Director of Strategic Partnerships & EMEA– Digital Signage

Poppulo•Denver, CO

28d

About The Position

Are you searching for an opportunity to play a key role in driving the dramatic growth of a highly successful software company? At Poppulo, we’re working on what’s next in communications and workplace technology. As a pioneer in this industry, we understand that meaningfully reaching every employee is hard. And so is managing office space in a hybrid world. And so is improving the customer and guest experience. We exist to make each of these things easier. We exist to bring harmony to our customers. And we do that at enterprise scale. Our omnichannel employee communications, customer communications, and workplace experience platform is trusted by over 6,000 organizations today, reaching more than 35M employees and delivering content to 500,000+ digital signs. We know there’s no such thing as a “perfect" candidate - we’re all a work in progress and are growing new skills and capabilities all the time. We encourage you to apply for a position with Poppulo even if you don’t meet 100% of the requirements. We believe in fostering an environment where there is a diversity of perspectives, in hopes that we can all thrive. The Director, Strategic Partnerships & EMEA Digital Signage (DS) Sales is a dual-focused leadership role responsible for building and scaling Poppulo’s global partner ecosystem while also owning and leading direct sales growth across the EMEA region for our digital signage business. This leader will drive two critical growth engines: (1) development and execution of Poppulo’s global partner strategy, and (2) direct oversight and expansion of EMEA digital signage sales performance. This role will identify, recruit, and manage strategic partners—including AV/IT integrators, resellers, global consulting firms, and technology ecosystem providers—while also developing and leading EMEA regional sales strategy, pipeline generation, forecasting, and execution. The Director will structure and close complex partnership agreements, drive partner-sourced revenue, and manage a high-performing EMEA sales team to deliver predictable ARR growth. Success in this position requires deep knowledge of the AV/IT and SaaS markets, strong commercial acumen, and the ability to scale partner ecosystems and direct sales teams in parallel. This leader will collaborate extensively across Sales, Marketing, Product, and Customer Success to accelerate global adoption of Poppulo’s digital signage solutions.

Requirements

Bachelor’s degree in business, technology, or related field; MBA or advanced degree preferred.
10+ years of experience in digital signage, AV/IT, SaaS, or related technology markets across both channel partnerships and direct sales .
Proven success leading EMEA sales teams and delivering consistent ARR growth in enterprise environments.
Strong network across AV/IT integrators, VARs, technology providers, and enterprise buyers.
Demonstrated expertise in building global partner ecosystems and negotiating complex strategic contracts (MSAs, reseller agreements, alliance frameworks).
Excellent communication, executive presence, and stakeholder management skills.
Ability to thrive in a high-growth, global, private equity-backed environment.

Responsibilities

Develop and implement Poppulo’s digital signage partner strategy focused on recruitment, onboarding, enablement, and growth of high-value partners.
Establish a scalable partner program including tiering, incentives, enablement frameworks, and co-selling motions across resellers, integrators, solutions partners, and global alliances.
Own partner-sourced and partner-influenced revenue targets, ensuring measurable contribution to overall ARR.
Negotiate and close strategic agreements, including resale, referral, co-delivery, and managed services models.
Develop and deliver partner enablement programs and training to ensure partners effectively position, sell, and deploy Poppulo solutions.
Collaborate with Marketing and Sales to drive joint GTM campaigns, partner pipeline development, and strategic co-selling initiatives, enabling partners to bundle complementary services with Poppulo’s AI-powered and cloud-based signage solutions.
Represent Poppulo at AV/IT, digital signage, and partner ecosystem events to increase visibility and thought leadership.
Define and lead the EMEA sales strategy for digital signage, ensuring strong coverage, predictable pipeline generation, and rigorous execution.
Manage forecasting across the EMEA region.
Drive direct sales opportunities from qualification to close, ensuring the region meets or exceeds ARR targets and navigating complex enterprise buying cycles.
Recruit, develop, and mentor a high-performing EMEA sales team with clear goals and performance metrics aligned with global revenue priorities.
Collaborate with Marketing, BDRs, Product, and Customer Success teams to accelerate adoption of Poppulo’s EMEA digital signage solutions and ensure customer success.
Monitor regional market dynamics, competitive landscape, and partner ecosystems to influence GTM strategy and product direction.
Lead a high-performing global partnerships team and EMEA sales team, fostering a culture of collaboration, accountability, and customer success.
Demonstrate strong commercial acumen in both direct sales and channel/alliances environments.
Translate strategic vision into operational execution with measurable KPIs.
Model Poppulo’s values and inspire confidence across partners, customers, and internal stakeholders.
Operate with a global mindset, driving scalable partner programs and regional sales excellence.
Drive accountability through clear performance measures: pipeline generation, partner certifications, influenced and sourced revenue, direct sales performance, and customer wins.