Regional Sales Director
2 weeks ago
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. Trusted by NVIDIA, HPE, the London Stock Exchange, the U.S. Air Force, NIH, and Articul8, Arango powers enterprise AI with context, confidence, and scale..We are a proud member of the NVIDIA Inception Program and the AWS ISV Accelerate Program.
If you're excited about shaping the future of Contextual AI, come build with us.
LocationLondon, UK (hybrid / remote with travel across EMEA)
About the RoleWe 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 ResponsibilitiesLead and SellCarry 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 ExecutionBuild 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 EngagementBuild 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 ExcellenceForecast 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 & Experience10+ 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.
Our headquarters is in San Francisco (US) and we have an office in Cologne (Germany), but most of our diverse team works remotely worldwide. So, do you prefer your desk at home or do you want to join us at one of our locations? Your choice.
The global minds of Arango come from 5 different continents and more than 20 countries. Diverse backgrounds enable us to see new solutions. We invite people from every culture, national origin, religion, sexual orientation, gender identity or expression, and of every age to apply to our positions. 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. We love this diversity and encourage everyone curious and visionary to join the multi-model movement.
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