Head of Sales Americas

Datatonic

About The Position

As Head of Sales, North America, you will turn the AMER business into a repeatable engine for large enterprise Data and AI transformations. Reporting to the Managing Director, you will lead and develop a team of vertical-aligned sellers, deepen the Google Cloud partnership across the region, and build the pipeline supporting the 2027 bookings ambition. This is a hands-on leadership role: you will join sellers on complex enterprise opportunities, shape business cases for AI platforms, and work with Google sales leaders on joint priorities. Success is measured by North American bookings and sold gross margin, sales ROI, and team growth. You will establish a planned pipeline of large, multi-year enterprise transformations; own and exceed regional bookings and sold gross margin targets; grow existing accounts and open new logos in priority verticals; and build co-selling relationships with Google Cloud's North America sales leaders. You will mentor sellers to become trusted advisors and develop their ability to win $1M+ deals. The role sets go-to-market strategy for Gaming, Media, Entertainment & Agency, Telco, and Insurance; drives direct market activity alongside Google-sourced leads; and shapes a balanced deal mix with sufficient pipeline coverage. It includes hands-on deal shaping, coaching consultative selling, account planning, and regular forecasting using Salesforce. You will also oversee co-selling and joint account strategies with Google Cloud, protect margins by emphasizing enterprise ROI, and coordinate with presales, delivery, account management, alliances, and marketing. As part of the regional leadership team, you will assess, structure, develop, and grow the sales team, recruiting, onboarding, and retaining sellers while fostering resilience, healthy competition, and continuous learning. You will work with delivery and technical leaders to run the region and achieve its goals. The North American regional team has 45 people, with delivery, presales, and account management already in place.

Requirements

Proven experience leading a sales team at a technology consultancy or professional services firm in Data, AI, or Cloud.
Experience selling to enterprise accounts across the United States and Canada, including Fortune 500 or large Canadian enterprises.
A strong network across Google Cloud's North America sales organization and a track record of co-selling with Google Cloud.
Experience closing and coaching others to close $1M+ multi-year transformation deals.
Commercial acumen, including the ability to discuss ROI, EBITDA, and Capex versus Opex with C-suite stakeholders and translate technical GCP capabilities into financial outcomes.
Operational discipline in forecasting, Salesforce hygiene, and account planning.
Ability to thrive in a scale-up environment and build processes rather than simply follow established ones.
Willingness and ability to take a hands-on role in complex enterprise sales opportunities and seller development.

Nice To Haves

Experience in one or more of Gaming, Media, Telco, or Insurance.

Responsibilities

Set the go-to-market playbook for core verticals: Gaming, Media, Entertainment & Agency, Telco, and Insurance; prioritize accounts and balance expansion with new logos.
Own and exceed regional bookings and sold gross margin targets, and develop a repeatable pipeline of large, multi-year enterprise transformations.
Drive direct market activity alongside Google-sourced leads, partnering with marketing on events, campaigns, and executive outreach.
Shape a healthy mix of land-and-expand work and $1M+ multi-year transformation deals, with sufficient pipeline coverage to meet targets.
Join discovery calls, qualify opportunities, review proposals, and conduct pre-flight checks on major bids of $750k or more.
Coach sellers in consultative, Challenger-style selling and help them develop into trusted advisors capable of winning larger transformation opportunities.
Embed account planning and ensure sellers own their accounts and books of business.
Run weekly and monthly forecasting cadences, maintain clean Salesforce data, and provide accurate forecasts to leadership.
Build relationships with Google Cloud regional and vertical sales leaders and plan joint account strategies.
Protect margins by selling on enterprise ROI rather than discounting, while balancing competitive pricing with the value of the firm's expertise.
Coordinate with presales, delivery, and account management in Toronto and Montreal to ensure sold work can be delivered to standards.
Use vertical- and offering-aligned technical squads in presales and deal shaping.
Partner with alliances and marketing to convert the Google relationship and case studies into pipeline.
Assess, structure, develop, recruit, onboard, and retain the sales team as the North American business grows.
Foster resilience, healthy competition, and continuous learning.
Work with delivery and technical leaders as part of the regional leadership team to run the region and achieve its goals.