Sales Director EMEA

About Dotfile

Dotfile is building the AI-native Compliance Operating System for financial institutions. Our mission is to make compliance simple, safe and smart, helping financial institutions onboard customers, manage risk and operate globally.

Compliance remains one of the most manual functions in financial services. While most institutions still rely on fragmented tools and human-driven workflows, we believe AI is enabling a fundamental shift toward autonomous compliance. Our ambition is to build Level 5 Compliance: software that can gather evidence, investigate complex situations, assess risk and execute defensible decisions under defined policies.

Dotfile has grown into one of Europe’s fastest-growing compliance technology companies. Today, 100+ financial institutions across 15 countries rely on Dotfile for critical compliance operations, with a rapidly growing presence in the US.

We recently raised our Series A from leading US and European investors and software operators. We’re now entering our next chapter: investing heavily in product and AI, expanding internationally, and building the team that can make Dotfile the global standard for compliance infrastructure.

Overview

As a Sales Director EMEA you will be part of the leadership team, reporting directly to the CRO. You will be leading a team of Account Executives. Now that the company has a repeatable sales motion, your task will be to build a well-oiled revenue engine. You will drive ARR growth by hiring and developing sales talents, lead expansion in new geographies and segments, and set an upmarket trajectory to increase ACV.

The position is based in Paris and frequent travel is to be expected.

Responsibilities

• Participate in the definition of acquisition, retention and expansion strategies that align with business goals. Spearhead our internationalisation efforts,

• Work with your team to identify, nurture and execute on key opportunities to drive high value deals, serve as an Executive Sponsor for critical customer and prospect relationships

• Build, mentor, and lead our sales team to exceed targets. Implement effective recruitment strategies to assemble a top-tier sales force

• Oversee the creation of training programs, sales materials, and a comprehensive onboarding process. Own SalesOps, including revenue forecasting and tooling

• Develop and maintain a strong network of customers, partners, and industry thought-leaders

• Implement and operate the outbound acquisition machine ;

• Lead cross-functional initiatives with with Marketing, Product and Solution Consultants to address new market segments

• Be an ambassador for the company, participate in industry events and represent Dotfile

About you

• Over three years of sales leadership experience in Enterprise SaaS or Fintech, ideally in the compliance and fraud sectors, utilizing a proven sales playbook (MEDDPICC, Command of the Message) and consistently exceeding quota and revenue goals.

• Experience within the Financial Services industry

• Prior success selling into large, complex environments with multiple decision makers

• Proven track record of helping VC-backed startups go from $1M ARR to $10M ARR

• Strong technical acumen and project management skills coupled with a data-driven mindset

• Extensive knowledge and proven experience in conducting business across various sectors in the EMEA region. Native-level English and French proficiency

• Successful experience building, managing and retaining high performing teams across multiple markets

• A proven ability to build connections with industry subject matter experts and customer executives

• Outstanding communication skills, high energy and deep empathy

• Willingness to embark on the startup journey, get your hands dirty and close deals yourself

What we offer

• A front row seat at a fast-growing startup with global ambitions

• CEO and Board exposition

• Competitive salary and equity package

• Ability to work from our Paris Office

The interview process

• Round 1: First conversation to get to know you, understand what drives you, and explore why this role excites you.

• Round 2: Two-part discussion where you'll walk us through your career journey and the choices that shaped it, followed by a values-based conversation where you'll share real examples of how you demonstrate Ownership, Pace & Intensity, High Standards, and Resilience.

• Round 3: Deep dive into one of your key projects with someone from a different team, offering a fresh, cross-functional perspective on how you work.

• Round 4: Practical exercise, case study tailored to the role, giving you the opportunity to showcase your skills on a real-world challenge.

• Round 5: Final conversation with our founders to discuss your long-term vision and explore how you see yourself growing with us.

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