About FastSpring:
FastSpring is how AI, SaaS, gaming, software, and digital product companies sell online in more places around the world. We handle all payment needs from checkout to taxes so you can go farther faster.
Founded in 2005, we are a privately owned company headquartered in Santa Barbara with offices in Amsterdam, Austin, Belfast, Dublin, Halifax, and Singapore.
FastSpring is seeking a highly operational and execution-focused sales leader to lead our EMEA & APAC business through its next stage of growth. The right leader brings frontline management, rigor to forecasting, pipeline health, deal execution, and knows how to create accountability and momentum within complex, fast-paced sales organizations.
This leader will manage a team consisting of Sales Managers and Senior Account Executives across EMEA & APAC and play a critical role in elevating sales discipline, and go-to-market effectiveness.
FastSpring operates at the intersection of SaaS, eCommerce, and global payments; this individual should bring experience in high-growth software environments with exposure to payments, subscription commerce, merchant-of-record models, or complex transaction-based platforms.
Success in this role will require:
- strong operational leadership and execution rigor
- experience scaling teams in high-growth global environments
- the ability to lead through complexity and ambiguity
- credibility in complex technical and commercial sales cycles
- a strong collaborative approach across Product, Marketing, Customer Success, and Solutions teams
- high emotional intelligence and strong people leadership capabilities
This position is based in Dublin, Ireland and reports to the CRO who is based in the US.
- Proven experience leading sales organizations in a high-growth software environment, with a focus on payments or e-commerce companies.
- Strong operational leadership skills, including forecasting accuracy, pipeline management, territory planning, and sales inspection rigor.
- Experience managing frontline managers as well as senior individual contributors.
- Ability to balance strategic thinking with hands-on execution and day-to-day business management.
- Experience navigating complex, consultative, and technical sales cycles.
- Experience working with channels and partnerships.
- Strong cross-functional partnership skills across Product, Marketing, Customer Success, and Solutions Engineering.
- Comfort operating in fast-paced, evolving environments where processes and structure continue to mature.
Detailed Responsibilities:
Sales Strategy:
- Drive a strategic sales approach complemented by strong management activities
- Develop and implement specific sales strategies and partner with a cross-functional management team to support go-to-market plans; optimize the strategy, execute and drive results
- Manage the overall sales process, set appropriate metrics for sales funnel management and lead generation
- Instill and enforce rigorous standards of accuracy and process consistency across the sales organization, ensuring the pipeline and forecasting models are highly dependable, validated, and aligned with company revenue projections
- Foster a culture of collaborative learning and knowledge sharing where the team routinely analyzes wins and losses together, scaling best practices to collectively elevate sales performance and outcomes
- Proactively deliver accurate pipeline intelligence and activity insights to both the executive team and peer leaders, ensuring alignment and driving collaborative decision-making
- Critically evaluate competitor products, strategies, and market movements to report actionable intelligence needed to win market share and defend our right to win
Sales Leadership:
- Overall responsibility for attracting, leading and managing a global sales team
- Lead, coach and mentor team to achieve their revenue goals
- Define and implement clear rigorous performance scorecards that map individual activities directly to company growth, ensuring continuous tracking and execution against pipeline and bookings targets
- Drive and nurture the growth and development of the sales team; evaluate and assess Account Executives with a strong performance management framework
- Responsible for career development and performance conversations
- Strong ability to identify roadblocks, influence and present creative ideas/solutions
- Provides direction, development and inspiration to other EMEA & APAC team members
Business Development & Account Management:
- Requires a heavy focus on new business; with targeted customers/prospects
- Maintains relationship with CSM team and is able to cooperate & strategize with CSM leadership
- Primary sales responsibility with a hands-on approach working strategic deals and technical/complex sales cycles
- Own and optimize KPIs across EMEA & APAC regions to accelerate pipeline generation, maximize conversion rates, and directly scale bookings
- Deliver sales presentations to key clients in coordination with Account Executives
- Collaborate with Marketing to develop and implement marketing initiatives
- Represent FastSpring at trade association meetings
- Main point of contact for HQ regarding European office and staff
Professional Experience and Qualifications:
- Experience: 5+ years of sales leadership in a high-growth software environment, with a focus on payments or e-commerce companies
- Hands-On, Developmental Leadership: Experience in a hands-on role focused on coaching, developing sales teams, and managing technical sales cycles in mid-market companies. Track record of developing and leading high-performance sales teams
- Motivational Leadership: High EQ leader with the ability to inspire and motivate a diverse sales team across EMEA and APAC
- Geographic and Cultural Leadership: Experience managing and leading teams across multiple geographies and cultures
- Proven Success in Sales Strategies: Demonstrated experience in creating and executing effective sales strategies within SaaS and payments industries
- Communication: Strong internal and external communication with excellent verbal and written communication skills
- Collaboration: Proven ability to forge deep cross-functional partnerships and drive strategic alignment across matrixed teams, fostering a culture of collective accountability that accelerates high-impact customer outcomes
- Negotiation Skills: Expertise in negotiating and closing complex contracts
- Sales Methodologies: Familiarity with formal sales methodologies
- Strategic Planning: Ability to identify and plan for the capabilities and talent needed to support aggressive growth plans
- Autonomy: Self-motivated with the ability to work independently and assume responsibility.
- Work Ethic: High drive, motivation, passion, and an exceptional work ethic; lead by example
- Organizational Skills: Excellent organizational and time management skills
- US-based Company: Experience working with a US-based, high-growth software company
- Education: Bachelor's Degree preferred, or equivalent relevant experience
About the Company:
FastSpring is an EQUAL EMPLOYMENT OPPORTUNITY/AFFIRMATIVE ACTION employer. Candidates are considered for employment with FastSpring without regard to their race, color, religion, national origin, age, sex, gender, pregnancy, disability, sexual orientation, gender identity, genetic information, military status, veteran status (specifically status as a disabled veteran, special disabled veteran, Vietnam Era veteran, recently separated veteran, armed forces service medal veteran, or other protected veteran) or other classification protected by applicable federal, state or local law.
AI Transparency Statement:
FastSpring may utilize artificial intelligence (AI) or automated tools during portions of the recruitment process to assist with operational and administrative activities, including candidate communications, scheduling, application organization, and interview documentation. These tools are designed to support efficiency and consistency within the hiring process. AI systems are not used as the sole determinant of hiring outcomes, and all employment decisions are made by qualified human reviewers. We are committed to responsible and fair hiring practices and continue to evaluate our use of technology accordingly.
