Vice President Sales, EMEA

Digimarc

7h • Hybrid

About The Position

Digimarc Corporation is seeking an experienced Vice President, Sales for EMEA. This senior leadership role reports directly to the Chief Revenue Officer and is a key member of the Go-To-Market (GTM) leadership team. The successful candidate will be responsible for new business acquisition across key industries and retail sectors in EMEA, with accountability for bookings, Annual Recurring Revenue (ARR), and the team that delivers these results. The ideal candidate is a field leader who actively engages with their team and customers, leads from the front, and is personally involved in key deals. They will build and lead an enterprise sales engine, focusing on team development, operational rigor, and driving revenue growth. Digimarc is in a significant growth phase, with a strong platform and established customer base, and this role is crucial in proving product-market fit through sales success.

Requirements

• Minimum 10 years of enterprise sales leadership experience as a first-line leader managing quota-carrying reps selling deals with $1M+ ACV.
• Minimum 5 years of second-line GTM leadership experience, managing first-line sales leaders and multi-team numbers.
• Proven personal success closing seven-figure enterprise deals with C-level stakeholders.
• Track record of building teams that close seven-figure enterprise deals repeatedly.
• Deep command of MEDDPICC or an equivalent qualification framework, with the discipline to enforce it.
• Fluency in Salesforce-driven forecast and pipeline management.
• Comfort operating within a weekly forecast cadence with accountability.
• Hands-on command of the sales operating rhythm, including QBRs, weekly planning, and outbound playbook creation.
• Experience building a team-wide pipeline generation discipline.
• Technical competence with SDK, API, and embedded solution selling.
• Experience with complex enterprise routes to market, including SIs, partners, and hardware or firmware providers.
• Experience selling into retail, CPG, or adjacent industries, with fluency in their business drivers.
• Genuine AI fluency, including current ecosystem knowledge and using AI in personal workflows.
• Executive presence, credibility, composure, and command with C-level buyers.
• Willingness and ability to travel up to 50% across EMEA.
• Humble, hungry, and smart approach to leadership.
• Ability to disagree openly in meetings and align completely outside of them.
• Bias to action and a proactive approach to engaging customers and prospects.

Nice To Haves

• Experience selling identification, authentication, traceability, or loss prevention solutions.
• Experience selling other complex platform technology into retail and CPG.
• Experience opening or scaling sales in EMEA.
• Experience as a first or early sales leader building the playbook, rather than inheriting it.

Responsibilities

• Hire and ramp the sales team, ensuring capacity and minimizing open headcount.
• Develop ramp plans and enablement programs in partnership with product, enablement, and cross-functional teams.
• Provide executive sponsorship and direct involvement in key deals of the quarter, including C-level engagement and understanding deal specifics.
• Land complex enterprise deals that generate reference customers and repeatable sales plays.
• Enforce deal rigor, including mandatory MEDDPICC application and meticulous Salesforce inspection.
• Manage the sales operating rhythm, including QBRs, weekly territory and activity plans, and outbound playbook creation.
• Foster a pipeline generation culture with consistent prospecting activities and coverage ratios.
• Maintain weekly forecast discipline and accuracy within a 13-week operating cadence.
• Be exceptional in front of customers, demonstrating deep preparation and understanding of their business drivers.
• Sell a complex platform through intricate routes, gaining competence in SDKs, APIs, and embedded solutions.
• Navigate enterprise ecosystems, including working with partners, SIs, and hardware/firmware providers.
• Test product-market fit in the market, partnering with marketing on messaging and positioning, and providing market feedback to leadership.
• Drive customer and prospect engagement at events, tradeshows, and executive briefings.
• Relentlessly coach the sales team on deals and foster a positive, high-energy, high-output culture.
• Develop team members for growth and make decisive decisions regarding performance.
• Operate as a full member of the GTM leadership team, debating, aligning, and presenting a unified message to the field.

Benefits

• Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan
• Restricted Stock Units
• Flexible Paid Time Off & Holidays
• Life Insurance
• Employee Stock Purchase Plan (ESPP)
• Mentorship Opportunities
• Training & Development

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed