HEAD OF SALES AMER
As Head of Sales, North America, you will turn our AMER business into a repeatable engine for large enterprise Data and AI transformations. Reporting to the Managing Director, you will lead and develop a team of vertical-aligned sellers, deepen our Google Cloud partnership across the region, and build the pipeline that takes us to our 2027 bookings ambition.
You are not a "manager from a distance." You will join a seller on a complex stakeholder map at a Fortune 500 account, sharpen the business case for an AI platform, and sit with Google's sales leaders to shape joint bets. Success is measured by bookings and sold gross margin for North America, sales ROI, and the growth of your team.
YOUR STRATEGIC MANDATE
- Build a repeatable growth engine: Move North America from opportunistic, Google-led wins to a planned pipeline of large, multi-year enterprise transformations. Own and exceed the regional bookings and sold gross margin targets.
- Land and expand: Grow our existing accounts with real account plans, while opening new logos in our priority verticals.
- Become Google's go-to partner: Build co-selling relationships with Google Cloud's North America sales leaders so we are their first call for complex Data and AI bets.
- Mentor and multiply: Raise the bar across a team with mixed performance, helping sellers move from "vendor" to "trusted advisor" and step up to $1M+ deals.
KEY RESPONSIBILITIES
1. GO-TO-MARKET AND PIPELINE
- Vertical and account strategy: Set the go-to-market playbook for our core verticals: Gaming, Media, Entertainment & Agency, Telco and Insurance. Decide which accounts to prioritise and why, balancing expansion with new logos.
- Pipeline creation: Drive direct market activity alongside Google-sourced leads, working with marketing on events, campaigns and executive outreach.
- Deal mix: Shape a healthy blend of land-and-expand work and $1M+ multi-year transformations, with enough pipeline cover to hit target.
2. SALES LEADERSHIP AND MENTORSHIP
- Hands-on deal shaping: Join discovery calls, qualify, review proposals and run "pre-flight" checks on all major bids ($750k+).
- The Challenger coach: Train sellers in consultative selling, so they challenge client assumptions and unlock bigger transformation opportunities.
- Account ownership: Embed account planning so every seller truly owns their book, not just their next deal.
- Pipeline rigour: Run a weekly and monthly forecasting cadence with clean Salesforce data, and give leadership accurate forecasts.
3. PARTNERSHIPS AND COMMERCIAL OVERSIGHT
- Google Cloud co-sell: Build trusted relationships with Google's regional and vertical sales leaders, and plan joint account strategies with them.
- Margin protection: Sell on enterprise ROI rather than discounting, balancing competitive pricing with the premium value of our expertise.
4. WORKING ACROSS DATATONIC
- Sold = delivered: Work in lockstep with presales, delivery and account management in Toronto and Montreal so what we sell can be delivered to our standards.
- Use our tech squads: Get the most out of our vertical and offering-aligned tech squads in presales and deal shaping.
- Alliances and marketing: Partner with alliances and marketing to turn our Google relationship and our case studies into pipeline.
5. TEAM BUILDING AND CULTURE
- Scale-up DNA: Assess, structure and develop the current team, and recruit, onboard and retain top sellers as we grow in North America.
- Culture: Foster resilience, healthy competition and continuous learning.
- Leading from the front: As part of the regional leadership team, work with delivery and technical leaders to run the region and hit its goals.
WHAT SUCCESS LOOKS LIKE
In your first 90 days:
- You've assessed the team and set a clear vertical and account plan for each seller.
- You've built named relationships with Google Cloud's North America sales leaders and agreed joint priority accounts.
- A weekly forecasting and pipeline cadence is running, with…