Territory Manager Retail Operations till St1

Proposales AB

Proposales™ is the modern proposal and e-signature platform for Groups & Event teams, trusted by more than 1,000 hotels across Europe and beyond. Hotels use Proposales™ to respond to incoming requests within minutes, boost conversions to 75 percent and save up to 1,000 hours per year per hotel. Our deep integrations with leading PMS, EMS and CRM platforms, including Oracle OPERA Cloud, Mews, OSEM, Event Temple, Salesforce and SuperOffice, are a key part of our competitive advantage . We are now hiring a Head of Sales (Europe), a senior commercial leader who can take our European Sales team to the next level, build a repeatable revenue machine and accelerate our growth across Europe. Why this role matters Technology and software in Hospitality, and especially the Groups & Events category, is undergoing rapid digital transformation. Hotels are shifting from PDF-based proposals and manual admin to modern, integrated buying experiences. Proposales™ is at the centre of that shift and we are ready to scale our European footprint. You will own the full sales motion across Europe, architect the sales organization and drive expansion across both enterprise and mid-market segments. What you will own Build and scale our Sales Team: Build and operationalize a European sales organization with clear structure, segmentation, targets, operating rhythm and accountability. Turn sales playbooks into habit including qualification (MEDDIC or BANT preferred), forecasting, pipeline management, deal reviews and territory planning. Establish standards for coaching, performance management and talent development. Drive predictable new business growth: Deliver monthly and quarterly revenue targets, increasing deal sizes through more complex, multi-property and enterprise deals. Strengthen outbound motions, expand partner-led deal flow and increase conversion rates on inbound demand. Develop repeatable multi-country market entry strategies. Operational excellence and forecasting discipline: Elevate forecasting accuracy toward 90 percent+, with spotless CRM hygiene. Collaborate with management to modernize tooling, dashboards, reporting and analytics. Ensure tight alignment with marketing, product and customer success. Enterprise leadership: Represent Proposales at key European hospitality events and conferences. Strengthen C-level relationships with major hotel groups, PMS partners and ecosystem players. Provide field intelligence into product strategy, including integrations, workflows and feature gaps seen across hotels in Europe. What you bring Experience: Proven track record as a quota-carrying SaaS closer in a €5-10M ARR environment. Experience leading regional or multi-country sales teams, ideally in hospitality tech or workflow automation. Demonstrated ability to scale new business motions and grow ACVs from mid-market deals to multi-property enterprise wins. Skills and mindset: Hands-on leader who can operate from the boardroom to the demo room. High operational rigor, strong analytical skills and deep competence in forecasting and pipeline management. CRM management (especially Hubspot) is additional added value. Excellent coaching ability, with a track record of hiring, ramping and elevating reps. Comfortable in a fast-moving scale-up environment where structure is being built, not inherited. The modern sales stack is evolving quickly, thus you need to be naturally curious of keeping up with new tools to find the most efficient ways, all while keeping focus on the grind. What you’ll get at Proposales A leadership role shaping the future of a high-growth SaaS company. The opportunity to build a modern sales organization from the ground up. Direct influence over strategy, execution, product feedback loops and European expansion. A team that values autonomy, clarity and craftsmanship. Competitive compensation and incentives. Working closely with experienced entrepreneurs based out of our HQ in Stockholm.

Legora

ABOUT US Legora is redefining how legal work gets done. Not built for lawyers, built with them. We work alongside the world’s best legal teams, who expect excellence, precision, and speed, and we hold ourselves to the same bar. Our AI-native workspace lets legal professionals move faster, think more clearly, and operate with sharper precision. By analysing thousands of documents in minutes and powering end-to-end workflows, we cut through complexity, teams can focus on what matters: judgment, strategy, and outcomes. 1,000+ customers across 50+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We’ve scaled to $100M+ in ARR, with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI and Graceview. We partner with world-class performers: including Aaron Judge and the New York Yankees, Ludvig Åberg (and his caddie), and campaigns featuring Jude Law. Joining Legora means three things. * We lean in: ownership over titles, outcomes over intentions. * We fight for excellence: high standards, direct, ego-free feedback. * We grow together: as a team and with our customers. Mission before ego. Everyone contributes. No one coasts. If you’re driven by impact, pace, and raising the bar. This is the place. WHAT YOU'LL DO This is not a reporting role. It's a leverage role. You will sit at the centre of how Legora grows — influencing where we invest, how we sell, how we forecast, and how we retain and expand customers. You will partner closely with Sales, Customer Success, Marketing, and Finance to design programmes, drive performance insights, and operationalise high-impact initiatives across the full revenue lifecycle — from pipeline creation to expansion and retention. You won't just analyse problems. You'll build the solutions. This role is right for someone who thinks in systems and tradeoffs, loves data but doesn't hide behind it, and can move from an executive strategy conversation to hands-on execution in the same day. REVENUE STRATEGY & PLANNING * Partner with GTM leadership on annual and quarterly planning — translating company goals into measurable operating plans with clear owners and milestones. * Support territory design, capacity modelling, and investment allocation — and identify performance gaps before they become problems. ANALYTICS & PERFORMANCE INSIGHTS * Build and maintain reporting frameworks across the funnel — pipeline health, conversion rates, forecasting accuracy, and expansion metrics — and turn them into decisions, not dashboards. * Sharpen KPI definitions and metric consistency, and support executive and board-level reporting with analysis that holds up under scrutiny. OPERATIONAL EXECUTION * Design and implement process improvements across the full lifecycle — Lead → Close → Renew → Expand — owning core GTM workflows including lead routing, opportunity management, and lifecycle tracking. * Improve forecasting discipline and pipeline hygiene, reduce manual work, and eliminate inefficiencies that slow the revenue engine down. CROSS-FUNCTIONAL PARTNERSHIP * Serve as a strategic thought partner to Sales (pipeline health, productivity, comp performance), CS (renewals, expansion, churn), Marketing (lead quality, attribution, funnel conversion), and Finance (ARR modelling, forecasting, performance tracking). * Challenge assumptions, bring data to debates, and influence decisions — you are expected to have a point of view and defend it. WHAT YOU BRING You are a highly structured thinker with strong business judgment and the execution instincts to match. You are as comfortable building a capacity model as you are presenting a recommendation to a leadership team — and you hold yourself accountable to the outcomes, not just the analysis. WE'RE LOOKING FOR * 4–7+ years in Revenue Operations, Sales Operations, Strategy, Consulting, or a similar analytical role. * Strong analytical skills — advanced Excel or Sheets, experience with BI tools, and the ability to build models and run analyses independently without waiting for a data team. * Hands-on experience with CRM systems — Salesforce strongly preferred. * Executive communication skills — you write and present with clarity and authority, and you make complex analysis accessible to senior decision-makers. * A highly structured working style with sharp business judgment — you know what matters, you prioritise ruthlessly, and you don't get lost in the data. Legora is an Equal Opportunity Employer At Legora, we believe great teams are built on diversity of thought and experience. We’re proud to be an equal opportunity employer and committed to creating an inclusive, high-performance culture where everyone can do their best work. We welcome people of all backgrounds and don’t discriminate based on race, color, religion, national origin, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other characteristic protected by law.

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM The Startups, Existing Business team is a consultative sales team that is responsible for the growth and retention of the largest and fastest-growing Startup customers at Stripe. As an Account Executive, you'll identify new opportunities for our clients to get the most out of Stripe by understanding our clients' needs, execute scaled sales strategies to close upsells and renewals with existing Stripe customers, and drive end-to-end campaigns to increase adoption of Stripe products. WHAT YOU'LL DO RESPONSIBILITIES * Own contract renewals and lead commercial negotiations to increase and retain existing customer revenue and Stripe market share * Develop and implement full sales cycle strategies for driving product adoption, net new product sales, and client retention at scale among existing Stripe customers * Solve complex client needs and work across product, sales, risk, and operations teams to improve our product * Own the full sales cycle from lead to close for startups and small and medium businesses * Generate your own leads through cold calling, blitzing, research, networking, and driving your territory * Make every potential Stripe user happy with every interaction, regardless of deal size * Identify and understand users' pain points to propose Stripe solutions * Make sure that internal teams are set up for users' success by coordinating with other Stripe teams WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 5+ years of experience in a client-facing sales role * Ability to understand complex technical ecosystems and build great relationships with technical customers * Ability to drive and close upsell opportunities for additional Stripe products in long-term, consultative engagements * Problem-solving ability to manage complex pricing and cost considerations * Experience managing projects with input from cross-functional teams * A knack for working well with a wide range of stakeholders, both internally and externally * Ability and motivation to operate in an ambiguous and fast-paced environment * Superior verbal and written communication skills PREFERRED QUALIFICATIONS * Prior experience in a sales and customer-facing role at a high-growth technology company * Experience with Excel and SQL, or a willingness to learn