Head of Mid-Market Sales

About Us 

Hawk is the leading provider of AI-supported anti-money laundering and fraud detection technology. Banks and payment providers globally are using Hawk’s powerful combination of traditional rules and explainable AI to improve the effectiveness of their AML compliance and fraud prevention by identifying more crime while maximizing efficiency by reducing false positives. With our solution, we are playing a vital role in the global fight against Money Laundering, Fraud, or the financing of terrorism. We offer a culture of mutual trust, support and passion – while providing individuals with opportunities to grow professionally and make a difference in the world. 

Position Overview:

The Head of Mid-Market Sales, EU, will be responsible for developing and executing the regional sales strategy for mid-market accounts. This individual will lead a team of Account Executives, ensuring they achieve and exceed sales targets while fostering a winning culture. The role involves identifying market opportunities, managing complex sales cycles, and collaborating across teams to deliver impactful results.

The ideal candidate is a proven sales leader with deep expertise in the European market, strong people management skills, and a history of successfully closing mid-market deals.

Key Responsibilities:

Regional Sales Strategy and Execution

• Develop and implement a comprehensive sales strategy for the EU mid-market segment, aligned with global objectives.

• Tailor sales plays and engagement approaches to address the specific needs of mid-market customers in the European region.

• Build and execute territory plans to drive pipeline generation and predictable revenue growth.

Team Leadership and Performance Management

• Lead, coach, and inspire a team of high-performing Account Executives across the EU region.

• Set clear sales goals and KPIs for the team, ensuring accountability and consistent performance.

• Conduct regular training sessions to enhance the team’s consultative selling and negotiation skills.

Pipeline and Deal Management

• Build and manage a robust sales pipeline, ensuring opportunities progress through the sales funnel effectively.

• Personally engage in key mid-market opportunities, supporting the team in navigating complex negotiations and closing deals.

• Ensure accurate forecasting by maintaining discipline in CRM usage and pipeline tracking.

Customer Engagement and Relationship Building

• Develop deep relationships with prospective and existing mid-market customers, acting as a trusted advisor to their business needs.

• Collaborate with Solution Consultants and Customer Success teams to ensure seamless onboarding and value realization for customers post-sale.

Market Expansion and Insights

• Identify new opportunities in underserved markets and verticals within the EU region.

• Stay informed on market trends, competitor activity, and regulatory developments to position the company effectively.

Cross-Functional Collaboration

• Work closely with marketing, product, and global sales leadership to align on go-to-market strategies and customer feedback.

• Partner with the VP Global Mid-Market to implement best practices and ensure alignment with global sales initiatives.

Qualifications:

• Sales Expertise:

  • 8+ years in B2B sales, with a focus on mid-market accounts and deal sizes up to $500K ARR.

  • Proven ability to close complex deals and consistently exceed revenue targets.

• Leadership Skills:

  • Experience in building and leading successful sales teams in the European market.

  • Strong coaching and mentoring capabilities to drive team performance and development.

• Industry Knowledge:

  • Background in SaaS, RegTech, or financial services sectors is highly desirable.

• Data-Driven:

  • Proficiency in CRM tools (e.g., Salesforce) and data-driven sales forecasting.

• Education:

  • Bachelor’s degree in Business, Marketing, or related field.

• Other:

  • Fluency in English is required; additional European languages are a strong plus.

  • Willingness to travel across the EU region as needed.

Perks & Benefits

• Competitive salary

• Personal development budget up to €1,000/year. (e.g., online courses, coaching, German classes, certifications)

• Gym membership subsidy

• 27 paid holidays annually + 1 day per each additional full year of remaining in the company, up to a maximum number of 30 days of holidays per year

• 4 weeks “working from anywhere” per year in selected countries

• MVG monthly commuting ticket subsidy (public transportation)

• Flexible working hours and home office possibilities

• Healthy drinks, snacks, and a weekly fruit basket in the office

Why Us

• the “World’s Top 100 AI Fintechs” and “Top EU Startups to Watch.”

• You will be at the center of a fast-growing, high-tech startup using the latest Cloud technology, AI (Artificial Intelligence), and machine learning.

• You will be part of an incredibly diverse and international team of 20+ nationalities across offices in Europe, the USA, and beyond.

• You will have a high degree of collaboration, ownership, and autonomy. Your work matters! 

• Your work will drive innovation and positively impact our society globally. We fight financial crime and aim to prevent 1.6 trillion USD from being money-laundered worldwide annually. 

• Our modern tech stack includes Kafka, Elasticsearch, AWS, MongoDB, Kubernetes, ArgoCD, Java 11, Spring, Python, React, and others.