Head of EMEA Sales

Job description

Are you ready to embark on a career that truly affects people around the world? Trulioo invites you to be a catalyst for change in the dynamic realm of digital identity verification. As the global front-runner in our industry, we are redefining how businesses grow, innovate and comply online. Picture yourself at the forefront of innovation, contributing to our award-winning platform that enables organizations worldwide to quickly onboard customers, optimize costs and combat fraud. Fueled by Silicon Valley support, Trulioo stands as the trusted platform that can verify more than 5 billion people and 700 million business entities spanning 195 countries. But Trulioo is more than a tech company. We are a united force of dedicated experts committed to establishing trust online - and we’re proud to be recognized as a BC Top Employer for the second consecutive year, reflecting our commitment to an inclusive, collaborative, and people-first workplace. Headquartered in Vancouver and with strategic hubs in San Diego and Dublin, we foster a culture of collaboration and open communication. Our offices support a hybrid model and staff typically work three days per week at a hub location. Join us where excitement meets innovation and contribute to a world where trust and technology unite. What We Offer - Comprehensive Benefits: We provide a robust benefits package for full-time, permanent employees, including health, dental, and vision coverage, retirement plans with company match, paid time off, parental leave, and an annual education & training stipend (equivalent to $1,000 in local currency). Specific benefits may vary by location and will be discussed further during the interview process. - Flexible Hybrid Working Environment: Our offices are designed to support both collaboration and flexibility. Enjoy weekly lunches, quality coffee, and regular social events. Many locations also feature parent rooms, on-site gyms, comfortable lounges, and adaptable workstations to support your comfort and productivity. - Wellness: We care about your well-being. Team members have access to wellness workshops and events, as well as a complimentary Headspace subscription to help you stay focused, grounded, and energized. - Employee Resource Groups: Belonging is an important part of doing your best work. Our ERGs provide an inclusive space, support and community for employees of diverse backgrounds and allies. We host informative, fun sessions and celebrations that are often open to the entire organization. POSITION SUMMARY The Head of EMEA Sales will own Trulioo’s go‑to‑market strategy, execution, and revenue performance across the EMEA region. They will lead and scale a high‑performing enterprise sales organization, drive new business and expansion revenue, and partner closely with Marketing, Product, and Customer Success to deliver sustainable, predictable growth. This is a highly visible, hands‑on leadership role reporting to the Chief Revenue Officer, with responsibility for setting regional strategy, building the team, and ensuring rigorous operating discipline across the pipeline and forecast. This individual will have extensive B2B sales experience and sales management experience, selling complex products to large enterprises. This role is expected to leverage AI and emerging technologies to improve productivity, enhance decision-making, and continuously optimize how work is performed. This will be a full-time, permanent position and can be done remotely within the EMEA region for the right candidate. WHAT YOU'LL BE DOING: Sales strategy and revenue ownership - Develop and execute the EMEA sales strategy aligned to company growth objectives, target segments, and product roadmap. - Translate ARR and bookings targets into territory, segment, and rep‑level plans with clear quotas and activity expectations. - Own pipeline creation, progression, and conversion; ensure accurate forecasting and predictable delivery of quarterly and annual goals. - Use data to continuously refine territory design, coverage models, and sales motions to improve win rates and shorten sales cycles. Leadership and team building - Build, lead, and develop a world‑class sales team, including account executives and outbound/SDR resources. - Recruit and retain top talent; establish a high‑performance culture grounded in accountability, coaching, and continuous improvement. - Implement clear operating rhythms (QBRs, forecast calls, deal reviews) that drive execution discipline and performance. - Mentor and uplevel sales leaders to effectively run their businesses and develop succession depth. Deal execution and customer engagement - Personally engage on strategic opportunities, executive‑level negotiations, and key customer relationships across EMEA. - Partner with Customer Success on expansion, renewals, and executive sponsorship for top accounts. - Ensure rigorous MEDDIC/enterprise sales best practices across discovery, solutioning, proposal, and commercial negotiation. - Serve as an escalation point for major accounts and complex commercial or contractual issues. Cross‑functional go‑to‑market alignment - Partner with Marketing to align on ICPs, campaigns, lead quality, and pipeline targets by segment and