Litmus is a leading industrial data platform company empowering manufacturers to unlock the full value of their OT data. This leadership role is responsible for driving revenue growth, leading the regional sales organization, and expanding Litmus’ enterprise customer base across industrial markets in EMEA. The Director of Sales will own pipeline development, forecast accuracy, territory planning, and team performance, partnering closely with cross-functional GTM leaders to drive transformational impact for global manufacturers.

Must Have

• Build, lead, and scale a high-performing enterprise sales team across the EMEA region.
• Hire, onboard, coach, and mentor Account Executives, SEs, BDRs and regional leaders.
• Foster a culture of accountability, collaboration, and excellence.
• Implement consistent processes, sales cadences, and performance standards.
• Define and execute the regional go-to-market strategy aligned with corporate goals.
• Drive predictable revenue generation through world-class sales processes and methodologies (including MEDDIC).
• Develop regional growth plans, territory segmentation, and account prioritization.
• Lead from the front by engaging directly with strategic enterprise accounts and executive stakeholders.
• Own pipeline creation, qualification, and progression across EMEA.
• Ensure rigorous adherence to the MEDDIC methodology for deal execution.
• Deliver accurate monthly and quarterly revenue forecasts.
• Identify gaps early and implement corrective actions to maintain target attainment.
• Partner closely with Marketing, Customer Success, Product, and Partnerships to support regional growth.
• Provide market insights to Product and Engineering teams to influence roadmap priorities.
• Collaborate with the Partner ecosystem (GSIs, OEMs, technology partners) to scale market reach.
• Work with Operations and Finance on pricing, contracts, forecasting, and deal structuring.
• Act as an executive sponsor for key enterprise manufacturing customers.
• Support major customer meetings, executive briefings, and value assessments.
• Build strong relationships with regional partners, distributors, and system integrators.
• Represent Litmus at industry conferences, events, and thought leadership forums.
• Maintain a disciplined sales operating rhythm, including QBRs, pipeline reviews, and weekly deal inspection.
• Optimize sales processes, tools (CRM), KPIs, and workflows for efficiency and scale.
• Ensure compliance with all corporate policies, pricing guidelines, and commercial governance.
• Travel within the EMEA region frequently to meet customers and partners (up to 25–40%).
• Occasional travel to North America for leadership meetings and company events.
• 10+ years of enterprise software sales experience, with at least 5 years in sales leadership roles covering EMEA.
• Proven track record of meeting or exceeding multi-million dollar revenue targets for new business acquisition.
• Experience selling complex software solutions into manufacturing or industrial markets.
• Familiarity with the MEDDIC or MEDDPICC sales methodology and ability to coach teams in its use.
• Demonstrated success building and scaling high-performance enterprise sales teams.
• Strong experience managing long, complex sales cycles with C-level buyers.
• Expertise in pipeline development, forecasting, and enterprise deal management.
• Excellent communication, executive presence, and negotiation skills.
• Ability to operate in high-growth, fast-changing technology environments.

Good to Have

• Background in industrial technology, IoT/IIoT, data platforms, analytics, or OT/IT integration.
• Experience with manufacturing digital transformation programs or industrial automation ecosystems.
• Success working with GSIs, technology alliances, and channel partners.
• Multi-language capability.
• Located in Germany.

Perks & Benefits

• Influence the strategy and growth of a rapidly scaling global organization.
• Partner with some of the world’s most innovative manufacturers.
• Work at the forefront of industrial digital transformation.
• Competitive compensation package including salary, performance bonus, and equity.

Who is Litmus

Litmus is a growth-stage software company that is transforming the way companies harness the power of machine data to improve operations. Our software is enabling the next wave of digital transformation for the biggest and most innovative companies in the World – making Industrial IoT, Industry 4.0 and Edge Computing a reality. We just completed our Series B financing round, and we are looking to expand our team.

Why join the Litmus team

You want to be a part of something great

We pride ourselves on building the most talented and experienced team in the industry who knows how to win. We work hard and the results speak for themselves. We’re trusted by industry leaders like Google, Dell, Intel, Mitsubishi, Hewlett-Packard Enterprise and others as we partner to help Fortune 500 companies digitally transform.

You want to define and shape the future

At Litmus you’ll have the opportunity to support and influence the next wave of the industrial revolution by democratizing industrial data. We’re leading the industry in edge computing to feed artificial intelligence, machine learning and other applications that rapidly change the way manufactures operate

You want to build and shape your career

Join a growth-stage Silicon Valley company to build and define your career path in an environment that allows you to progress rapidly. Bring your unique experience, talent and expertise and add to it by collaborating with and learning from the brightest people in the industry.

