Associate Director, Key Accounts (Warsaw, Poland)

Job description

GET TO KNOW US Ideals is a global B2B SaaS product company recognized as the most highly rated and customer-centric brand https://www.g2.com/categories/virtual-data-room?tab=highest_rated in the secure business collaboration market. Trusted by over 2,000,000 users from 300,000 companies globally, we help people run high-stakes processes and make important decisions with less stress, higher quality, and shorter hours. Ideals Virtual Data Room (VDR) https://www.idealsvdr.com/: Secure document sharing and collaboration for due diligence, fundraising, corporate reporting, licensing, clinical trials, and other complex transactions. After 18 years in the market, we power more than 10% of global M&A activity, grow at 30%+ YoY, and are now scaling 5x globally to disrupt the VDR category and reach unicorn status by 2029. THE ROLE Ideals has been in the Virtual Data Room space since 2008 and has built a trusted reputation with clients across multiple industries in Europe, including PwC, EY, Deloitte, and KPMG. We are looking for an Associate Director to accelerate our growth as the first-choice VDR provider in the CEE region. Based in Warsaw and reporting to the Director of Business Development Europe, you'll lead a high-performing team to win new clients, expand into new verticals, and sustain our exceptional growth trajectory. We seek a proven sales leader with a track record of both individual contribution and team leadership. You’ll ultimately drive regional growth, balancing team development with hands-on deal execution. The role calls for a strong advocate of value-based selling who leverages sales metrics to inform strategy, optimize performance, and coach the team to exceed targets. This is a distinctive opportunity to build an exceptional track record in a multinational, high-growth tech environment and drive transformative business outcomes. Please note that all interviews will take place in English. Please provide a copy of your CV in English. WHY IDEALS? - High trust from sales peers: Ideals ranks in the Top-5% of companies on RepVue https://www.repvue.com/companies/iDeals, as rated by sales professionals. Great Place To Work® Certified in the UK https://www.greatplacetowork.co.uk/certified-company/1576222 and the US https://www.greatplacetowork.com/certified-company/104576222 (2026). You’ll build and scale your team – all with dedicated RevOps, Marketing support, and a structured onboarding ramp. - Growth opportunity: You’ll join a profitable, bootstrapped SaaS business positioned to achieve 5x revenue growth and reach unicorn status over the next 5 years. Your team will shape Ideals' footprint in Poland and feed into our global scaling ambition. - Proven track record: You’ll be part of a European-headquartered org, with over 18 years of selling in the VDR business. You’ll lead in the region we understand deeply, backed by a product that already powers 10%+ of global M&A activity. WHAT YOU WILL DO - Lead & develop: lead, mentor, and grow a team of Key Accounts sales professionals, setting a clear vision while managing the full employee lifecycle from recruitment to performance appraisals. Foster an environment of continuous learning that empowers your team to achieve their personal and business goals. - Drive performance: define operational metrics for the team, driving functional outcomes and reporting on team performance to the executive team. - Grow the business: cultivate new business, secure strategic partnerships, and support the closure of key deals, nurturing relationships to ensure both immediate and long-term success. - Collaborate & align: foster a highly collaborative environment within your team and across the entire customer lifecycle. Align with Marketing, Product, Customer Success, Finance and executive teams to achieve shared objectives. - Lead by example: represent the company and its values in high-stakes customer interactions and at industry events. Stay current on market trends, competition, and industry best practices to inform strategic planning. WHAT YOU BRING - 5+ years of hands-on experience in new business development sales, with at least 1 year of direct line management experience of outbound sellers - Professional sales background within the B2B SaaS industry with solid expertise in system transactional sales, sales methodology, techniques, and negotiation practices - Experience in managing small to medium teams of individual contributors across outbound/field sales teams, across the full employee lifecycle - First-line management leadership skills with a passion for fostering a collaborative, growth-oriented team culture - Excellent verbal and written communication skills in Polish and English - High energy and enthusiasm for driving results, achieving goals, and delivering exceptional customer experience NICE TO HAVE - Experience in selling VDR products WHAT WE OFFER We highly value our people, so we will empower you with all the resources and support to help you reach your full potential. FOR YOUR BEST WORK - Home workplace budget - Co-working expense coverage - Individual IT budget for extra equipment - Top-tier tech and AI-powered tools FOR YOUR GROWTH - Access to Ideals Academy with numerous courses - Investment in external learning and development activities - Guidance in Personal Development Plan creation - Professional literature and subscriptions coverage - Support of your passion as a speaker or writer - Internal talent mobility opportunities FOR YOUR WELL-BEING - Medical Subscription via LUX MED and an additional wellness budget for your physical and mental health - Funding for sports competitions - Paid health-related time-off - 26 business days of annual leave EXTRA PERKS - Budget for local gatherings in global locations - Generous internal referral program OUR CULTURE Commitment, Excellence, Collaboration, Trust and Care are core values to the Ideals team. For us, these are the principles that every Idealer lives and breathes. We are on the lookout for like-minded individuals who share our values. By doing so, we are able to create a team where talents feel at ease and are able to work to the best of their abilities. Discover more https://ideals.jobs/our-culture/ IDEALS IS AN EQUAL OPPORTUNITY EMPLOYER Ideals is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people from all walks of life. We don’t discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, or citizenship.