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Regional Sales Director

2 weeks ago

Greater London, United Kingdom Arango Full time

Regional Sales Director - EMEA (London base) Location: London, UK (hybrid / remote with travel across EMEA) About Arango At Arango, we believe the first generation of enterprise AI missed something essential: context. LLM models are powerful, but they didn’t understand the context needed to deliver accurate answers. Arango provides a trusted data foundation for the next wave of Enterprise AI with graph-based Contextual AI — transforming enterprise data into a System of Context that truly represents the business, so LLMs can deliver better outcomes with unlimited scale and cost efficiency. The Arango AI Data Platform gives developers a single, integrated environment to build and scale AI-powered applications without the complexity of stitching together multiple databases and tools. At its core is a massively scalable multi-model database that unifies graph, vector, document, and key-value data with full-text, geospatial, and vector search, creating the System of Context, the bridge between enterprise data and LLMs. We’re a global team based in California and Cologne, united by curiosity, collaboration, and a passion for helping developers, data engineers, and technology leaders innovate faster and smarter with AI. About The Role We are seeking a Player-Coach Regional Sales Leader to expand and lead our enterprise go‑to‑market efforts across EMEA. This is a quota‑carrying leadership role — blending hands‑on deal ownership with regional coaching and execution. You’ll drive new business, manage key strategic accounts, and mentor account executives while representing ArangoDB’s value in the market. The ideal candidate thrives in value‑based, consultative selling, leverages MEDDPICC rigor, and brings experience from a “playbook”‑style organization where sales excellence, process, and discipline are cultural cornerstones. Key Responsibilities Lead and Sell Carry an individual and regional quota; directly own strategic enterprise opportunities Lead from the front — run discovery, orchestrate complex multi‑stakeholder pursuits, and close business Coach and develop a high‑performing sales team aligned to ArangoDB’s value‑based sales motion. Drive GTM Execution Build repeatable regional GTM plays aligned to company strategy and industry verticals Collaborate cross‑functionally with Marketing, Product and Solutions Engineering to strengthen the regional pipeline and execution velocity Maintain rigorous MEDDPICC discipline in qualification, forecasting and deal reviews. Customer & Partner Engagement Build executive‑level relationships with key customers, prospects and regional partners Represent ArangoDB at regional events, conferences and partner summits — evangelizing our data and AI vision Partner closely with the alliances and partner teams to activate and co‑sell through EMEA channels. Operational Excellence Forecast accurately using Salesforce with disciplined pipeline hygiene Analyze territory performance, identify white space and continuously refine coverage and focus Model accountability, urgency and precision in execution. Skills & Experience 10+ years of enterprise software sales, with at least 3+ years in a front‑line leadership capacity Proven record of meeting or exceeding quota in complex, multi‑stakeholder sales cycles Fluent in French and/or German (additional European languages a plus) Background in value‑based selling and working within MEDDPICC or similar structured methodologies Experience selling deep‑tech infrastructure (data platforms, databases, AI/ML or cloud technologies) Strong executive presence and ability to lead boardroom‑level conversations with CIO, CDO or VP‑level stakeholders; data‑driven operator with excellent pipeline management, forecasting and coaching habits High‑energy, enthusiastic communicator who thrives in a fast‑paced, scaling environment Willingness to travel across EMEA as needed Why Join Us Join a high‑growth data platform company that's actively redefining how organizations deliver AI‑ready data We’re looking for someone ready to play a pivotal role in building our EMEA growth engine. This opportunity lets you lead by example—you’ll be selling, coaching and scaling simultaneously alongside a world‑class leadership team across Sales, Marketing, Product and Engineering. If you enjoy autonomy, trust and the ability to make a measurable, direct impact on our global Annual Recurring Revenue (ARR), you’ll feel right at home. Distinguished teams across five continents, diverse backgrounds and inclusive culture — we welcome anyone curious and visionary. All employment decisions are based on business needs, job requirements and individual qualifications. Arango is committed to a workplace free of discrimination and harassment based on any of these characteristics. #J-18808-Ljbffr