Director of Sales EMEA

Overview

In this role you will lead and grow Papaya’s sales function, guiding a team of Account Executives while remaining hands-on in strategic enterprise and mid-market deals. You will drive revenue growth by expanding Papaya’s global payroll, payments, and workforce management platform with international customers. Collaborate with product, marketing, and operations to tailor solutions for senior stakeholders and scale sales activities in a fast-paced, global environment.

You will shape the sales strategy and be a visible driver of cross-functional success and revenue impact.

• Lead, mentor and develop a team of Account Executives across the full sales cycle
• Drive performance to achieve revenue targets and sales goals
• Provide coaching, deal support, and strategic guidance on complex opportunities
• Identify and develop new business opportunities with mid-market and enterprise global organizations
• Build relationships with senior stakeholders and decision-makers in target accounts
• Play a key role in strategic and complex deals
• Remain actively involved in the sales process and close high-value opportunities
• Deliver tailored demos and presentations to senior stakeholders
• Manage strategic deals from early engagement through closing
• Develop deep understanding of client challenges related to global payroll, compliance and international workforce management
• Position Papaya’s platform as a strategic ROI-driven solution
• Collaborate with Product, Marketing and Operations to align needs with platform capabilities
• Leverage AI-driven tools and sales intelligence to improve pipeline management, deal prioritization, forecasting accuracy, and targeting strategies
• Use AI-assisted insights to enhance deal execution for executive conversations, objection handling and competitive positioning in enterprise cycles

• 8+ years of experience in B2B SaaS sales with a track record of closing complex deals
• Experience in a sales leadership role (Team Lead / Manager / Director)
• Experience leading AEs and driving adoption of AI-enabled sales workflows
• Strong experience managing full sales cycles with enterprise or mid-market organizations
• Background or familiarity with global payroll, HR tech, or fintech platforms
• Hands-on leader comfortable both managing a team and driving deals
• Strong communication and presentation skills with senior stakeholders
• Entrepreneurial mindset and ability to operate in a fast-paced, global environment
• Collaborative, team-oriented approach

• collaborative
• strong communication
• leadership and mentoring
• AI-enabled sales workflows
• sales intelligence capabilities
• pipeline management