Sales Director

MicroStrategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends, we set them and drive change. As a market leader in enterprise analytics and mobility software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate.

But that's not all. MicroStrategy is also leading a groundbreaking shift in how companies approach their treasury reserve strategy, boldly adopting Bitcoin as a key asset. This visionary move is reshaping the financial landscape and solidifying our position as a forward-thinking, innovative force in the market. Four years after adopting the Bitcoin Standard, MicroStrategy's stock has outperformed every company in the S&P 500.

Our people are the core of our success. At MicroStrategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.

Our corporate values—bold, agile, engaged, impactful, and united—are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.

Join us and be part of an organization that lives and breathes innovation every day. At MicroStrategy, you're not just another employee; you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.

The Role:

Reporting to the Vice President of Sales, International, the Sales Director role is both a tactical and strategic one - leading a team of account executives to achieve revenue and bookings performance, whilst driving new business and ensuring customer satisfaction. The account executives have a quota carrying role, responsible for acquiring new logos and referenceable customers.

The Sales Director will develop and drive the sales strategy for the targeted regions of Spain, Italy and Portugal. Through the ongoing development and motivation of the sales team, the Sales Director fosters a culture of success and ongoing quota achievement. Leading from the front, the Sales Director supports the building of key customer relationships and participates in sales activities that enable the successful closure of key strategic business opportunities.  

Your Focus:

• Ongoing management of a high-performance sales team
• Ensuring that the sales account executives overachieve on their individual sales targets and enabling MicroStrategy to meet its overall strategic business objectives
• Providing effective tactical and strategic account planning to manage the overall sales process and drive deals to closure
• Training, mentoring, and developing team members in MicroStrategy’s sales methodologies and processes
• Consistently monitoring the sales pipeline of the team, ensuring that all activity is accurately tracked through the CRM system
• Ensuring that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering to MicroStrategy’s chosen sales methodology - MEDDPICC
• Driving complex, embedded analytics sales cycles and effectively present MicroStrategy’s value proposition to both C-level business and IT stakeholders through strategic value-led engagements
• Providing regular management information reporting including detailed and accurate sales forecasting for the senior management team and other key stakeholders
• Identifying, managing, and reporting risk ensuring that any material issues are escalated in an appropriate and timely manner
• Acquire and maintain a thorough working knowledge of MicroStrategy’s Business Intelligence software products and services and a deep understanding of their applications
• Championing knowledge-sharing activities across the regions
• Building effective working partnerships with other business areas including Marketing, Inside Sales, Sales Engineering and Professional Services
• Leverage and enhance partner relationships to drive additional value and revenue
• Coordinate and manage industry events and user groups to generate market interest
• Requirement for regular travel within the Iberia region for in-person meetings with customers and partners to develop key relationships and participate in closing strategic opportunities

• Extensive experience of quota-carrying sales of business applications or software platforms including sales team management experience in the Region
• Demonstrable personal track record of over-achievement of individual contributor sales targets with referenceable client wins
• Extensive experience of senior level stakeholder engagement on complex IT and Business-led opportunities
• Proven experience in building, training, motivating, and managing high-performing sales teams
• Strong people management skills; acting as a role model and mentor with strong listening and coaching skills
• Experience in Business Intelligence, CRM, ERP, Cloud enterprise software sales
• Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Database, Analytics and Enterprise Data Warehouses. Understanding of Big Data is preferred
• Demonstrable knowledge of key Return on Investment and Total Cost of Ownership principles
• Experience with sales methodologies i.e., MEDDPICC, Challenger, Sandler
• Experience working in a fast-paced, team environment
• Excellent written, verbal and presentation skills
• Highly organized with close attention to detail
• Strong Spanish and English language skills essential. Italian/Portuguese are desirable
• Degree educated or equivalent academic/work experience

Strategy is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, or age.