GM, Sales (EMEA)

COMPANY OVERVIEW

The company is bringing the world’s most natural interface, voice, to the technology we use every day. Our speech models and real-time infrastructure power AI systems that keep up with the way people actually speak. More than 5,000 organizations run conversational voice AI on the company in production, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Cresta, Granola, and Jack in the Box.

The company Voice Agent Platform brings together speech-to-text, text-to-speech and speech-to-speech, with voice-native foundation models available through cloud APIs or self-hosted and on-premises deployments. Built for accuracy, low latency and cost efficiency, the company makes high-quality voice experiences practical to build and run at scale. More than 650,000 developers have used the company to process more than 200,000 years of audio. Every day, more of the world’s conversations with AI run on our models.

AI-FIRST BY DEFAULT

At the company, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance.

Every team member who works at the company is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do.

Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. If you’re energized by experimenting, adapting, and learning constantly, you’ll thrive here. Expect your day-to-day to evolve as fast as the technology does.

OPPORTUNITY

The company is expanding into EMEA, and we're seeking a GM, Sales to own the region — building and leading the Enterprise and commercial segments of our Account Executive team, establishing the company's European home in London, and driving growth across the region.

This role is both strategic and hands-on. You'll work with sales leadership to continue optimizing the systems, playbooks, and culture that scale ARR growth, while developing a high-performing team that converts opportunities into long-lasting customers. A core part of your mission is building the company's next generation of sales talent through world-class training, coaching, and structured career development.

You'll also be more than a revenue leader. As our senior-most voice in EMEA, you'll bring what you learn in the field back into the company and shape what we build — regional product-market fit, roadmap priorities, and the technical requirements European enterprises hold us to.

You'll partner closely with Marketing, Sales Leadership, RevOps, Customer Success, and Product to align pipeline strategy and leverage modern AI tools to boost productivity, personalization, and team efficiency. Equal parts operator, coach, and builder, you'll combine data-driven rigor with creativity to shape how the company grows its customer base and its sales talent.

WHAT YOU'LL DO

• Scale the Region: Own the EMEA number. Build and execute a strategic roadmap to drive hyper-growth in ARR, from initial land to enterprise-wide expansion.

• Open London: Stand up the company's London office as our EMEA hub — and treat it as a commercial asset, not just real estate. It will host customer and developer events, executive briefings, partner sessions, and the team you build.

• "Challenge & Lead": Recruit and mentor a high-performance team of Account Executives. Manage Customer Success, Marketing, and Forward Deployed Engineers in a dotted-line structure. You will instill a culture of "Challenger" selling — teaching AEs how to disrupt legacy incumbents and lead with technical ROI.

• Shape the Product: Act as the voice of EMEA inside the company. Translate field signal — deal losses, evaluation criteria, data residency and compliance requirements, language and accent coverage — into specific, prioritized input that changes what we build and when.

• Build the Ecosystem: Identify and sign strategic regional partners, GSIs, and local resellers to act as a force multiplier for the company's direct sales efforts.

• Operational Excellence: Implement rigorous forecasting, pipeline hygiene, and territory management across multiple countries, languages, and buying cultures. You will bridge the gap between London and our US HQ.

• C-Suite Influence: Act as the primary executive sponsor for major regional accounts, navigating complex procurement cycles and technical AI evaluations.

YOU'LL LOVE THIS ROLE IF YOU

• Thrive on building and scaling high-performing teams that consistently beat targets.

• Want to build something from the ground up — including the office, the team, and the regional playbook.

• Value working with tenured, high-caliber leaders who prioritize clarity, accountability, collaboration, and execution.

• Enjoy blending data-driven sales operations with creative, human-centered leadership.

• Are energized by developing AEs and building a culture of growth and continuous learning.

• Believe in the power of AI to transform productivity, and are eager to harness cutting-edge tools to optimize performance.

• Are passionate about the company's mission to redefine what's possible with speech technology.

IT'S IMPORTANT TO US THAT YOU HAVE

• Experience: 12+ years in B2B SaaS sales, with 5+ years in a senior leadership role (Director/VP) covering EMEA — including the UK and at least one of DACH, the Nordics, France, or Southern Europe.

• The "the company DNA": A deep fascination with AI, LLMs, and API-first products. You should be comfortable discussing technical architecture as easily as you discuss revenue targets.

• Product Influence: You've done more than sell — you've changed what your company built. You can point to specific roadmap decisions, features, or product bets that happened because of how you brought the market back to Product and Engineering.

• Proven Growth: A track record of scaling a regional business from early traction to high-scale maturity ($10M+ ARR growth experience preferred).

• Partnership Prowess: Demonstrable experience building channel programs that significantly contribute to the total revenue mix.

• High ASP Focus: Expertise in value-based selling to increase Average Selling Price and win rates in a competitive technical landscape.

• Operational Rigor: Deep familiarity with modern sales stacks (Salesforce, Gong, Clari, etc.) and a commitment to data-driven decision-making.

• Education: Bachelor's degree required; MBA or technical degree is a plus.

IT WOULD BE GREAT IF YOU HAD

• Experience opening a new office or first in-region presence for a US-headquartered company.

• Experience leading AE organizations at a high-growth, Series B+ startup or scaling tech company.

• Background selling developer tools, infrastructure, or AI/ML technologies.

• Fluency in navigating EU data protection and AI regulation as a commercial topic, not just a legal one.

• Expertise in building talent development programs or performance coaching frameworks.

• Comfort operating in dynamic, fast-moving environments with evolving goals and systems.

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