Director of Enterprise Sales (EMEA)

TL;DR:

We’re hiring a Director of Enterprise Sales to lead and grow Imubit’s enterprise sales function across Europe, Africa, and the Middle East. This is a player-coach role – both strategic and hands-on. You will build and mentor a high-performing sales team while personally driving complex, consultative software sales into industrial markets. The ideal candidate is equally comfortable closing seven-figure, multi-year AI platform deals while developing sales talent and thriving on owning outcomes. If you can align executive and technical stakeholders around a high-value vision, navigate long sales cycles with agility, and are motivated by scaling a transformative solution, this is your opportunity to make a massive industry impact.

Imubit’s enterprise deals are big, complex, and game-changing. We need someone who loves a challenge: aligning multiple departments, selling to both the boardroom and the control room, and orchestrating internal resources in a modern, hybrid go-to-market motion. You’ll be the tip of the spear for Imubit’s next chapter of growth in EMEA – shaping strategy, closing flagship accounts, and accelerating our mission to bring AI to the heart of industrial operations.

This role is open to remote candidates in Europe

About us:

Imubit is a pioneer in AI-for-industry, delivering an AI optimization platform that is redefining how entire industries operate. As the creator of Closed Loop AI Optimization (AIO), Imubit leads the charge in transforming refining, chemical, cement, mining, and other process-heavy sectors with AI-driven automation. Our Optimizing Brain™ platform empowers industrial engineers to deploy advanced AI models that unlock new levels of efficiency, profitability, and sustainability. Today, 7 of the top 10 U.S. refiners trust Imubit, with our solutions deployed in 90+ high-value applications worldwide. Co-founded by a Google AI Fellow and industry veterans from Exxon and Shell, and backed by tier-1 VCs like Insight Partners and Alpha Wave, Imubit is well-funded and scaling fast.

Now, Imubit is entering its next chapter as we further evolve our platform. We are evolving from focusing solely on real-time process control to strategy execution, delivering AI-native systems for industrial transformation. In short, we’re expanding our platform from optimizing plant processes to driving whole-enterprise outcomes. Imubit helps industrial leaders not only control their operations in real time, but also execute their broader optimization strategies, bridging the gap between the plant floor and the boardroom. Our mission is bold: to help the world’s largest industrial companies solve their hardest problems, maximize long-term profitability, and future-proof their operations in an era of rapid change. If you’re excited by the chance to shape the future of industrial AI, you’ll be in very good company here.

We are looking for:

Imubit is looking for a dynamic, entrepreneurial sales leader to spearhead our enterprise expansion in EMEA. This role is both leadership and individual contribution. You will recruit and develop a team of world-class Enterprise Account Executives even as you personally engage in high-stakes sales campaigns. We need someone who can set the strategy and lead from the front – a Director who will close deals by example and elevate the entire team’s performance.

What makes this challenge unique? Imubit’s sales involve educating and inspiring traditional industries to embrace cutting-edge AI solutions. These are typically multi-year, multi-million-dollar deals that require navigating complex buying committees and multiple stakeholder groups – operations, engineering, IT, finance, and the C-suite . You’ll guide Fortune 500-level clients through technical validation, pilot programs, cyber security and compliance reviews, and budgeting cycles to reach consensus on a groundbreaking solution. This is not a transactional sales role. It’s a strategic, consultative campaign to embed AI into the very nervous system of industrial enterprises, unlocking continuous profitability and sustainability gains. You will need to master Imubit’s AI platform, build champions at multiple levels of the client organization, and orchestrate Imubit’s internal experts and partners toward a single objective – winning transformational deals.

Equally important, you will execute the new enterprise sales motion for Imubit in EMEA. That means refining our playbook for selling high-value AI platforms into process-heavy industries (energy, chemicals, manufacturing, etc.), and shaping our go-to-market approach in a modern, hybrid model. You’ll work in lockstep with Marketing, Product, and Partner teams to ensure we approach the market with a unified strategy. You will also interface directly with Imubit’s Chief Revenue Officer to align on targets, report on KPIs, and get the resources you need. In this role, your voice will be heard at the highest levels – it’s a chance to directly influence company strategy while driving revenue. For a bold, strategic salesperson, this is a rare opportunity to build something nearly from scratch, with the full backing of an industry leader.

In this role, you will:

• Lead and grow the EMEA enterprise sales team: Hire, train, and coach a team of Enterprise Account Executives to high performance. Set clear goals and mentor your team of sellers, developing their skills through ongoing feedback and hands-on coaching.
  
  
• Drive strategic sales campaigns: Personally own and execute full-cycle sales on select strategic accounts – from initial prospecting and value discovery through to negotiation, closing, and expansion. Lead by example in the field, showing how to land and expand large enterprise deals.
  
  
• Develop and execute sales strategy: Define the go-to-market plan for enterprise accounts in EMEA, including territory planning, account segmentation, and targeted vertical strategies. Continually refine our sales process and playbook to shorten cycles and increase win rates.
  
  
• Orchestrate complex deal cycles: Build and execute multi-threaded deal plans that engage stakeholders across operations, technical, and executive teams. Guide customers through pilots, technical evaluations, cybersecurity reviews, and procurement processes. Develop multiple champions within each account and align each stakeholder with a tailored value proposition and ROI.
  
  
• Articulate Imubit’s value: Become a subject matter expert in Imubit’s AI optimization platform and the business problems it solves. Lead consultative discussions and workshops to connect Imubit’s capabilities to a client’s strategic objectives (throughput, margin improvement, energy efficiency, etc.). Deliver compelling executive presentations and technical deep-dives as needed to build credibility and urgency.
  
