Senior Manager Enterprise EMEA

Role Overview
We are seeking a Senior Manager Enterprise EMEA to own team Net New ARR attainment by driving expansion and cross sale plays across our largest enterprise customers. This leader will set the strategy and enable execution through a team of high performing Enterprise Account Executives and holding the team accountable to results.
The Enterprise Account Executives (AEs) team owns expansion motion for our top accounts and supports the CSM and retention team on renewals. As their manager, you will define the strategy, orchestrate cross-functional execution, and ensure the team delivers outcomes.

• Set and Deliver expansion targets; hold the team accountable for attainment.

• Enable AEs to qualify and progress expansion opportunities; remove roadblocks.

• Coach consistent upsell/upgrade/cross-sell motions and inspect execution quality.

We are looking for a high-energy team player with a proven record of accomplishment of overachieving sales targets who demonstrate strong leadership, humility, and a growth mindset in an organization that values openness, honesty, and support.

Key Responsibilities
Team Leadership & Performance

• Develop, manage, and support a high-performing team of Enterprise Account Managers; set goals and inspect progress weekly.

• Foster a culture of excellence, innovation, and continuous improvement through coaching, feedback, and recognition.

• Establish clear performance metrics and KPIs; review pipeline, activity, and forecast accuracy with each AE.

• Report performance, risks, and opportunities to Lansweeper leadership with crisp, data-driven narratives.

• Mentor and inspire your team; hire, onboard, and develop talent to raise the bar.

Account Management & Retention

• Guide relationship strategy with multi-threaded executive sponsorship; ensure AEs map orgs and expand influence beyond IT into Security and other functions.

• Enable AEs to act as trusted advisors; review account plans and value hypotheses quarterly.

• Develop internal champions by codifying success stories and directing targeted advocacy plays.

• Inspect customer outcomes and value realization; intervene early to de-risk renewals.

Growth Through Solution Selling

• Implement solutions selling across the team by standardizing discovery, value quantification, and business case development; review deal and coaching.

• Inspect upsell motions and ensure alignment to customer outcomes

• Drive adoption plans and hold owners accountable

• Guide cross-sell strategies across the portfolio

• Oversee pricing/term negotiations and deal governance

• Ensure close plans are in place for every top account

• Champion a value-selling approach; require quantified impact and executive-ready narratives in all major proposals.
• Embed a consistent sales framework across the team

Strategic Selling & Value Delivery

• Leverage a consultative, value-driven approach to align Lansweeper solutions with customers' business objectives.

• Collaborate with internal teams (Product, Direct Sales, Regional Marketing, Customer Success, and others) to align offerings and pricing with customer needs.

• Drive upsells, upgrades, and price increase opportunities strategically across your portfolio.

Operational Excellence

• Accurately forecast team sales opportunities by deeply understanding customer objectives and aligning account strategies accordingly.

• Navigate complex legal, procurement, and security processes typical of global enterprises, mitigating roadblocks and streamlining decision-making.

• Ensure disciplined pipeline management and reporting to support predictable growth.

Qualifications
Must-Have

• 10+ years of experience in enterprise sales in a SaaS organization.

• Ideally with experience in solution selling in ITAM, Cybersecurity, or ITSM.

• 5+ years of management or leadership experience, ideally leading enterprise or global account teams.

• Proven track record in:

• Global or large enterprise account management

• Solution-based / consultative selling

• Driving expansion & cross sell revenue growth

• Strong written and oral communication skills, with excellent presentation and negotiation capabilities.

• Effective time management and organizational skills in a fast-paced environment.

• Exceptional stakeholder management, with the ability to build trust across multiple organizational levels, including C-level executives.

• Strong analytical mindset to identify growth opportunities and monitor key performance indicators.

• Willingness to travel as needed to support team, customer, and partner engagements.

• Bachelor's degree in business, Information Technology, or related field (or equivalent experience).

Nice-to-Have

• Experience in the IT or security industry, particularly with IT asset management or security-focused solutions.

• Prior experience working in a global SaaS organization and matrixed environment.

• Business English proficiency in English and one other modern European language

About Lansweeper:
Lansweeper is the AI Cyber Asset Intelligence platform helping IT and Security teams gain full visibility, reduce cyber risk, and scale automation with confidence.
In today's complex IT, OT, cloud, and IoT environments, fragmented asset data slows decisions and increases risk. We transform raw asset data into a continuously validated, trusted source of truth - so teams can move faster and act with certainty.
With Lansweeper, organizations can:
See - Truly complete visibility across hybrid environments
Know - Enriched asset intelligence with lifecycle and risk context
Act - Automate workflows, coordinate remediation, and enforce policy at scale
From universal asset discovery to AI-powered intelligence, we provide the shared foundation modern IT Operations, Cybersecurity, and Digital Transformation teams rely on.
Our culture:
We're built on four core values:

• One Team - United across boundaries

• We Care - Customers and people at the center

• We Grow - Learning, sharing, improving

• We Deliver - Focusing on what truly matters