region. - Collaborate with Product and Product Marketing to refine positioning, pricing, and packaging in response to buyer feedback and competitive dynamics. - Provide structured, data‑backed insights from the field to influence roadmap and GTM priorities. - Align closely with Revenue Operations on territories, compensation plans, reporting, and tooling (CRM, enablement, forecasting). Operations, reporting, and governance - Own regional forecast accuracy, pipeline health metrics, and sales productivity KPIs; communicate performance to the executive team and Board as needed. - Define and enforce sales processes, CRM standards, and inspection mechanisms to ensure data quality and visibility. - Partner with Finance on planning, budgeting, compensation design, and scenario modeling for the EMEA business. - Monitor market trends and competitive landscape; identify new vertical, product, or partnership opportunities. - Leverage AI-powered tools to improve research, planning, customer engagement, and operational efficiency, while applying sound judgment to ensure high-quality, personalized customer interactions. WHAT YOU'LL BRING: Experience - 10+ years of progressive B2B sales experience, including 5+ years leading enterprise sales teams; experience in SaaS / technology strongly preferred. - Proven track record of owning and exceeding multi‑million‑dollar bookings targets across the EMEA region. - Demonstrated success building and scaling teams in a high‑growth environment (e.g., $50M–$300M ARR stage or similar). - Deep experience selling complex, multi‑stakeholder solutions to enterprise and mid‑market buyers with long sales cycles. - Prior experience partnering with cross‑functional GTM (Marketing, CS, Product) and operating in a data‑driven, metrics‑oriented culture. - Experience using AI to enhance sales productivity and customer engagement, with the ability to critically evaluate AI-generated outputs and use them responsibly in a customer-facing environment. Skills and attributes - Exceptional leadership skills with the ability to inspire, coach, and hold teams accountable. - Strong strategic thinking paired with a hands‑on approach to deals and pipeline. - Excellent communication and executive presence, comfortable engaging C‑suite buyers and internal executives. - Highly analytical and fluent with CRM and sales tooling (e.g., Salesforce, HubSpot, Gong, Clari). - Bias for action, resilience, and a growth mindset suited to a fast‑changing, results‑oriented environment. Education Bachelor’s degree required; MBA or other advanced degree a plus. INTERVIEW PROCESS: At Trulioo, we strive to create an interview experience that is transparent, engaging, and respectful of your time. Our process is designed to help us learn more about your skills and experience while giving you insight into our team, culture, and the impact of the work we do. Here's what you can expect throughout the interview process: - Recruiter Interview: 30 minutes - Hiring Manager Interview: 60 minutes - Panel/Presentation Interview: 60 minutes - Final Leadership Interview: 30 minutes Thriving at Trulioo At Trulioo, you’re not just an employee. You’re a valued member of our Trulicrew on a journey of professional and personal growth with a world-class organization. With Trulioo, you have the power to revolutionize the intersection of technology, digital trust and online identity to open the global economy to everyone. Together, we can shape the digital future. We’re on the lookout for exceptional people to empower with trust, autonomy and the freedom to cultivate their potential. Your curiosity, meticulous attention to detail and passion to contribute are highly valued. If that resonates with you, apply today to become a part of our team. Join us in shaping a future where your career isn’t just a journey but also a boundless exploration into the possibilities of technology and digital identity verification. Get an inside look at life at Trulioo by following us on LinkedIn https://ca.linkedin.com/company/trulioo, or learn more about us at www.trulioo.com http://www.trulioo.com If you don’t see yourself fully reflected in every job requirement listed on the posting above, we still encourage you to reach out and apply. Research has shown that minorities and underrepresented groups often only apply when they feel 100% qualified. We are committed to creating a more equitable, inclusive and diverse company and we strongly encourage applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientations, and life experiences to apply. Trulioo welcomes applications from people with disabilities. Support is available upon request for candidates taking part in all aspects of the selection process. Finally, we know from time-to-time emergencies happen and you may need to reschedule an interview - we understand and encourage you to be in communication without worrying about losing the opportunity or your credibility. Privacy Notice As part of our job application process, Trulioo collects, processes, and discloses personal data for the purpose of identifying suitable candidates for our job openings. For more detail, please visit Trulioo’s Website Privacy Policy https://www.trulioo.com/website-privacy-policy in the section “When you apply for a job”.