We are committed to hiring great people who are passionate about what they do and thrive on winning as a team. We welcome anyone and everyone who wishes to join the Litmus marketing team to apply and share their career experience, dreams and goals with us.

Director of Sales, EMEA

Location: Europe (Remote, with regular travel across the region)

Department: Sales

Reports to: Global VP of Sales

About Litmus

Litmus is a leading industrial data platform company empowering manufacturers to unlock the full value of their OT data—enabling smarter operations, predictive insights, and scalable digital transformation. We work with global enterprises across automotive, electronics, CPG, energy, and more, helping them unify data from the factory floor to the cloud.

As we continue to grow our global footprint, we are seeking a dynamic and experienced Sales Leader in EMEA to lead our regional commercial strategy, build a high-performing team, and accelerate adoption of the Litmus platform across Europe, the Middle East, and Africa.

Position Overview

The Director of Sales is a leadership role responsible for driving revenue growth, leading the regional sales organization, and expanding Litmus’ enterprise customer base across industrial markets in EMEA. You will own pipeline development, forecast accuracy, territory planning, and team performance while partnering closely with cross-functional GTM leaders.

This is a unique opportunity to join a fast-growing industrial technology company and drive transformational impact for some of the world’s largest manufacturers.

Key Responsibilities

Leadership & Team Building

• Build, lead, and scale a high-performing enterprise sales team across the EMEA region.
• Hire, onboard, coach, and mentor Account Executives, SEs, BDRs and regional leaders.
• Foster a culture of accountability, collaboration, and excellence.
• Implement consistent processes, sales cadences, and performance standards.

Sales Strategy & Execution

• Define and execute the regional go-to-market strategy aligned with corporate goals.
• Drive predictable revenue generation through world-class sales processes and methodologies (including MEDDIC).
• Develop regional growth plans, territory segmentation, and account prioritization.
• Lead from the front by engaging directly with strategic enterprise accounts and executive stakeholders.

Pipeline Development & Forecasting

• Own pipeline creation, qualification, and progression across EMEA.
• Ensure rigorous adherence to the MEDDIC methodology for deal execution.
• Deliver accurate monthly and quarterly revenue forecasts.
• Identify gaps early and implement corrective actions to maintain target attainment.

Cross-Functional Collaboration

• Partner closely with Marketing, Customer Success, Product, and Partnerships to support regional growth.
• Provide market insights to Product and Engineering teams to influence roadmap priorities.
• Collaborate with the Partner ecosystem (GSIs, OEMs, technology partners) to scale market reach.
• Work with Operations and Finance on pricing, contracts, forecasting, and deal structuring.

Customer & Partner Engagement

• Act as an executive sponsor for key enterprise manufacturing customers.
• Support major customer meetings, executive briefings, and value assessments.
• Build strong relationships with regional partners, distributors, and system integrators.
• Represent Litmus at industry conferences, events, and thought leadership forums.

Operational Excellence

• Maintain a disciplined sales operating rhythm, including QBRs, pipeline reviews, and weekly deal inspection.
• Optimize sales processes, tools (CRM), KPIs, and workflows for efficiency and scale.
• Ensure compliance with all corporate policies, pricing guidelines, and commercial governance.

Travel

• Travel within the EMEA region frequently to meet customers and partners (up to 25–40%).
• Occasional travel to North America for leadership meetings and company events.

Qualifications & Experience

Required

• 10+ years of enterprise software sales experience, with at least 5 years in sales leadership roles covering EMEA.
• Proven track record of meeting or exceeding multi-million dollar revenue targets for new business acquisition.
• Experience selling complex software solutions into manufacturing or industrial, markets.
• Familiarity with the MEDDIC or MEDDPICC sales methodology and ability to coach teams in its use.
• Demonstrated success building and scaling high-performance enterprise sales teams.
• Strong experience managing long, complex sales cycles with C-level buyers.
• Expertise in pipeline development, forecasting, and enterprise deal management.
• Excellent communication, executive presence, and negotiation skills.
• Ability to operate in high-growth, fast-changing technology environments.

Preferred

• Background in industrial technology, IoT/IIoT, data platforms, analytics, or OT/IT integration.
• Experience with manufacturing digital transformation programs or industrial automation ecosystems.
• Success working with GSIs, technology alliances, and channel partners.
• Multi-language capability (a plus but not required).
• Located in Germany (Litmus has a center of excellence in Berlin with several team members)

Why Join Litmus?

• Influence the strategy and growth of a rapidly scaling global organization.
• Partner with some of the world’s most innovative manufacturers.
• Work at the forefront of industrial digital transformation
• Competitive compensation package including salary, performance bonus, and equity.

Find us at www.litmus.io