Regional VP of Sales, DACH and CEE regions

monday.com is the AI work platform powering the most ambitious teams. 250,000+ customers across departments use us to bring people, workflows, and AI agents together on one flexible platform where AI doesn't just assist, it executes. We move fast, build things that matter, and foster an ownership-driven culture where you're empowered to shape how organizations work and outpace their competition.

Our revenue organisation is expanding, and we are looking for an RVP, based in Munich, to oversee our direct and indirect sales teams serving our customers in the DACH and CEE region.

As RVP, you will be responsible for the revenue growth, as well as taking a pivotal role in the management of the region as a whole.

Responsibilities

• Build, nurture and lead our DACH sales organisation, responsible for capturing the market opportunity across all our market segments.
• Develop an ambitious but sustainable growth plan for the group over the next three to five years, in collaboration with regional leadership.
• Achieve and exceed ARR and other goals that may be set from time to time, aligned with OKRs and other priorities.
• Build and develop a best-in-class first-line management team, driving us to new levels of performance and maintaining our culture as we scale.
• Embed AI enriched sales playbooks that leverage technological developments to enhance sales productivity, buyer experience and results
• Lead monday.com's expansion upmarket by implementing robust sales methodology, territory and account planning, and associated training and development.
• Hire market-leading talent whose values align with monday.com, and ramp and develop them quickly to accelerate time to productivity.
• Drive division-wide understanding and adoption of forecasting processes, achieving improved forecasting accuracy and advanced visibility.
• Develop the team's core skills with insightful feedback, tailored development plans and a focus on continuous improvement.
• Inspire a culture of teamwork, transparency and accountability, leading from the front.
• Take a proactive approach to performance management, with strong cadences, clear expectations and transparent and timely feedback.
• Be a strong partner to Sales Development and Marketing leadership to optimise our top of funnel for both efficiency and effectiveness, and our post-sales organisation for optimum customer experience.

Experience/Skills

• 10+ years track record leading high-performing SaaS sales/account management teams, with 3+ years 3rd line management experience, with a deep knowledge and relationships in the region, particularly in Germany.
• Deep knowledge of the DACH market, including how to develop and hire the best talent using Munich as a hub, and an understanding of cultural, linguistic and operational nuances.
• Experience operating in an environment where expectations are geared to high double-digit growth (think 30-40% year-on-year), and building foundations for significant, sustainable expansion.
• Outstanding, demonstrable process and track record in coaching and developing best-in-class first-line sales and channel leaders.
• Demonstrated ability to build, engage, hire, develop and retain the best sales talent in the market.
• Able to switch seamlessly between new and existing business, equally comfortable with the mechanics of driving outbound new business pipeline generation as with complex account lifecycles and stakeholder management.
• Expert knowledge of building solution-based sales organisations, advising on ROI playback and navigating complex lines of influence between business and horizontal stakeholders (IT, Legal, Procurement).
• Demonstrated experience of embedding AI into sales motions, with tangible examples of outcomes enhanced as a consequence
• Strong knowledge of outbound sales approaches (Command of the Message, MEDDPICC strongly preferred) and the implementation of those methodologies from scratch.
• Experience moving a company upmarket and evolving existing sales mindset and processes – strong emotional awareness and change management skills.
• High level of discipline and a strong operating cadence for performance management and forecasting. Comfortable managing experienced reps and making sure that the quality and quantity of inputs are still met.
• High-functioning; understands the market opportunities at monday.com and their complexities, and is positioned to inspire and lead a team to capture them.
• Strong executive presence and gravitas, able to be a figurehead for the region both internally and externally, including public speaking at events.
• Ability to drive and build a strong, monday.com-aligned culture.
• Leads from the front with transparency, empathy and accountability. Aligned with monday.com's core values.