Head of Sales, EMEA

Europe /
Sales /
At Tive we imagine a world fully transparent, where everything and everyone is connected. We want to pioneer beyond what the world thought possible so what others hold near and dear arrives on time and in full.

We believe and live four core company values:
1. Create transparency first, everything else second: We believe the strongest trust belongs to those who are transparent, open and deliver on their word.
2. Make it simple: We expect to do the work and deliver technical solutions to complex problems, simply.
3. At Tive, we’ve got your back: We hold fierce loyalty to our people.
4. Relentless iteration to find a better way: Our energy to learn new things and create solutions every day is unmatched anywhere in the world.

Tive exists to solve the real time visibility challenges related to one of the world’s largest and most complex networks: global logistics and supply chain. Our team is focused on giving our customers the most access to accurate, live, and meaningful information about their shipments. Whether by road or rail, ocean or air, Tive is the most innovative and accurate way for companies to track their cargo.

Why should you consider joining us now?

There are usually one, maybe two companies in someone’s career that they can look back on
fondly because they were challenged, did their best work, believed in the company they
represented, and built something significant and enduring. Tive has all of the ingredients to be
that company for you.

As the leader of our EMEA-based sales team, this is your chance to paint your career version of
the Mona Lisa. We have all of the pieces necessary for you to be successful: a truly special
founder & CEO, a differentiated product offering, a very active and rapidly expanding total
addressable market, a recent Series B funding round worth $54m, and a team committed to
winning the #1 slot in our space. You get the best of both worlds: a well funded start-up with a
product that has tremendous demand and the chance to build out a consistent sales engine in
the market we believe has the most revenue potential!

Job Description

Tive is actively hiring a Head of Sales, EMEA. Our EMEA sales team is comprised of 11 quota
carrying salespeople today, plus a manager of our partner relationships in Europe. The Head of
Sales, EMEA will be responsible for driving the repeatable day-in-the-life across the sales team,
working with each individual to map their path to quota, coach their team up with a goal of
continuous improvement, and establish a culture of success within the team. This person will
work extensively with the marketing team to establish efficient regional support, work with
customer success to ensure business value expectations are being met, and with the VP of
RevOps and Enablement to ensure your team is put in a position to perform as expected. This
role will report directly into the Chief Revenue Officer and is expected to have a major impact on
the trajectory of the Tive’s growth in the years ahead.

What do the key responsibilities of the role look like?

    • Partner closely with the CRO and VP of RevOps to establish a firm path to achieving the sales plan for the region.
    • Manage to the daily/weekly/monthly/quarterly KPI’s of your team that support the Sales Math necessary to achieve your pipeline and revenue targets.
    • Continue to recruit, hire, onboard, train, and manage salespeople based on the needs of the business, the regions, and the specific verticals where Tive has shown repeated success.
    • Own and drive deep pipeline & opportunity management within your team. Leverage the sales process to ensure opportunities are being staged correctly, meeting exit criteria before moving forward, and creating discipline within the movement of deals. Develop a forecast cadence that demonstrates accuracy and understanding of the business in the region.
    • Work with our partner team to drive new opportunities and pipeline through a co-selling or referral motion.
    • Create a culture of success within your sales organization. Winning begets winning. We want a team in EMEA that is able to capture and build upon the market momentum Tive has. You will be key to growing that as their leader!

What skills and qualifications do we want in the role?

    • 5+ years of senior sales leadership experience in a global B2B SaaS businesses in the midst of significant growth cycles (supply chain & logistics experience is preferred, but not required).
    • Ability to lead through constructive influence while working alongside organizational leadership (sales, marketing, business/revenue operations, product, and executive team).
    • Used to leveraging data to drive fact-based decisions related to investments/divestments, performance management, hiring top talent, and managing the team.
    • Exceptional people leader and team builder. Demonstrable track record of hiring top performers and amazing human beings.
    • Solid understanding of standard business practices in a SaaS sales organization such as sales process, sales & qualification methodologies, account mapping, lead SLA’s, reporting, forecasting, territory management, sales quotas, and ramp/sales productivity modeling.
    • Solid Salesforce skill set.
    • Ability to operate autonomously in an environment that changes rapidly.
    • Ability to build productive and positive relationships across the organization at all levels.
    • Excellent communication skills with peers, team members, and executives alike.
    • Candidates throughout Europe and the United Kingdom are encouraged to apply. Those close to major airports are preferred due to the extensive travel expectations (50%+).

What does Tive offer?

    • A chance to join what may very well turn out to be the most important company in your career. This is your chance to paint your Mona Lisa.
    • The autonomy and resources to build what you know how to build.
    • Work with a committed global team that continues to track an unusually high employee NPS score.
    • Office based, hybrid, or remote work options. Your choice.
    • Competitive equity to ensure all of our employees have a sense of ownership in the long-term success of Tive’s growth.
We celebrate diversity and consider it key to our success as a team and a company. We are proud to be an equal opportunity employer, and we are committed to creating an inclusive environment of mutual respect for all employees.