Director, Europe Sales Planning

Role Overview

The Director, Europe Sales Planning will lead the regional capability responsible for strengthening sales planning and commercial execution across all European Business Units and Clusters. The role will partner closely with Sales Leaders to improve pipeline management, account planning, segmentation and coverage.

What You Will Do

The Director will lead a team and work across Sales Performance Management and Business Intelligence (SPM/BI), Sales Process, Sales Enablement, Global Sales & Commercial Operations, Finance, Legal and regional business teams. The role will champion a data-first, AI-native sales mindset, using insight, technology and emerging AI capabilities to improve commercial decision-making and sales execution.

Why It Might Be a Fit

The successful candidate will help Sales Leaders understand whether the pipeline is sufficient to deliver targets, align the organisation around priority deals and interventions, and embed effective account-planning and coverage practices across the region.

Requirements

• Demonstrated expertise in pipeline governance, pipeline sufficiency, account planning, customer segmentation, account coverage and commercial performance management.
• Proven experience working across multiple markets, Business Units or geographies in a complex, multinational and matrixed organisation.
• Strong track record of partnering with senior Sales Leaders, constructively challenging commercial assumptions and influencing decisions without relying solely on direct authority.
• Experience establishing or scaling regional sales-planning capabilities, operating models or significant commercial transformation initiatives.
• Strong analytical, executive communication and stakeholder-management skills, with the ability to translate complex sales data into clear recommendations and action.
• Deep sales planning and commercial operations expertise, with strong knowledge of pipeline management, pipeline sufficiency, account planning, segmentation, coverage and sales operating models.
• Strong commercial judgement, with the ability to assess the credibility of a sales position, identify root causes and recommend practical interventions.
• Confidence and credibility to challenge senior Sales Leaders while maintaining trusted, solutions-focused relationships.
• A data-first, AI-native mindset, with the ability to use data, analytics, automation and emerging AI capabilities to strengthen commercial judgement, improve decision-making and translate insight into clear priorities and actions.
• Proven leadership skills, including the ability to build capability, develop others and deliver through a team and a wider matrix.
• Experience embedding new frameworks, disciplines and ways of working across multiple markets or business lines.
• Excellent written and verbal communication, with the ability to create clear and compelling commercial narratives for senior audiences.
• Strong organisational and prioritisation skills, with the ability to manage multiple complex workstreams and stakeholders.
• Comfort operating in ambiguity, building structure where it does not yet exist and adapting to evolving organisational requirements.
• Experience in payments, financial services, technology or another complex enterprise-sales environment.
• Experience working in both regional and market or Business Unit roles, balancing global consistency with local commercial realities.
• Strong understanding of enterprise sales motions, complex sales cycles and the practical realities of seller execution.
• Experience using CRM, sales analytics, forecasting, automation and AI-enabled commercial tools to improve sales planning, productivity and decision-making.

Tagged as: Forecasting, Pipeline Management