Chief Operating Officer / COO - Europe - Global Software Company

About the Company

Our client is a highly successful global software company which is well established and positioned to scale.

About the Role

As part of continued success, we are hiring a COO as a commercial and operational leader to work alongside regional leadership . The focus will be on driving regional execution, commercial performance, operational discipline and sustainable revenue growth. The role combines revenue accountability, pipeline generation, operational governance, performance management and cross-functional execution - so, it requires experience as a successful sales leader, combined with the commercial/operational leadership skills across the broader business.

• You will drive the operating rhythm, data discipline and execution required to support predictable growth across the region.
• You will align with the same commercial outcomes as the MD of the region, and you will act as a trusted deputy and execution partner, translating regional strategy into clear operating priorities and commercial results.

Strategic Commercial Leadership & Revenue Growth

• Define, execute and operationalise the commercial strategy for Western Europe.
• Drive top-line growth through direct accountability for pipeline creation, revenue performance and commercial execution.
• Build and maintain a qualified pipeline of regional sales opportunities, ensuring they are well sponsored, accurately staged and positioned for close.
• Support strategic deal progression, including executive sponsorship, deal governance, close planning and risk mitigation.

Operational Excellence & Commercial Governance

• Establish and manage a consistent regional commercial operating cadence across sales, BDR, digital sales, marketing and supporting functions.
• Drive structured operational rigor through weekly, monthly and quarterly business reviews, ensuring performance conversations are grounded in data, actions and accountability.

Pipeline, Demand Generation & Deal Quality

• Own the end-to-end regional pipeline generation framework across BDR, marketing, digital sales and field sales.
• Build a repeatable demand engine with clear ownership, cadence, conversion metrics and measurable outcomes.

Performance Management, Data & Analytics

• Own the regional commercial performance management rhythm, ensuring leaders have access to high-quality data for planning, decision-making and execution.
• Develop and maintain KPIs, dashboards and reporting that provide clear visibility of pipeline health, coverage, conversion, stage integrity, forecast quality and performance trends.

Territory, Market & Growth Planning

• Support regional territory and coverage planning, partner with sales leadership to assess coverage models, market opportunity, account segmentation and resource allocation.
• Help ensure alignment between regional plans, global priorities and local market execution.

Team Leadership & Operating Discipline

• Set clear expectations, cadence and accountability across teams involved in pipeline creation and commercial execution.
• Create an environment where teams understand priorities, performance expectations and how success will be measured.

REQUIREMENTS:

• Significant leadership experience in enterprise software sales, commercial operations and/or regional business leadership.
• Proven experience owning commercial targets in a complex enterprise sales environment.
• Strong understanding of long-cycle enterprise software sales, ideally aligned with AI or Enterprise SaaS environments.
• Track record of building repeatable commercial operating rhythms, demand engines and performance management frameworks.
• Strong experience in pipeline management, forecasting, CRM discipline, QBR governance and commercial analytics.
• Proven ability to work across matrixed, international and fast-paced organisations.
• Comfortable holding senior stakeholders and teams accountable in a firm but fair way.
• Strong ability to influence without direct authority, using credibility, insight and commercial judgment.
• Strong attention to detail combined with the ability to see the bigger commercial picture.
• High energy, strong drive and a clear bias for action.
• Collaborative leadership style, able to bring teams together around common goals and measurable outcomes.