VP Sales EMEA

About Optibus:

Optibus is a unified software platform revolutionizing public transportation planning, scheduling, and operations in over 6,000 cities worldwide. Using AI, ML, and optimization algorithms, it empowers agencies to design more efficient, equitable, and sustainable transit networks, enhancing passenger access, reducing emissions, and improving driver conditions. With offices globally and a team of 350+ employees, Optibus fosters a collaborative culture centered on innovation, determination, and impact. As the first unicorn in public transportation technology, Optibus is driving the modernization of mass transit to make it the preferred choice for cities and passengers alike.

About the position (role & team): 

Optibus is seeking a highly motivated and results-oriented VP Sales for the EMEA region to drive revenue growth and provide senior leadership in the region. The VP, Sales will report directly to the CRO and will be primarily focused on revenue generation and retention.

Responsibilities: 

Revenue Generation:

• Take ownership of leading the regional sales team, driving revenue growth, retention, renewals and achieving targets.
• Full responsibility and accountability for revenue growth in the region, including new business, and growing and retaining existing customers.
• Leading the regional sales strategy, whilst working closely together with the other supportive functions in the region; such as Presales, Marketing, BDR, Customer Success, HR, and Finance teams.
• Deliver and where needed, adapt global strategies and tactics to ensure a healthy pipeline, high win rates, and timely bookings.
• Manage the end-to-end customer lifecycle for new business, account management, upselling, cross-selling, and renewals.
• Focus on "land" (new customer acquisition), "expand" (increasing revenue within existing customer accounts) and “retain” (maintaining existing customers revenue) strategies.
• Develop and execute the regional growth strategy, to ensure long-term profitable revenue growth and high customer net retention.
• Drive the performance of revenue teams towards peak efficiency, achieving high quota attainment, optimising Customer Acquisition Costs for effectiveness, and securing healthy deals.

Leadership and Team Management:

• Represent the company in the region and actively contribute to building and strengthening a positive brand and positioning in the industry.
• Oversee the regional employees' needs and ensure a healthy and engaging culture.
• Align the expectation of the region's resource need and assist in the budget requests for regional matters effectively, ensuring alignment with overall company objectives.
• Foster a high-performance culture and inspire the team to achieve their full potential.
• Provide guidance, mentorship, and professional development opportunities to team members.
• Collaborate with other departments, including central and geo-based service roles, to ensure seamless coordination and execution of strategies.
• Represent the region in company-wide initiatives and roadmaps, including product, HR, corpdev, etc

• Proven experience as a revenue-focused leader for at least $10M of SaaS revenue, with a proven track record for exceeding sales targets.
• Experience in managing revenue teams of at least 10 people +.
• Strong analytical and strategic thinking skills with the ability to translate data into actionable insights.
• Proficiency in using Salesforce, Hubspot, and Clari, with a willingness to adopt new tools and solutions as needed.
• Demonstrated ability to lead and motivate cross-functional teams in a matrixed organisational structure.
• Proven track record of successfully managing regional budgets and resources.
• Ability to thrive in a fast-paced, dynamic environment and resilience to changing priorities.

Optibus is proud to be an equal opportunity employer. We hire talented individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, cultural background, religious beliefs, or any other characteristic protected by federal, state, or local laws. It is our responsibility at Optibus to provide an inclusive and accessible interview experience for all. We will provide reasonable accommodations for all candidates in need of individualised support during the hiring process.