Head of Sales

WHO WE ARE

Ready to shape the future of digital optimization with a global leader in AI-powered experience solutions? We invite you to join AB Tasty on our mission to help brands sell better by creating positive user experiences across all digital properties

Since our founding in 2009, we've partnered with over 1000 clients, including renowned brands like Kering, McDonald's, Ulta Beauty, L'Oreal, Disneyland Paris, and LVMH among others. With a presence in 8 countries across 3 continents, our team of 300+ passionate individuals is dedicated to building the internet of the future.

Joining AB Tasty means becoming part of a diverse, dynamic team that values innovation and growth. Our company culture, guided by core values, shapes our daily interactions:

• We bring client satisfaction

• We are impactful

• We go above and beyond

• We live one team, one dream

We're committed to creating a workplace where everyone feels empowered to share ideas, take risks, and make an impact. We also know that a happy team is a productive team, that's why at AB Tasty, we're not just about delivering top-notch digital experiences - we're committed to nurturing our team and their professional journeys.

Learn more about AB Tasty and our teams:

• About Us

• Your Journey with Us

• AB Tasty on Welcome to the Jungle

THE TEAM

As Head of Sales for Spain & Italy, you will own regional new business and expansion performance across two strategic markets. You'll lead a combined team of direct and dotted-line reports, including Account Executives (AEs) and Key Account Managers (KAMs), in close partnership with Marketing, Pre-Sales, Customer Success, Partners, and RevOps. You'll report to our Co-CEO and play a visible role in shaping regional go-to-market strategy, building pipeline, closing strategic deals through your team, and driving operational excellence.

• Collaboration tools: Slack, Jira, Confluence, and more

• Tools: Salesforce, Gong

• Travel: regular travel across Spain and Italy, plus occasional international travel for leadership meetings and events

CONTRACT & LOCATION

• Type: permanent full-time

• Location: Madrid

• Work policy: hybrid, with up to 3 remote days per week

YOUR MISSION

• Own the regional revenue plan and deliver on the business objective: scale ARR across Spain and Italy

• Build, lead, and coach a high-performing team structured around Account Executives (AEs) and Key Account Managers (KAMs); manage 6 direct reports and ~15 total reports including dotted-line team members

• Define and execute the regional GTM strategy (Spain + Italy): segmentation, territory plans, partner motion, and enterprise focus-aligned with AB Tasty's unified experimentation, personalization, recommendations, and feature management platform

• Drive consistent pipeline generation: enable a rigorous outbound culture, partner with Marketing and Partners, and enforce qualification frameworks (e.g., MEDDIC, SPICED, Challenger) for forecast accuracy and speed-to-revenue

• Lead from the front on complex enterprise pursuits: orchestrate exec alignment, solution engineering, legal, security, and procurement to accelerate cycles, while ensuring your team "owns the deal" end to end.

• Coach to excellence: implement deal reviews, call coaching (Gong), territory reviews, and career development plans; hire, onboard, and ramp talent to productivity targets

• Establish strong operating cadence: weekly forecasts, pipeline health reviews, win/loss analysis, and KPI dashboards to drive predictability and accountability.

• Partner with Customer Success and KAMs to expand strategic accounts: upsell/cross-sell across AB Tasty's portfolio (experimentation, personalization, recommendations, EmotionsAI, feature management)

• Develop the regional partner ecosystem (agencies, SIs, tech partners) to amplify reach, co-sell, and influence pipeline and ARR

• Be the voice of the customer regionally: channel market feedback to Product, Marketing, and Leadership to refine positioning, pricing, and roadmap for Spain and Italy

• Model AB Tasty culture and values; foster a resilient, performance-driven, and collaborative team environment across markets and functions

WHAT YOU'LL BRING

• Proven success as a Sales Director (or equivalent) leading enterprise SaaS sales teams; MarTech experience is a must-have

• Track record of scaling revenue and teams across multi-country regions; comfortable with dotted-line leadership and matrixed collaboration

• Demonstrated ability to hire, coach, and retain top talent; you love managing and enabling others to win

• Mastery of enterprise sales methodologies (MEDDIC, SPICED, Challenger) and operational rigor in Salesforce and Gong; strong forecasting discipline

• Executive presence and stakeholder management with C-levels; able to report to and collaborate closely with the CEO

• Languages: Fluent Spanish and Italian required; strong English preferred

• Ability to travel across Spain and Italy.

• Behavioral strengths: self-driven, resilient, hands-on professional with high standards and a builder's mindset

If you don't meet 100% of these qualifications, tell us why you'd still be a great fit for this role in your application

WHY YOU'LL LOVE IT HERE

• Make a real impact: directly influence our success and be a player in the company's growth

• Ownership & autonomy: we believe in trust - no micromanagement, just the freedom to excel and take charge of your own journey

• International culture: collaborate with a diverse, global team across 8 countries

• Accelerate your career: we offer vast opportunities for professional development, education, and upward mobility

• Flexible work: enjoy a balanced work schedule, with up to 3 days of remote work per week

AB Tasty is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status or disability status.