Director, Sales
Job description
About Customer.io
Over 7,500 companies — from scrappy startups to global brands — use our platform to send billions of emails, push notifications, in-app messages, and SMS every day. Customer.io powers automated communication that people actually want to receive. We help teams send smarter, more relevant messages using real-time behavioral data.
Hi, my name is Cale Tully, VP Global Sales here at Customer.io, and I'm looking for a Senior Director, Sales (EMEA) to help grow and lead our sales efforts across Europe, the Middle East, and Africa. This role is critical to driving regional revenue growth at scale, developing high-performing account executives, and shaping the overall EMEA go-to-market strategy.
In this position, you'll take a strategic and executive approach to building pipeline, closing business, and owning the EMEA market. You'll hire and lead a team of talented account executives, partner closely with Marketing, SDRs, and Channel Partners, and collaborate with internal teams to deliver results that help Customer.io significantly expand its footprint across the region.
If you thrive on building and scaling organizations, driving new business, and setting the strategic direction to win in complex markets, we'd love to hear from you!
What we value
- Solution-Oriented Conversations: We focus on uncovering real business challenges and tailoring solutions that create meaningful impact.
- Long-Term Partnerships: Our goal isn’t just closing a deal — it’s building trust and delivering value that compounds over time.
- Strategic Selling: We elevate the conversation beyond features, guiding customers through outcomes and opportunities that align with their business priorities.
- Integrity in the Process: We believe in transparent, respectful sales practices that earn credibility with customers and colleagues.
- Curiosity and Discovery: The best sales outcomes come from thoughtful questions, active listening, and understanding before prescribing.
- Collaboration Across Teams: We succeed by working hand-in-hand with Marketing, Customer Success, and Product.
- Excellence and Accountability: We set a high bar for preparation, execution, and follow-through — always focused on delivering results the right way.
What you’ll do
- Own and scale the EMEA sales organization, leading a team of Account Executives focused on mid-market through enterprise accounts across the region.
- Set the regional go-to-market strategy, defining territory structure, segmentation, and growth priorities across diverse EMEA markets.
- Elevate sales conversations: coach your team to move beyond features, uncover business challenges, and align Customer.io to meaningful outcomes.
- Guide strategic selling motions using frameworks like MEDDICC, Challenger, or SPIN to build trust and demonstrate long-term value.
- Develop and execute regional territory plans that create healthy pipeline and support sustained, multi-year growth across EMEA.
- Drive executive-level customer relationships, engaging directly with C-suite stakeholders on strategic deals and partnerships.
- Lead and coach on outbound sales motion: ensure your team builds the majority of pipeline through outbound prospecting and proactive engagement within EMEA.
- Partner cross-functionally with Marketing, Sales Development, Partnerships, and executive leadership to bring the best of Customer.io to every customer interaction.
- Coach and enable your team across the full sales cycle, with a strong emphasis on thoughtful discovery and solution design.
- Forecast with accuracy and provide executive-level visibility into pipeline health, deal progress, and regional performance trends.
- Build and scale a world-class EMEA sales organization — hiring, onboarding, and developing exceptional talent, fostering a culture of integrity, collaboration, and high performance.
- Represent Customer.io externally as a senior leader and regional ambassador, including at industry events and with key partners.
What we're looking for
- 10+ years of SaaS sales leadership experience, including building, scaling, and leading multi-layered sales organizations with AEs and potentially front-line managers.
- Strong track record of driving solution/value-based selling motions that earn trust and deliver measurable customer outcomes at scale.
- Proven ability to own and grow a regional P&L, with experience setting strategy and accountability for revenue targets across EMEA.
- Experience selling into mid-market and enterprise segments, ideally in martech, CDP, or customer engagement platforms.
- Deep expertise navigating complex, multi-country sales environments across EMEA, including varying market dynamics, buying behaviors, and cultural nuances.
- Skilled in coaching teams on outbound pipeline generation and instilling the discipline needed to build the majority of pipeline through outbound efforts.
- Skilled in coaching teams on discovery, consultative selling, and outcome alignment.
- Executive-level presence — comfortable engaging with C-suite buyers, board-level stakeholders, and representing the company externally.
- Data-driven operator who can forecast, manage to targets, and instill operational rigor across a complex, multi-market region.
- Inspirational leader who balances accountability with development — motivating teams to perform at their best while growing their careers.
- Collaborative partner who builds strong relationships across GTM, Product, and Customer Success.
Compensation & Benefits
We believe in transparency. Starting salary for this role is $350k USD OTE (or equivalent in local currency) depending on experience and subject to market rate adjustment.
We know our people are what make us great, and we’re committed to taking great care of them. Our inclusive benefits package supports your well-being and growth, including 100% coverage of medical, dental, vision, mental health, and supplemental insurance premiums for you and your family. We also offer 16 weeks paid parental leave, unlimited PTO, stipends for remote work and wellness, a professional development budget, and more.
Our Process
No gotchas, no trick questions - just a clear, human process designed to help both of us make an informed decision.
- 30-minute video call with Recruiter
- 30-minute video call with Hiring Manager
- 2 x 30-minute video calls with a few members of the team
- Take-Home Assignment + 45-minute Review Call
- 1 30-minute Bar Raiser chat
All final candidates will be asked to complete a background check and employment verifications as part of our pre-employment process.
Customer.io recognizes the stifling impact of systemic injustice on diverse communities. We commit to using our influence to increase inclusion and equity within the tech industry. We strive to build an inclusive team culture, implement bias-free hiring practices, and develop community partnerships to expand our global impact.
Zoom is the only video conference platform that we use, virtual interviews will be conducted using the video capability (i.e., not via the chat), and offers will be extended in writing on official Customer.io letterhead. Please be vigilant in all of your job search activity, and if you have any questions please contact [email protected].
Join us!
Check out our careers page for more information about why you should come work with us! We believe in empathy, transparency, responsibility, and, yes, a little awkwardness. If you’re excited by what you read — apply now.