Head of Sales - Spain and Italy - M/F/D

<p dir="ltr"><strong>WHO WE ARE</strong></p><p dir="ltr">Ready to shape the future of digital optimization with a global leader in AI-powered experience solutions? We invite you to join AB Tasty on our mission to help brands sell better by creating positive user experiences across all digital properties!</p><p dir="ltr">Since our founding in 2009, we've partnered with over 1000 clients, including renowned brands like Kering, McDonald’s, Ulta Beauty, L’Oreal, Disneyland Paris, and LVMH among others. With a presence in 8 countries across 3 continents, our team of 300+ passionate individuals is dedicated to building the internet of the future.</p><p dir="ltr">Joining AB Tasty means becoming part of a diverse, dynamic team that values innovation and growth. Our company culture, guided by core values, shapes our daily interactions:</p><ul> <li dir="ltr"><p dir="ltr"><strong>We bring client satisfaction</strong></p></li> <li dir="ltr"><p dir="ltr"><strong>We are impactful</strong></p></li> <li dir="ltr"><p dir="ltr"><strong>We go above and beyond</strong></p></li> <li dir="ltr"><p dir="ltr"><strong>We live one team, one dream</strong></p></li> </ul><p dir="ltr"><br/>We’re committed to creating a workplace where everyone feels empowered to share ideas, take risks, and make an impact. We also know that a happy team is a productive team, that’s why at AB Tasty, we’re not just about delivering top-notch digital experiences - we’re committed to nurturing our team and their professional journeys.</p><p dir="ltr"><em>Learn more about AB Tasty and our teams: </em></p><p><br/></p><ul> <li dir="ltr"><p dir="ltr"><a href="https://www.abtasty.com/about-us/">About Us</a></p></li> <li dir="ltr"><p dir="ltr"><a href="https://www.abtasty.com/fr/votre-parcours-chez-ab-tasty/">Your Journey with Us</a></p></li> <li dir="ltr"><p dir="ltr"><a href="https://www.welcometothejungle.com/en/companies/ab-tasty">AB Tasty on Welcome to the Jungle</a></p></li> </ul><p><br/></p><p dir="ltr"><strong>THE TEAM</strong></p><p><br/><br/></p><p dir="ltr">As Head of Sales for Spain &amp; Italy, you will own regional new business and expansion performance across two strategic markets. You’ll lead a combined team of direct and dotted-line reports, including Account Executives (AEs) and Key Account Managers (KAMs), in close partnership with Marketing, Pre-Sales, Customer Success, Partners, and RevOps. You’ll report to our Co-CEO and play a visible role in shaping regional go-to-market strategy, building pipeline, closing strategic deals through your team, and driving operational excellence.</p><p><br/></p><ul> <li dir="ltr"><p dir="ltr"><strong>Collaboration tools:</strong> Slack, Jira, Confluence, and more</p></li> <li dir="ltr"><p dir="ltr"><strong>Tools: </strong>Salesforce, Gong</p></li> <li dir="ltr"><p dir="ltr"><strong>Travel: r</strong>egular travel across Spain and Italy, plus occasional international travel for leadership meetings and events</p></li> </ul><p><br/></p><p dir="ltr"><strong>CONTRACT &amp; LOCATION </strong></p><p><br/></p><ul> <li dir="ltr"><p dir="ltr"><strong>Type: </strong>permanent full-time</p></li> <li dir="ltr"><p dir="ltr"><strong>Location:</strong> Madrid</p></li> <li dir="ltr"><p dir="ltr"><strong>Work policy: </strong>hybrid, with up to 3 remote days per week</p></li> </ul><p><br/></p><p dir="ltr"><strong>YOUR MISSION</strong></p><p><br/></p><ul> <li dir="ltr"><p dir="ltr">Own the regional revenue plan and deliver on the business objective: scale ARR across Spain and Italy</p></li> <li dir="ltr"><p dir="ltr">Build, lead, and coach a high-performing team structured around Account Executives (AEs) and Key Account Managers (KAMs); manage 6 direct reports and ~15 total reports including dotted-line team members</p></li> <li dir="ltr"><p dir="ltr">Define and execute the regional GTM strategy (Spain + Italy): segmentation, territory plans, partner motion, and enterprise focus-aligned with AB Tasty’s unified experimentation, personalization, recommendations, and feature management platform</p></li> <li dir="ltr"><p dir="ltr">Drive consistent pipeline generation: enable a rigorous outbound culture, partner with Marketing and Partners, and enforce qualification frameworks (e.g., MEDDIC, SPICED, Challenger) for forecast accuracy and speed-to-revenue</p></li> <li dir="ltr"><p dir="ltr">Lead from the front on complex enterprise pursuits: orchestrate exec alignment, solution engineering, legal, security, and procurement to accelerate cycles, while ensuring your team “owns the deal” end to end.</p></li> <li dir="ltr"><p dir="ltr">Coach to excellence: implement deal reviews, call coaching (Gong), territory reviews, and career development plans; hire, onboard, and ramp talent to productivity targets</p></li> <li dir="ltr"><p dir="ltr">Establish strong operating cadence: weekly forecasts, pipeline health reviews, win/loss analysis, and KPI dashboards to drive predictability and accountability.</p></li> <li dir="ltr"><p dir="ltr">Partne