Vice President, Sales - Northern Europe
As Vice President of Sales, you will own the sales strategy, operating plan and commercial performance for the assigned geography, market or business unit. You will lead a large, complex sales organization through General Managers, country leaders, sales directors and functional leaders, with accountability for revenue, ARR, billing, pipeline, forecast accuracy, customer growth and market share.
This role requires equal strength in strategic leadership and operational execution. You will run the day-to-day sales business with rigor while building the capabilities, routes to market, leadership bench and pipeline required to deliver growth over the next six to eighteen months. You will translate company strategy into differentiated market, segment and channel plans, allocate resources to the highest-return opportunities, and create a predictable operating cadence across the assigned scope.
Every member of our A-Team has an instrumental role and impact on the success of Acronis ' innovative and growing business. We are looking for a senior sales leader who thrives in a fast-paced, global environment and embodies our company values: responsive, alert, detail-oriented, makes decisions, and never gives up. WHAT YOU'LL DO
Sales strategy and growth
- Own and execute the sales strategy, annual operating plan and rolling 12-18 month growth roadmap for the assigned scope, aligned with company priorities.
- Translate business objectives into clear market, segment and channel plans, including priorities, coverage, target allocation, headcount, investment and expected return.
- Balance current-quarter execution with medium-term growth by identifying whitespace, new customer segments, emerging use cases and scalable routes to market.
Sales strategy and growth (continued)
- Maintain a deep understanding of the cybersecurity, data protection and MSP landscape across the assigned markets, including competitors, regulation, customer needs, partners, distributors and technology alliances.
- Identify underperforming markets and growth constraints early, establish corrective action plans, and make timely decisions on leadership, coverage and resource deployment.
Revenue, pipeline and forecast leadership
- Own and exceed revenue, ARR, billing, retention and profitability objectives in line with the approved business plan.
- Establish a rigorous weekly, monthly and quarterly operating cadence covering forecast, pipeline creation, pipeline coverage, conversion, sales velocity, renewals, deal risk and execution against plan.
- Deliver accurate, evidence-based forecasts and ensure consistent CRM discipline, stage criteria, opportunity inspection and accountability across every market, business area and sales motion.
- Review performance at market, segment, channel and individual-team level; intervene decisively where results, pipeline quality or productivity fall below expectations.
- Act as executive sponsor for the most strategic opportunities and customers, helping teams shape value propositions, navigate complex buying groups, negotiate commercial terms and close high-impact deals.
- Protect future growth while delivering the quarter by maintaining sufficient pipeline coverage and ensuring systematic prospecting, partner activation, cross-sell, upsell and renewal execution.
Leadership and organization
Leadership scope
- Lead, align and hold accountable General Managers, country leaders, sales directors and assigned functional teams across the sales organization.
- Create a high-performance culture built on clear goals, transparent metrics, strong coaching, fast decision-making and disciplined follow-through.
- Build organizational capability through workforce planning, hiring, onboarding, leadership development, succession planning and proactive performance management.
- Develop strong second-line leaders who can independently run their markets or business areas while operating as one leadership team.
- Optimize organizatio