BlueOptima is one of the very few companies with a production-grade answer. For a sales leader who wants to work with a team closing real enterprise deals, not chasing SMB volume, the timing is good.

Where This Leads

The natural progression from this role is into second-line leadership. That path is defined and is based on performance and the growth of the company, not tenure.
Benefits we offer