Regional Director of Sales, DACH

JoVE · Remote · UK

Base: Not disclosed
OTE: Not disclosed
Posted: 10d ago

Still open · checked 1h agoon JoVE's careers page

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The job

What you'd do: Leads a DACH sales team selling JoVE's video subscriptions to universities, colleges and biopharma, covering new subscriptions and renewals. Role is management-focused with a remote-friendly setup.
Who you'd sell to: Universities, colleges and biopharma companies · Higher education and biopharmaIn their words: “Our institutional clients comprise over 1,000 universities, colleges, and biopharma companies”
Where deals come from: Not stated in the posting.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 10 days.
Company hiring: 5 sales roles open, hiring at a steady pace.

Red lights

"Unlimited earnings," no numbers. It sells uncapped or unlimited earnings but never says what anyone actually earns.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What did the median rep and the top rep actually earn last year?
"Unlimited" is a ceiling, not a number. You need the median.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What are the base and the OTE for this role?
No point investing hours before you know the number.
4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
5.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from JoVE? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

JoVE is the world- leading producer and provider of video solutions with the mission to improve scientific research and education. Millions of scientists, educators and students use JoVE for their research, teaching and learning. Our institutional clients comprise over 1,000 universities, colleges, and biopharma companies, including such leaders as Harvard, MIT, Yale, and Stanford. As a rapidly growing company, with offices in the USA, Europe, APAC and servicing clients in over 60 countries, we are seeking talented and ambitious individuals to join our company The Role JoVE is seeking a dynamic and results-oriented sales professional to join our EMEA leadership team as Regional Director of Sales for the DACH markets. In this key role, you will lead a team of Account Executives, driving new sales growth and renewals, managing sales operations, and contributing to JoVE's ongoing success in this market. Responsibilities - Lead the DACH regional sales team to consistently meet & exceed assigned revenue targets. - Strategically direct and oversee the sales activities, closely tracking pipeline health and deal progression to drive revenue growth. - Lead and develop sales talent to grow and expand the subscriptions of JoVE's education and science research video titles. - Define, implement, and monitor key performance indicators (KPIs) for the sales team, regularly assessing progress and making adjustments to ensure success. - Analyze buyer and influencer motivations, competitive dynamics, and the sales cycle to prioritize and refine sales strategies. - Collaborate with marketing, customer success, and other teams to ensure alignment of sales efforts with company objectives and goals. - Successfully plan and manage renewal projects with existing clients. Requirements - A Bachelor's Degree. - 5+ years of hands-on experience leading sales teams in EdTech, SaaS or STEM publishing industries. - 10+ years of experience in sales. - Proven track record of leading high-performing sales teams and driving sustained revenue growth. - Result oriented, and willingness to work in a fast-paced environment. - Excellent communication and interpersonal skills. - Strong experience with Salesforce, Hubspot or similar platforms Benefits - A competitive compensation package, including unlimited commissions. - You will make a direct impact in accelerating science research and education. - We’re fully remote! - Opportunity to work with global teams and in an environment that promotes innovation and collaboration. - Our strong promotion from within culture draws a clear path to advance your career with us.

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