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BlueOptima is seeking an Enterprise Sales Director to lead a team of four Account Executives selling £100k–£200k ARR deals to CTOs and CFOs across the UK and EMEA. The company provides code-level evidence of software productivity, AI ROI, and engineering cost to enterprise buyers, and operates profitably with deep relationships across top-tier financial institutions.
In this hands-on director role, you will own the weekly sales forecast, challenge every deal commitment, and ensure forecast accuracy through rigorous MEDDPICC inspection in HubSpot. You'll enforce the sales operating cadence—pipeline hygiene, deal reviews, and 1:1s—and personally participate in complex deals: joint calls, executive meetings, negotiations, and procurement conversations. You must be comfortable holding technical conversations with VP Engineering-level buyers without requiring a solutions engineer present.
You'll coach a mixed-experience team, including early-career Account Executives, through live deal coaching rather than workshops. Collaboration is key: you'll work with SDR leadership on meeting quality and with Customer Success on expansion opportunities within the existing customer base.
Success metrics include forecast accuracy within 90 days, fully qualified deals in HubSpot within six months, and the team hitting its number within a year while newer AEs close independently. As the sales organization grows, this role expands into wider regional leadership.
The role is based in London with a 3-days-in-office, 2-days-remote hybrid schedule, plus 4 weeks per year of flexible remote working from anywhere. Benefits include 32 days holiday (including bank holidays), 12 weeks paid parental leave, work-from-home equipment allowance, sponsored learning, and a pet-friendly office.
**Requirements:**
- Minimum three years leading enterprise SaaS sales teams closing £100k+ ARR deals with multi-stakeholder buying groups
- Direct experience selling into software engineering organizations (developer tooling, engineering analytics, observability, SDLC, DevOps platforms, or similar); must understand how software gets built
- Demonstrated track record of forecast accuracy with numbers to back it up
- Real fluency with MEDDPICC or equivalent qualification framework, used as an inspection tool rather than training material
- Comfort in HubSpot or Salesforce at the level of building custom views and reports
- Not suitable if you prefer leading through other managers, lack experience selling technical products to engineering buyers, or view process and forecasting as administrative overhead
