Sales Lead, EMEA - #2779599

TL;DR

Hey, I'm Drew, VP of Sales at Kombo. We're growing our Berlin sales team and looking for a hands-on Sales Lead to coach and scale our Account Executives.

About Kombo

Kombo is the unified API for HR, payroll, and recruiting systems. Instead of companies spending months integrating with dozens of different systems, they integrate once with Kombo and instantly connect to 250+ platforms.

Our Traction Since Y Combinator (end Of 2022)

• 8 figures in revenue with hundreds of customers
• $30M+ raised from YC, Volition Capital, Acadian Ventures, and top-tier angel investors
• Scaled to 80+ team members across Berlin and NYC
  
  

We're looking to scale our team and double our revenue next year, so you can expect growth and progress. If you want career growth, a fantastic team spirit, inspiring people, and impactful work, Kombo could be a great match.

About The Role

Our EMEA Sales Lead will lead our Account Executive team as it grows from 4 AEs today to 6 or 7 over the next year. You'll report to me (VP of Sales) and focus on Europe.

Our AEs sell a technical product to technical buyers, so you'll coach them through complex enterprise deals, help them guide large buying committees, and push them to be more proactive in outbound. In your first months, you'll stay close to the deals and close a few yourself while you learn the product and the market.

As the team grows, your focus shifts to leading it: hiring and onboarding new AEs, running the forecast, and owning team quota attainment. You'll also be the voice of Berlin for our BDRs and work with the BDR Lead to keep the AE and BDR pods running smoothly.

If you love getting into deals, coaching people, and thinking about go-to-market challenges, I think you'll love this job.

What You'll Do

• Lead and coach the team: run weekly 1:1s, deal reviews, performance reviews, and career path conversations.
• Own team quota attainment: run the weekly forecast, pipeline planning, and territory management for Europe.
• Stay close to the deals: join calls, help reps guide enterprise buying committees, and close a few deals yourself early on.
• Build the team: hire, onboard, and train new AEs as we grow.
• Raise the bar on process: sharpen qualification, keep the team disciplined (for example in pricing discussions), and help AEs become more proactive and independent in outbound.
• Be the voice of Berlin for BDRs: shape the pod structure, handoffs, and escalations, together with the BDR Lead.
• Collaborate across teams: work with RevOps, marketing, product, and customer success.
  
  

What We Are Looking For

• 3-5 years selling into mid-market or enterprise, with consistent quota attainment and a record of closing large enterprise deals
• 1-2+ years in sales management, with a track record as both an individual contributor and a leader, including managing at least 3 to 4 enterprise AEs
• Experience selling a technical product to several C-level technical buyers, such as CTOs, CIOs, CDOs, and CPOs, and guiding large buying committees
• A strong grasp of the buying journey and value selling for technical products, with enough technical depth to be credible with buyers
• A hands-on leadership style: you stay close to deals, focus on closing, and people want to follow you
• Coachability, accountability, and comfort giving and receiving feedback
  
  

Why Kombo?

• Strong earning potential: a competitive OTE, split 50/50, plus stock options. Team quota attainment rolls up into your variable.
• A rare seat in Europe: help build a global champion out of Berlin, selling a highly technical product with strong attainment.
• Customers you'll know: AWS, Edenred, Stepstone, Pleo, and 400+ others use Kombo to power the integrations behind their products, including their AI products.
• A team that delivers: our AEs averaged 130% of quota attainment over the last 12 months.
• Build something: take on a growing team and grow it into a success.
• Capital-efficient growth: 8-figure revenue, $30M+ raised, and growth that didn't need a massive fundraise.
  
  

Hiring Process

• 30-45 min Talent Screen with Mari, GTM Recruiter
• 30 min Chat with Alex, our CEO
• 45 min Deep Dive with Drew, VP of Sales
• 2-3 hr Onsite: Case Study presentation + meeting the team