Country Manager Spain and Portugal – Madrid or Barcelona – Governance, Risk & Compliance SaaS

Posted by Paul French
February 2024

  • Highly Acquisitive SaaS Company
  • Huge Global Market
  • Private Equity Backed SaaS Firm
  • Hands On Sales Team Leadership Role
  • Barcelona or Madrid location
  • Spain, Portugal & Latam
  • Large Existing Client Base
  • Indirect and Direct Sales GTM

The Opportunity

This is an incredibly exciting company that has developed a suite of SaaS compliance solutions that are used by thousands of mid market and large corporate businesses internationally. An acquisitive business that is now owned by Private Equity, this SaaS firm is building out its global footprint and continuing to build its Iberian business. There will also be some focus in the Latam market.

The Country Manager, Spain will be responsible for leading a team of 5 SaaS sales people and will be primarily responsible for driving sales indirectly via partners and directly to end user. The current business is weighted more to selling through partners although the direct business is equally important.  The ideal candidate will be a sales player manager so will actively support all sales processes and remain hands on in sales. There is already an extensive and loyal client base in the region so providing an excellent platform to further develop the new business sales efforts.

The company whilst well established has an exciting journey ahead and this role provides an incredible opportunity to join a company as it embarks upon its next phase of international growth.

The Role

  • Inspire and motivate the sales team through exemplary leadership, setting a high standard of performance.
  • Initiate and spearhead indirect and direct sales campaigns, supporting the team to surpass targets and achieve operational excellence.
  • Formulate and execute growth strategies tailored for the region ensuring harmonization with global group strategy.
  • Explore market potential in existing territories, identify business prospects, and implement impactful strategies to expand market share and customer reach.
  • Analyze local market dynamics, competitive landscape, and customer feedback to inform local decision-making processes.
  • Ensure seamless execution, attainment, and ongoing monitoring of quarterly performance targets across the team.
  • Provide guidance to the sales team in navigating complex scenarios and coach members on effective sales tactics, encompassing customer engagement, stakeholder management, negotiation, and deal closure.
  • Regularly collaborate with key internal stakeholders to drive significant impact in the market.
  • Work with and build relationships with other functions and leaders so fostering a close working relationship across the business both in the region and more broadly.

The Person

  • Successful hands on SaaS sales leader/player manager with experience of indirect sales via partners as well as direct sales to end users both in mid market and enterprise level in Spain and Portugal.
  • Demonstrated success in sales leadership, ideally within an international SaaS organization, showcasing a proven ability to drive revenue growth and achieve ambitious sales targets.
  • Extensive experience in mentoring and coaching sales teams for impactful performance, along with a track record of building, scaling, and managing teams in a dynamic and fast-paced environment.
  • Proven expertise in sales forecasting, developing strategic sales plans, and implementing growth strategies that contribute to overall business success.
  • Exceptional communication and presentation skills in both English and Spanish. Other language capability is helpful also.
  • Adept at establishing and nurturing effective relationships and partnerships with key stakeholders, including customers, partners, and internal teams across the region
  • Results-driven mindset, with a strategic focus on delivering land and expand SaaS sales strategies.
  • Familiarity with the Compliance Saas sector would be advantageous but not a prerequisite
  • Exposure to ESG, Risk Management, Legal Software, Data Rooms,  Financial Crime solutions for instance would be useful or where a SaaS solution is sold to heads of Risk, Compliance, HR or Heads of Legal for example.

Paul French
Director, Intrinsic Executive Search

Contact Paul French