Director of Distribution Sales (EMEA)

About the role

This role focuses on driving revenue through distribution channels across the EMEA region for Impossible Cloud, a European provider of S3-compatible object storage. The Director will be responsible for the overall revenue output of the distribution sales function, requiring a strategic approach to market expansion and partnership development. Success in this position means consistently meeting revenue targets and effectively leveraging distributor networks.

The Director will lead and develop a team of Distribution Managers throughout EMEA, ensuring they are accountable for their performance. A key part of this leadership involves personally managing and closing the most significant distributor relationships, setting an example for the team. This position also requires a focus on operational excellence within the distribution function, streamlining processes to maximize efficiency and impact.

Collaboration is essential, as the Director will work closely with the Channel Sales and Marketing teams to ensure distributors successfully sell through to resellers. Frequent travel across EMEA is expected to build and maintain strong relationships with senior distributor contacts. The ideal candidate will bring an existing network of distributor relationships and a proven ability to drive sell-through revenue in the cloud, SaaS, or IT infrastructure sectors.

The competitive salary for this role ranges from $70,000 to $220,000 USD, and includes direct engagement in success through an enticing ESOP.

Skills that matter here

• HubSpot: This role requires hands-on proficiency with HubSpot or a similar CRM for managing sales processes and distributor relationships.
• CRM: The Director will use CRM tools to track sales activities, manage pipelines, and maintain records of distributor interactions.
• AI tools: AI tools are expected to be integrated into the standard workflow for this position, likely to enhance efficiency or analysis.

Who this role suits

• A leader with a track record of achieving revenue targets in distribution sales across multiple EMEA markets.
• Someone with an established network of distributor relationships within the EMEA cloud, SaaS, or IT infrastructure sectors.
• An individual who can effectively lead and develop a remote team, holding them accountable for performance.
• A professional who is willing and able to travel frequently across EMEA to foster strategic partnerships.

From the employer

• Own the revenue output of the Distribution Sales function across EMEA.
• Lead, develop, and hold accountable a team of Distribution Managers across EMEA.
• Personally own and close the most strategic distributor relationships in the region.
• Drive operational excellence across the distribution function.
• Work closely with Channel Sales and Marketing to drive sell-through from distributor to reseller.
• Travel frequently across EMEA to build and maintain senior relationships with distributors.

• A track record of leading distribution sales teams and hitting revenue targets across multiple EMEA markets in cloud, SaaS, or IT infrastructure.
• An existing network of distributor relationships across EMEA.
• Proven ability to drive sell-through revenue.
• Hands-on proficiency with HubSpot or a comparable CRM.
• Willingness and ability to travel frequently across EMEA.
• Professional proficiency in English.
• AI tools are part of your standard workflow.

• Competitive salary coupled with direct engagement in your success through an enticing ESOP.
• Clear and transparent career progression scheme.
• Ideal company stage with established initial revenue and a distinctive edge in the cloud industry.
• Collaboration with experienced, passionate, and supportive colleagues.
• Fantastic office situated in a trendy location with access to complimentary healthy brain food and a subsidized premium gym membership.
• Monthly collaborative meet-up weeks featuring team events.