  
• Navigate enterprise processes: Anticipate and manage hurdles in complex sales – from budget objections to legal and compliance requirements. Engage senior buyer executives with confidence, speaking their language whether it’s financial metrics or process reliability. Negotiate master agreements and navigate enterprise procurement with a solutions-oriented approach.
  
  
• Cross-functional collaboration: Work closely with Imubit’s Marketing, Product, Solutions, and Delivery teams to ensure our sales efforts are well-supported and coordinated. Provide market feedback to product development, partner on account-based marketing campaigns, and strategize with solutions engineers on key accounts. Align with Customer Success on handoffs to guarantee client success and referenceability.
  
  
• Pipeline management & forecasting: Establish and maintain rigorous sales operations practices. Ensure Salesforce hygiene, accurate pipeline tracking, and a disciplined weekly cadence for deal reviews and forecast updates. Use data to drive decisions and proactively adjust course to hit quarterly and annual targets.
  
  
• Represent Imubit externally: Be an evangelist for Imubit’s mission and technology. Attend and speak at industry conferences, trade shows, and networking events to increase Imubit’s visibility. Build relationships with industry influencers and potential channel partners in your region. Champion Imubit’s thought leadership in AI for industrial transformation.
• Own your number: Take full ownership of the EMEA enterprise revenue target. Break down the goal into actionable plans and ensure both you and your team are consistently delivering on quotas and key performance indicators. Instill a winning mindset and culture of accountability within the team.

Qualifications & Skills:

• Enterprise Sales Track Record: 8+ years of success in enterprise B2B software or solutions sales, including closing complex $1M+ deals, preferably in areas like enterprise AI, advanced analytics, or big data platforms . Experience selling into capital-intensive industries (energy, oil & gas, chemicals, manufacturing, etc.) is strongly preferred , but not strictly required.
  
  
• Leadership Experience: Demonstrated experience building or managing a sales team or region. You know how to hire top talent, set a vision, and elevate a team’s performance. You’ve ideally led salespeople in a high-growth or start-up environment and have a passion for coaching high performers.
  
  
• Complex Sales Expertise: Deep understanding of complex, multi-stakeholder sales cycles and how to win them . You have skill in aligning cross-departmental decision makers, navigating enterprise procurement and budgeting processes, and crafting business cases that resonate with both technical and financial audiences . You know how to identify pain points and map value to each persona, from engineers to CEOs.
  
  
• Domain Knowledge: While direct experience in the hydrocarbon or process industries is a plus, you must be a quick study of any new domain. You can learn the fundamentals of a customer’s business/process and credibly engage with subject matter experts. Familiarity with industrial operations, process control, or digital transformation concepts will help you get up to speed faster.
  
  
• Methodology & Metrics: Fluent in modern sales methodologies and frameworks (MEDDIC/MEDDPICC, Challenger Sale, SPIN, etc.) and able to instill that rigor in a team. Highly KPI-driven and data-savvy – you manage by metrics like conversion rates, pipeline coverage, and deal velocity, and you use data to forecast and troubleshoot the business.
  
  
• Executive Communication: Excellent communication and negotiation skills at the executive level. Able to build trust with skeptical, conservative buyer personas as well as visionary champions. Comfortable presenting to C-suite leaders on strategic value, and equally comfortable diving into the weeds with technical staff on how the solution works.
  
  
• Entrepreneurial Drive: You excel in a fast-paced, ambiguous environment. Imubit is scaling and evolving; you are adaptive, proactive, and excited to help shape processes rather than just follow them. You take ownership, move with urgency, and find a way to get things done. (Experience in a startup or high-growth company is a bonus.)
  
  

Characteristics We Value:

Beyond your resume, we care about who you are as a leader. The ideal candidate will embody these traits:

• Strategic & Analytical: You can zoom out to see the big picture and chart a clear go-to-market course, but also dive into the data and details to inform decisions. You connect dots quickly and craft strategy from complexity.
  
  
• Driven & Results-Oriented: You set ambitious goals for yourself and your team, and you pursue excellence with urgency. Hitting targets is not optional – it’s what energizes you. You hold yourself accountable and have a competitive spirit to win, ethically and decisively.
  
  
• Collaborative Leader: You believe in the power of the team. You communicate openly and work well cross-functionally, whether brainstorming with Marketing on a campaign or working through a deal snag with Engineering. You give credit, share success, and build an environment of trust.
  
  
• High Integrity: Honesty and ethics are non-negotiable. You do right by the customer and your colleagues. You foster a culture of transparency – from pipeline reporting to deal handling – and you expect the same from your team. High-integrity leadership is especially important to us.
  
  
• Innovative & Curious: You have a growth mindset. You love to learn, whether it’s diving into a new industry trend or mastering a better sales tool. Rather than defaulting to “what’s always worked,” you ask, “How can we do this better?” and you encourage experimentation.
  
  
• Bias for Action & Ownership: When you see an opportunity or a problem, you act. You’re not one to wait for permission or perfect conditions – you move quickly and adjust on the fly. You take initiative and own outcomes, a quality we deeply value in our culture. (We back this up: our leadership commits to clearing roadblocks and giving you the autonomy to make decisions and run .)
• Mentorship & People Development: You take pride in elevating others. Whether it’s a junior rep who needs guidance or a peer who could use a fresh perspective, you invest time in coaching and knowledge-sharing. You know that building a world-class sales organization requires growing talent from within, and that success is sweetest when it’s shared.

Imubit does not accept or retain unsolicited CVs or phone calls and/or respond to them or to any third party representing job seekers.

No visa sponsorship is available for this position.